Business Development Executive (MedInsight)

Position Summary

MedInsight is hiring a Business Development Executive to lead new-logo acquisition and expansion revenue across our risk adjustment portfolio. This is a selling specialist role: you will own a national territory selling MedInsight’s risk adjustment software and analytics to health plans, provider organizations, ACOs, MSOs, and other risk-bearing entities.

Primary Responsibilities

• Develop deep expertise in MedInsight’s risk adjustment software and analytics, and in the surrounding market (CMS-HCC models, RADV, quality programs, value-based care, and the competitive landscape) to engage prospects as a credible advisor.
• Build and execute a strategic national territory plan across health plans, provider organizations, ACOs, MSOs, and risk-bearing entities through targeted research, outbound prospecting, and insight-led engagement.
• Identify, develop, and rigorously qualify opportunities using a structured sales methodology, mapping decision-makers and influencers across executive, clinical, financial, operational, and compliance functions.
• Drive multi-threaded deal progression with stakeholders including C-suite executives, risk adjustment and coding/CDI leaders, quality and finance leaders, operations, and IT.
• Lead consultative conversations that surface explicit and unrecognized needs across RAF performance, coding accuracy, documentation integrity, audit readiness, provider engagement, and both retrospective and prospective risk adjustment.
• Deliver compelling commercial narratives that challenge the status quo and position MedInsight as a strategic solution for improving risk capture, compliance, operational efficiency, and reimbursement outcomes.
• Partner closely with Marketing on outbound opportunity creation, campaign follow-up, event engagement, and account-based prospecting.
• Collaborate with Sales Engineering, Product, Client Success, and Subject Matter Experts to deliver tailored demonstrations and ROI-driven business cases tied to measurable outcomes rather than features alone.
• Consistently achieve and exceed quota and pipeline-generation targets, and maintain accurate forecast, opportunity, account, and activity data in Salesforce to support disciplined territory management.

Preferred Skills And Experience

• 8 or more years of full-cycle new-business development in complex, consultative enterprise sales, preferably in healthcare technology, analytics, SaaS, or payment integrity / risk adjustment solutions.
• Demonstrated success selling into healthcare payer, provider, and/or risk-bearing organizations, navigating complex buying groups and long sales cycles.
• Direct experience selling risk adjustment, coding, CDI, quality, value-based care, population health, or related analytics solutions is strongly preferred.
• Experience with the risk adjustment and reimbursement landscape (Medicare Advantage, ACA, Medicaid managed care, HCC coding, RAF optimization, RADV, and documentation/compliance) is strongly preferred.
• Proven track record of building pipelines from scratch and executing territory plans in greenfield, competitive, or underpenetrated markets.
• Demonstrated success negotiating and closing complex enterprise agreements with senior decision-makers, including CFOs, CIOs, COOs, CMOs, Chief Population Health Officers, and VP-level risk adjustment and compliance leaders.
• Skilled at partnering with Sales Engineering and cross-functional teams to deliver outcome-oriented demonstrations and solution positioning.
• Proven ability to communicate effectively with executive-level stakeholders.

Key Competencies

• Challenger Mindset: Leads with insight, teaches prospects something new about their risk adjustment performance, and creates urgency for change.
• Consultative Seller: Uncovers root business issues and ties solutions to measurable financial, compliance, and operational outcomes.
• Analytical & Strategic: Synthesizes market, financial, and operational data into sharp, customer-specific account strategies.
• Entrepreneurial: Resourceful and proactive; creates momentum, opens doors, and builds pipeline in ambiguous, evolving markets.
• Emotionally Intelligent: Builds trust quickly, navigates complex stakeholder dynamics, and turns feedback into growth.
• Intellectually Curious: Stays ahead of shifting regulations, reimbursement models, and emerging market opportunities.
• Effective Communication: A clear, confident, persuasive communicator in writing and in person, including at the executive level.
• Organized & Resilient: Manages multiple opportunities and internal partnerships with precision, follow-through, and persistence.