Vice President, Payer Sales

About the role

This senior commercial leadership role sits at the intersection of healthcare innovation and enterprise SaaS growth, focused on accelerating adoption of value-based care solutions across the payer market. The VP will own end-to-end sales strategy and execution, driving revenue growth while building deep, trusted relationships with regional and national health plans.

Responsibilities

• Own and drive the payer segment sales strategy, ensuring consistent achievement and overachievement of bookings, ARR, and pipeline targets.
• Lead the full enterprise sales lifecycle, including prospecting, negotiation, contracting, and deal closure for complex, multi-million-dollar opportunities.
• Build and maintain executive-level relationships across regional and national health plans, including C-suite, clinical, finance, actuarial, and operations leaders.
• Recruit, develop, and mentor a high-performing team of Sales Directors, establishing strong performance standards and scalable sales processes.
• Drive disciplined pipeline management, forecasting accuracy, account planning, and sales execution rigor across the organization.
• Partner closely with Product, Marketing, Delivery, and Customer Success teams to ensure successful implementation, expansion, and customer outcomes.
• Contribute to shaping commercial strategy, market positioning, and go-to-market initiatives as a senior sales leader in the organization.

Requirements

• 10+ years of enterprise sales, business development, or commercial leadership experience within health plans or selling into the payer ecosystem.
• Proven track record of consistently exceeding enterprise SaaS revenue and bookings targets in complex, multi-stakeholder sales environments.
• Deep understanding of the payer landscape, value-based care models, healthcare economics, and health plan decision-making structures.
• Strong experience selling enterprise SaaS solutions, ideally combined with consulting or professional services offerings.
• Background in fast-growing or startup environments with demonstrated ability to scale sales processes and build high-performing teams.
• Familiarity with structured sales methodologies (e.g., Miller Heiman, Challenger Sales) is strongly preferred.
• Strong analytical and data-driven approach to forecasting, pipeline management, and strategic account planning.
• Excellent cross-functional collaboration skills with the ability to influence executive stakeholders and drive alignment across teams.
• Comfortable operating in a dynamic, evolving environment with ambiguity, ownership, and shifting priorities.

Benefits

• Generous equity grants through ISO stock options
• Comprehensive health coverage with strong employer contributions for medical, dental, and vision insurance
• 4% employer 401(k) match
• Flexible PTO policy, including a weeklong winter shutdown and 10 annual holidays
• Occasional travel with quarterly team offsites
• Opportunity to contribute to a mission-driven platform accelerating the shift toward value-based care in healthcare