Director, TPA Sales

About the role

Collabrios delivers purpose-built software solutions that unify the entire care journey. With decades of expertise in Programs of All-Inclusive Care for the Elderly (PACE) and deep industry knowledge, we empower care providers to streamline operations and deliver exceptional care to aging adults. Our integrated SaaS platform includes Electronic Medical Records (EMR), Third-Party Administrator (TPA) financial services, and care coordination solutions, helping PACE programs optimize workflows, ensure compliance, and enhance overall operations. We partner with PACE, government agencies, and community-based organizations to advance care delivery and improve outcomes for the communities they serve.

Job Overview

The Director, TPA Sales is a quota-carrying role focused on new business development across assigned PACE and community-based markets. This role is responsible for selling Collabrios’ TPA platform, including automated claims adjudication, Medicare and Medicaid pricing, and closed-loop payment and disbursement solutions to PACE organizations. This role owns the full sales cycle for Collabrios’ TPA solutions, engaging claims, billing, provider network, and finance leaders across PACE organizations. Success in this role requires strong knowledge of PACE organizations, an understanding of the financial complexities surrounding claims adjudication, pricing, verification, and payment processing, and experience navigating long and complex procurement cycles with multiple stakeholders.

Responsibilities

• Drive adoption of Collabrios’ TPA claims adjudication, pricing, and payment platform with PACE organizations and community-based organizations.
• Identify, qualify, and pursue opportunities across PACE and CBO markets to expand Collabrios’ footprint.
• Position Collabrios as a trusted partner for PACE organizations by communicating the value of claims accuracy, payment transparency, compliance, and replacing manual, spreadsheet-based claims workflows with rules-driven automation.
• Communicate effectively about TPA operations, including rules-driven claims adjudication, automated Medicare and Medicaid pricing, closed-loop payment and disbursement, work-queue and exception management, and audit-trail transparency with claims, billing, and finance stakeholders.
• Lead RFP responses and procurement processes, tailoring proposals to align with organizational funding priorities and compliance standards.
• Position Collabrios as a trusted partner for PACE organizations by articulating operational, compliance, and financial value.
• Differentiate Collabrios’ platform from legacy systems and niche vendors, emphasizing compliance readiness, integrated functionality, and proven outcomes.
• Build trusted relationships with executives, program directors, finance and claims operations leaders, and policy leaders to support decision-making and advance opportunities.
• Lead proposal development and contract negotiations to support successful deal execution.
• Manage pipeline and forecasts in Salesforce, providing visibility into PACE and CBO market opportunities.
• Represent Collabrios at PACE, aging, and government-focused conferences, policy forums, and industry events to strengthen brand visibility and market presence.

Requirements

• 7+ years of success in B2B SaaS, healthcare technology, or software sales.
• Experience selling into PACE organizations, home care, Medicaid programs, or community-based organizations.
• Track record of meeting or exceeding quota in long-cycle, competitive, and RFP-driven environments.
• Experience with TPA, claims adjudication, or healthcare payments/RCM SaaS.
• Strong understanding of PACE, nonprofit, or community-based organization procurement processes, compliance requirements, funding models, and claims payment models.
• Skilled in strategic, consultative selling with the ability to engage executives, policy leaders, and operational stakeholders.
• Proficiency with CRM systems and sales engagement tools.
• Strong presentation, negotiation, and communication skills.
• Willingness to travel for client meetings, site visits, and industry events.

Bonus Points

• Working knowledge of claims pricing methodologies, including Medicare and Medicaid fee schedules, and TPA operations such as adjudication, payment disbursement, and reconciliation.
• Experience with EHR solutions in addition to claims or payments experience.
• Experience using Salesforce.
• BS/BA degree.

Benefits

• A connected, virtual-first culture with a collaborative, mission-driven team.
• Competitive health benefits, including medical, dental, and vision coverage.
• 401(k) with company contribution.
• Flexible paid time off (PTO), plus 72 hours of sick time.
• Flexibility and trust—we empower our team to manage their schedules and work in ways that support their lives.
• Opportunities for learning, mentorship, and professional development.
• A values-driven environment where diverse perspectives are welcomed and purpose guides our work.