Sr. Solution Executive, Payer Market

Sales Execution & Revenue Generation

• Own and exceed an annual new business quota by selling our suite of payer solutions
• Manage the full sales cycle from initial prospecting and discovery through solution demonstration, proposal development, contract negotiation, and close for enterprise SaaS deals with 3–12+ month sales cycles
• Build and maintain a qualified pipeline of 3–5x quota coverage through proactive outbound prospecting, industry event networking, referral development, and collaboration with marketing on inbound lead conversion
• Develop and execute territory plans targeting the qualified addressable market of payer organizations
• Achieve or exceed Annual Recurring Revenue (ARR) targets

Strategic Selling & Consultative Engagement

• Serve as a trusted advisor to payer executives by deeply understanding their challenges and opportunities to incorporate our workforce solutions to align with State priorities and to help plans achieve quality and network adequacy goals
• Lead consultative discovery sessions with VP/C-level stakeholders across network operations, credentialing, compliance, IT, and finance to quantify pain points and build compelling ROI business cases
• Uniquely align Healthstream’s solutions to help payers achieve complex internal and State goals
• Navigate complex, multi-stakeholder buying committees and procurement processes within payer organizations, including RFP/RFI responses

Market Development & Thought Leadership

• Represent HealthStream at key industry conferences to generate qualified leads and build brand awareness in the payer space
• Develop and leverage deep expertise in payer industry trends, regulatory changes, and competitive intelligence to position HealthStream as the market leader
• Collaborate with Product and Product Marketing to share prospect feedback to assist in the development of payer-specific sales collateral, case studies, ROI tools, and competitive battle cards that accelerate the sales process
• Provide voice-of-customer insights to Product Management on payer feature requirements, integration needs, and market gaps to inform the product roadmap

Sales Operations & Reporting

• Maintain accurate and current opportunity data in our CRM including pipeline stage, deal value, close dates, competitive intelligence, and stakeholder maps
• Deliver weekly pipeline reviews and monthly/quarterly business reviews to sales leadership with clear articulation of deal progression, risk factors, and forecast accuracy
• Collaborate with Solutions Engineering, Implementation, and Customer Success teams to ensure seamless handoffs and successful customer onboarding
• Contribute to the development of scalable, repeatable payer sales processes, playbooks, and best practices as part of building out HealthStream’s payer go-to-market function

Qualifications

• Bachelor’s degree in Business, Healthcare Administration, or a related field; MBA or advanced degree preferred
• Minimum 7–10 years of enterprise SaaS or healthcare technology sales experience with a consistent track record of meeting or exceeding quota
• Minimum 3–5 years of direct sales experience selling to healthcare payer organizations (health plans, MCOs, TPAs, benefit managers) or deep domain expertise in payer operations
• Demonstrated success closing complex, multi-stakeholder enterprise deals with average contract values of $200K+ and sales cycles of 6–12+ months
• Understanding of the healthcare workforce dynamics
• Strong working knowledge of regulatory requirements impacting payers
• Familiarity with provider data management platforms, or credentialing/network management technology solutions strongly preferred
• Experience creating unique proposals that demonstrate thought leadership in aligning solutions to solve complex challenges
• Expert-level consultative and solution selling skills with proven ability to engage C-suite and VP-level executives in strategic business conversations about operational transformation and technology modernization
• Exceptional ability to develop and present compelling, quantified ROI business cases
• Excellent written and verbal communication skills including presentation development, RFP response writing, and executive briefing delivery
• Proficiency with enterprise sales methodologies
• Entrepreneurial mindset with the ability to thrive in a builder/hunter role, helping to establish HealthStream’s payer market presence as a new strategic growth initiative
• Self-motivated, disciplined, and accountable with the ability to work independently in a remote-first environment while collaborating effectively with cross-functional teams
• Strong business acumen and intellectual curiosity to rapidly develop subject matter expertise in payer operations, regulatory landscape, and competitive dynamics

Compensation

• This role features a base salary plus commission with a targeted split of 50% base / 50% variable
• The base salary range for this position is $70,352-135,000 with an OTE of $140,704 - $270,000
• Base salary will be determined on the candidate’s level of experience and qualifications
• Compensation will be commensurate with skills, relevant experience, and performance in similar roles

Benefits

• Medical, Dental and Vision insurance
• Paid Time Off
• Parental Leave
• 401k and Roth Flexible Spending Account
• Health Savings Account
• Life Insurance
• Short- and Long-Term Disability
• Medical Bridge Insurance
• Critical Illness Insurance
• Accident Insurance
• IDentity Protection
• Legal Protection
• Pet Insurance
• Employee Assistance Program
• Fitness Reimbursement