SVP Sales, Go-To-Market - Optum Real (Payer/ACO)

About the Role

The Senior Vice President Sales, Go-To-Market for Optum Real (Payer/ACO) is an enterprise leader accountable for end-to-end commercialization strategy, market positioning, and scaled adoption of Real across payer and ACO segments. This role owns the design and activation of Real's value proposition, packaging, and messaging, ensuring the platform is clearly differentiated, commercially viable, and consistently positioned across markets. It operates at the intersection of Product, Growth, Markets, and Sales, translating Real capabilities into compelling, market-ready solutions that drive adoption, revenue, and category leadership.

Responsibilities

• Define and execute the GTM strategy for Optum Real across payer and ACO markets
• Identify target segments, commercialization pathways, and scalable growth opportunities
• Drive repeatable sales motions that accelerate adoption, revenue, and market expansion
• Own Optum Real's value proposition, positioning, and messaging
• Develop differentiated narratives that resonate with payer and provider executives
• Ensure consistency across sales, marketing, product, and executive communications
• Lead packaging, pricing, and commercial model development in partnership with Product and Finance
• Design simple, customer-centric offerings that support adoption, expansion, and long-term value realization
• Partner with Sales and Growth to develop commercialization strategies, playbooks, and launch plans
• Enable field teams to effectively communicate value and drive consistent market execution
• Monitor results and continuously optimize GTM performance
• Serve as the primary GTM leader across Product, Marketing, Growth, and Sales
• Align stakeholders, influence roadmap decisions, and establish operating rhythms that accelerate execution
• Leverage customer, market, and performance insights to refine strategy, improve outcomes, and drive growth
• Use enterprise-approved AI tools to streamline workflows, automate tasks, and drive continuous improvement
• Evaluate emerging trends to inform solution design and strategic innovation

Qualifications

• 15+ years in enterprise owning enterprise-scale GTM strategy and commercial performance, ideally for platform-based healthcare solutions
• Deep experience in payer, ACO, or value-based care markets
• Proven success in defining, packaging, and scaling platform-based offerings with measurable revenue outcomes
• Experience building differentiated value propositions, market positioning, and category narratives in complex B2B environments
• Ability to align products, sales, and marketing into a unified commercialization engine
• Driving revenue growth through structured GTM systems and repeatable sales motions
• Solid track record of influencing in highly matrixed organizations

Additional Information

This role requires travel between 25-50%. Remote work is available within the U.S., with in-office requirements for Minneapolis or Washington, D.C. area hires (minimum 4 days per week). The salary range for this position is $200,400 to $343,500 annually, based on full-time employment. Comprehensive benefits, incentive programs, and equity opportunities are also provided.