Strategic Health Plan Sales Executive – Affordability Solutions (New Logos)

About the role

Step into a high-impact sales role where you will help reshape how health plans drive affordability by improving network performance, product innovation, and go-to-market strategies. NASCO is seeking a Strategic Sales Executive to lead new-logo growth for Evolve, our flagship platform that empowers health plans to operationalize affordability across the Alternative Payment Model (APM) life cycle.

In this highly strategic hunter role, you will own a national, segment-based territory focused on regional health plans. You’ll bring your deep understanding of payer operations, provider contracting, reimbursement models, and value-based care to build trust with senior executives and translate Evolve’s capabilities into measurable business and clinical impact.

This is an opportunity for a seasoned enterprise seller who thrives in complex, multi-stakeholder environments and is motivated by opening new doors, shaping market strategy, and driving meaningful change in the healthcare ecosystem. As part of a nimble, collaborative commercial team, you will influence product evolution, shape go-to-market strategy, and help NASCO’s customers tackle one of the industry’s biggest challenges—affordability. If you’re an entrepreneurial, data-driven sales professional who excels at territory strategy, account planning, and executive-level value articulation, this role offers a chance to make a significant impact—on our customers, on NASCO’s growth trajectory, and on the future of healthcare.

Responsibilities

• Build and execute a territory plan for regional health plans; conduct whitespace analysis, target selection, and account prioritization
• Develop account plans with clear objectives, relationship maps, competitive positioning, and action plans to drive new-logo acquisition
• Prospect and qualify using multichannel outreach (executive networking, ABM, events, social, referrals) to create a sustained, high-quality pipeline
• Lead complex sales cycles end-to-end (discovery, business case, solution fit, value justification, RFP/procurement navigation, negotiation, and close)
• Deliver accurate forecasts and maintain opportunity hygiene and conversion metrics
• Conduct executive-level discovery to uncover affordability, quality, and provider performance priorities; align them to Evolve’s capabilities across the APM life cycle
• Build and present tailored ROI/business cases that quantify operational and financial impact; orchestrate demos with solution consultants
• Multi-thread across payer buyer personas (e.g., Finance/CFO, Payment Innovation/APM leaders, Provider Contracting, Clinical/Quality, Operations/Shared Services, IT)
• Establish trusted-advisor credibility through market insight, thought leadership, and strong follow-through
• Partner with marketing, product, solution consulting, business value, and executive leadership to advance deals and refine messaging
• Provide structured market feedback to product and leadership on competitive dynamics and customer needs

Qualifications

Required Knowledge, Skills, and Abilities

• Advanced knowledge of US payer operations, value-based care, APMs, and reimbursement models; ability to credibly engage executives on affordability and performance
• Advanced consultative and solution selling across complex, multi-stakeholder payer environments
• Mastery of territory and account planning; pipeline creation and conversion discipline
• Executive-grade communication, presentation, and negotiation skills (C-suite ready)
• Data-driven sales approach; ability to craft and defend ROI and business cases
• Proficiency with CRM and sales-enablement platforms and AI-assisted prospecting/workflow tools
• High resilience, adaptability, and ownership in a competitive, fast-changing market
• Strong collaboration skills to leverage internal teams (product, SC, value, ABM, execs)

Preferred Knowledge, Skills, and Abilities

• Understanding of the provider market dynamics impacting payer programs
• Comfortable operating in a hybrid environment (virtual + in-person executive engagements)

Experience

• 10 years enterprise B2B SaaS sales experience, with a hunter focus and consistent performance meeting/exceeding quotas
• Proven track record closing new logos with US health plans/payers through complex sales cycles (often multi-month, cross-functional)
• Demonstrated success selling platforms tied to analytics, reimbursement/value-based care, payment integrity, or operational transformation
• Experience with RFP/procurement, legal/contracting, and multi-year subscription negotiations

Required Training, Certification and Education

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field or equivalent experience

Preferred Training, Certification and Education

• MBA or relevant graduate coursework is a plus

Working Conditions

• Remote home office
• Travel up to 50% of the time
• Ability to use equipment at workstation for up to 8 hours

Benefits

• Choice of Blue Cross Blue Shield Medical, Dental, and Vision Plans
• Telehealthcare – for Medical and Behavioral visits
• Generous PTO with buy/sell options
• 9 Company holidays, a floating day off, and a day off for volunteering
• Employee Assistance Program
• Wellness program – earn insurance discounts or credit toward health-related items
• 401K Plan with employer matching contributions
• Company-funded spending/reimbursement accounts to help with out-of-pocket medical expenses
• Bonus and Recognition programs
• Tuition Assistance
• Consultation with financial planner
• Basic Life & AD&D Insurance, Short- and Long-Term Disability Insurance provided; Supplemental Term Life Insurance available
• Group Discount programs – mobile, technology services, etc.
• E-Learning – comprehensive and current library of e-learning and performance support assets, available on demand and at no cost