Vice President, Payer Sales

About the role

Health Data Innovations (HDI) is a high-touch, tech-enabled data integration services partner for healthcare organizations. We specialize in acquiring, cleansing, standardizing, and integrating complex claims and administrative data to help clients focus on data utilization rather than integration challenges.

This role is part of a player-coach structure, where the successful candidate will be responsible for driving revenue growth in HDI's payer segment, while also building and scaling the payer sales processes, team, and infrastructure.

Primary Responsibilities

• Own revenue growth and new logo acquisition for the payer segment in alignment with HDI’s overall growth objectives, in partnership with the CEO, the provider sales leader, and the go-to-market leadership team.
• Act as a true player-coach: personally identify, engage, and close new business opportunities with health plans, Medicaid managed care organizations, Medicare Advantage plans, and benefits consultants/brokers serving self-insured employers, while building and mentoring a high-performing payer sales team.
• Establish and scale a repeatable payer sales process including account targeting, pipeline development, qualification, and deal execution in alignment with HDI’s broader go-to-market and marketing programs.
• Partner with marketing to shape and execute demand generation and pipeline-building initiatives for the payer segment, while leading targeted outbound efforts for high-value strategic accounts.
• Develop and maintain strong relationships with key decision-makers within payer organizations, including executives responsible for data strategy, analytics, network management, claims operations, and value-based care programs.
• Collaborate with marketing and product to refine HDI’s positioning, messaging, and value proposition for payer audiences, ensuring that HDI’s high-touch data integration services are clearly differentiated in the market.
• Conduct analysis of potential new payer segments and verticals, including commercial, Medicare Advantage, Medicaid, and employer-focused intermediaries, to identify disruptive opportunities and inform prioritization.
• Track payer-segment sales performance against established metrics and forecasting processes, providing regular visibility to the CEO and the broader commercial team on pipeline health and revenue trajectory.
• Identify and execute on opportunities to expand revenue within existing client relationships through upsell, cross-sell, and deeper engagement around additional data sources, use cases, and lines of business.
• Build, lead, and mentor a high-performing payer sales team, starting lean and scaling deliberately as revenue and pipeline justify additional investment.
• Foster a culture of accountability, client focus, and data-driven decision-making within the payer sales team, aligned with HDI’s high-touch, service-oriented ethos.

Qualifications

• Bachelor’s degree required; MBA a plus.
• 8-15 years of progressive sales and commercial leadership experience in healthcare technology, tech-enabled services, or healthcare data/analytics businesses, with a significant portion of that experience focused on selling into payer organizations.
• Demonstrated track record of personally closing complex, enterprise sales with health plans, brokers serving self-insured employers, or other payer clients, with a strong existing network of payer relationships preferred.
• Experience selling data, analytics, interoperability, or tech-enabled services solutions into payer organizations, particularly those managing value-based care programs, risk-based arrangements, or claims and administrative data workflows.
• Proven ability to establish and scale a sales motion within an existing go-to-market function, including hiring, process design, CRM discipline, and pipeline management, in an early-stage or growth-stage environment.
• Strong understanding of the healthcare payer landscape, including claims data, administrative data, network management, and the operational realities of payers and payer-adjacent intermediaries.
• Experience working cross-functionally with marketing and product to develop and execute go-to-market strategies, refine positioning and messaging, and incorporate market feedback into ongoing iterations.
• Comfort operating as both an individual contributor and a team leader, with the ability to balance hands-on deal execution with building and scaling a team and process.
• Experience forecasting, setting and tracking KPIs, and reporting progress to executive leadership and Board audiences.
• Hands-on, entrepreneurial approach with a bias toward action, intellectual curiosity, and comfort operating in an evolving, high-growth environment.
• Experience working within PE-backed companies preferred, with an understanding of sponsor reporting and value creation expectations.