Tendo is excited to welcome Joey Kennedy as our new Senior Vice President of Sales. With a strong background in enterprise software and health tech, Joey is already shaping the next phase of our growth.
Get to know Joey and his vision for Tendo and explore our latest job openings to join the team alongside him.
Regional Director, Provider Partnerships
Regional VP, Provider Partnerships
Background & Career Journey
Q: You’ve spent more than 20 years in healthcare sales and leadership — what originally drew you to this field?
A: Honestly, it was a bit of luck at first. After graduating from BYU, my first role was as an account executive in the EMR space. Once I got started in healthcare, I was hooked. I quickly realized this industry is full of purpose-driven work and incredible people, and I’ve loved it ever since.
Q: Looking back at your career, what are some of the most formative experiences that shaped your leadership style?
A: I’ve been fortunate to have some great bosses and mentors along the way. The biggest lesson I’ve learned is the importance of honesty and doing the right thing. If you focus on acting ethically, success will follow. I lead by example — I don’t ask people to do anything I wouldn’t do myself. I roll up my sleeves, get in the meetings, and love being side-by-side with my team chasing opportunities.
Another important learning is humility to learn and improve. The best leaders give credit to their team for the wins, and take blame for the losses. When we are losing a deal (which shouldn’t happen much!), I endorse full transparency (just the facts, ma’am, give me the bad news) to know right away when something can be done, pulling out all the stops to remedy it, and then learning from our mistakes.
Q: You’ve worked across so many parts of the healthcare ecosystem — from EHRs to oncology to AI in diabetes. What have you learned about healthcare from seeing it through all those different lenses?
A: What stands out most is that healthcare naturally attracts people who want to make a difference. I’ve always been inspired by the mission-driven people I get to work with. At the same time, healthcare is unique — because we’re dealing with life-and-death stakes, change happens more slowly. And sometimes incentives aren’t aligned: the person paying for a solution isn’t always the one who directly benefits from it. That’s why it’s so important to find ways to align incentives and embrace economic innovations that truly drive better outcomes.
Leadership & Philosophy
Q: People describe you as a true “player-coach.” What does that mean to you in practice, and how do you bring it into your daily work?
A: I like to be involved in the sale cycle as time allows. It is invigorating and enlightening to participate in customer meetings, hear their feedback firsthand, and help them to know that senior leadership is personally vested in their success. To me, being a player-coach means never asking people to do something I wouldn’t do myself. It starts with listening — really understanding the challenges and opportunities my team and the customer are facing. I’ve always said that the best sales people listen first and ask good questions. That hands-on approach builds trust, creates a foundation for success, and allows me to step in with analysis and guidance that adds real value.
Q: What do you think is the biggest driver of success in building and leading high-performing sales teams?
A: The biggest driver is focus. Salespeople should be able to spend 100% of their energy on selling and driving revenue. My role is to eliminate distractions and remove excuses so they’re empowered to do just that. Beyond focus, it’s about taking the long view — not just chasing the end of the quarter, but building a healthy pipeline and cultivating lasting customer relationships. When you treat customers well and think ahead, you don’t just close deals; you build trust and long-term success.
Lastly, optimism and excitement can be our competitive differentiator. Life is wonderful, working at Tendo is wonderful! Our customers and prospects should feel our energy in every meeting, no one wants to buy from a sourpuss.
Excitement About Tendo
Q: What excites you most about joining Tendo at this moment in its journey?
A: What excites me most is the opportunity immediately in front of us. Tendo has a compelling value proposition that addresses a real, unmet need in the market. On top of that, the people and culture here are incredible. Jen has fostered a team of bright, curious, and kind individuals, and I’m energized by the chance to contribute to that culture and help us take this company to the next level.
Q: You’ll be working closely with Kevin and the leadership team — what do you hope to contribute as part of that collaboration?
A: I want to help build an accountable, winning sales culture that drives results while staying true to our values. My goal is to create the kind of culture where people are proud to be part of the revenue team — where we’re seen as the “cool kids” not just because we close deals, but because we do it the right way, in partnership with the entire company.
Q: What’s the first thing you’re focusing on in your new role?
A: “Revenue covers a multitude of sins.” Closing the deals we have on the table with surgical precision, while continuing to build the pipeline for future success. And hiring individuals where we have open headcount who can complement the team.
Personal & Human Side
Q: Outside of work, what keeps you inspired or motivated?
A: Family is my biggest source of inspiration. I love spending time with my wife and kids, and I’m always cooking, eating, and enjoying good food with them. I’m also a big believer in taking care of myself — I enjoy getting to the gym and staying active. That balance of family, food, and fitness keeps me motivated and energized.
Q: What’s one thing colleagues might be surprised to learn about you?
A : I speak four languages — Portuguese, Japanese, Spanish, and English. My wife is from Brazil, so Portuguese is the language we speak at home with our children.
Q: Do you have a favorite mantra, book, or piece of advice that guides you as a leader?
A: Bill Walsh wrote a wonderful book on leadership (former 49ers Coach). He said “The score takes care of itself.” In other words, if you work hard and prepare, everything else will take care of itself. I’m a big believer in focusing on what we can control, which includes our dedication and preparation and execution. I don’t spend any time worrying about things that I cannot control or impact.
Q: If you weren’t working in healthcare sales, what other career might you have pursued?
A: Fitness instructor — I used to teach Les Mills BodyPump classes.
Q: What’s the best advice you’ve ever received from a mentor or colleague?
A: Sales isn’t rocket science. Success comes from relentless effort, disciplined execution, and always doing things the right way.
Looking Ahead
Q: What’s one big opportunity you see in healthcare today that you think Tendo is uniquely positioned to address?
A: The payment and incentives in healthcare are broken. Our marketplace solution can address this while introducing increased competition.
Q: How do you define success for yourself — and for your team?
A: Exceeding our sales commitments and quota.
Q: Finally, what message would you like to share with Tendo employees, customers, and partners as you begin this new chapter?
A: I promise to do everything in my power to deliver on my commitments to the team and to our customers. We are all on the same team.
