Director of Payer Sales

The company is seeking a Director of Payer Sales to accelerate new business growth across our core payer markets – Medicare Advantage, D-SNP, and Medicaid. This is a hunting role for a driven, self-directed sales professional who thrives on building pipeline from scratch, is energized by prospecting, and knows how to navigate the health plan sales cycle from first conversation through signed contract.

You will own new logo acquisition with named health plans, leveraging your existing network and relentless prospecting to open doors, build relationships with executive decision-makers, and close new business that expands the company's footprint across the payer landscape.

What You'll Do

• Build and manage a robust new-business pipeline of payer prospects across Medicare Advantage, D-SNP, and Medicaid lines of business

• Proactively prospect and hunt for new opportunities using a combination of the following cold calling, emailing, networking, and leveraging existing industry relationships to meet with decision makers.

• Own the full sales cycle from first positioning and outreach through contracting.

• Develop and execute account and opportunity plans for target payers, tracked and maintained in Salesforce

• Build and nurture relationships with executives and senior leaders at MCOs and health plans

• Deliver compelling in-person and virtual presentations that align the company's solutions with each payer's strategic objectives (e.g.,, star ratings, member engagement, and health outcomes priorities)

• Maintain a working knowledge of the Medicare Marketing and Sales process, CMS marketing guidelines, and how payers structure and evaluate marketing and sales vendor partnerships

• Attend  industry events to build visibility,  generate new relationships, and meet with prospects.

• Provide market feedback to senior leadership on competitive dynamics, product-market fit, and emerging opportunities across payer segments

• Meet or exceed assigned targets for new business sales volume and other key performance objectives

• Maintain accurate, current pipeline and activity records in Salesforce to give leadership visibility into forecast and progress

Requirements

• Bachelor's degree or equivalent professional experience

• 7+ years of B2B sales and business development experience within healthcare technology and/or health insurance services

• Proven experience selling into payer markets – Medicare Advantage, D-SNP, and Medicaid – with a track record of closing new business with payers you directly sourced.

• Familiarity with the Medicare Marketing and Sales process at payers, including how health plans evaluate and contract with marketing and member engagement vendors

• An established network of contacts across the payer industry, including executive leadership at MCOs and health plans

• A true hunter mentality – comfortable prospecting, cold calling, and “knocking on doors” to generate new opportunities rather than relying solely on inbound or existing relationships

• Experience selling high-value, complex service offerings through a lengthy, multi-stakeholder sales cycle across multiple states

• Comfort operating in a fast-paced, growth-stage startup environment with high autonomy and accountability

• Strong command of sales CRM technology (Salesforce) and the discipline to keep pipeline data current and accurate

• Excellent presentation, written, and verbal communication skills

• Deep understanding of the health payer and care management landscape, `, particularly within government programs lines of business

Benefits

Compensation

The expected base salary range for this position is $115,000–$125,000 per year, plus uncapped, performance-based bonuses tied to closed deals. Actual compensation will depend on experience, qualifications, and location.

As a venture-backed company, the company offers competitive compensation including:

• Performance-based incentive bonuses

• Opportunity to grow with the company

• Comprehensive health coverage including medical, dental, and vision

• 401(k) Plan

• Paid Time Off

• Employee Assistance Program

• Health Care FSA

• Dependent Care FSA

• Health Savings Account

• Voluntary Disability Benefits

• Basic Life and AD&D Insurance

• Adoption Assistance Program

• Training and Development

And most importantly, an opportunity to make the world a better place!

The company is proud to be an equal opportunity employer that does not tolerate discrimination or harassment of any kind. Our commitment to Diversity & Inclusion supports our ability to build diverse teams and develop inclusive work environments. We believe in empowering people and valuing their differences. We are committed to equal employment opportunity without consideration of race, color, religion, ethnicity, citizenship, political activity or affiliation, marital status, age, national origin, ancestry, disability, veteran status, sexual orientation, gender identity, gender expression, sex or gender, or any other basis protected by law.