Director, Commercial

This is a fully remote position, open to applicants in United States.

📋 Description

• Acquire new health plan clients and expand Arbital’s health plan operations.

• Manage the complete sales process from identifying target accounts and generating opportunities to conducting discovery, demonstrations, proposals, negotiations, and finalizing contracts.

• Achieve or surpass designated sales goals by securing new health plan clients.

• Create account strategies, prioritize target health plans, and build a qualified pipeline through direct outreach, industry connections, marketing initiatives, and partner introductions.

• Navigate through executive sponsorship, business assessments, procurement, security evaluations, legal negotiations, and budget approvals.

• Cultivate trusted relationships with finance, actuarial, medical economics, value-based care, and other key stakeholders.

• Establish executive champions and comprehend decision-making authority.

• Conduct thorough discovery into prospects’ processes, financial priorities, contract complexities, and decision criteria.

• Provide presentations and customized product demonstrations that align Arbital’s platform with business needs.

• Create proposals and ROI narratives in collaboration with actuarial, Delivery, Product, and Commercial teams.

• Structure pricing and commercial terms in accordance with company policies and coordinate resources to finalize agreements.

• Keep precise CRM records, opportunity stages, next steps, and sales forecasts.

• Identify potential risks early and maintain strategies for advancing opportunities.

• Collaborate with Implementation, Delivery, and Client Success during customer transitions.

• Relay market insights, refine messaging, and work with Marketing and Partnerships on campaigns and account strategies.

⛳️ Requirements

• 8+ years of enterprise sales experience, with proven success in selling technology or SaaS solutions directly to health plans.

• A consistent history of meeting or exceeding sales quotas and closing complex, high-value contracts.

• Experience engaging with senior health plan executives and managing multiple stakeholders, long buying cycles, and formal procurement procedures.

• Capability to articulate complex financial, analytical, or data-driven concepts in straightforward business language.

• Excellent skills in discovery, presentation, product demonstration, negotiation, and relationship-building.

• Experience in developing your own pipeline alongside opportunities generated from marketing and partners.

• Methodical approach to account planning, qualification, forecasting, and CRM management.

• Ability to work independently, prioritize effectively, and seek guidance or support when necessary.

• A collaborative, entrepreneurial mindset with comfort in navigating ambiguity.

• Proficiency in Google Workspace and CRM systems like HubSpot or Salesforce.

• Openness to travel for customer meetings, industry events, and team gatherings.

• Preferred: Experience selling solutions to health plan finance, actuarial, or medical economics teams.

• Preferred: Understanding of value-based care, risk-based contracting, medical cost management, and health plan financial performance.

• Preferred: Background in selling actuarial, financial analytics, contract management, or other related enterprise platforms.

• Preferred: Experience in a startup or rapidly growing healthcare technology firm.

• Preferred: Established network of relevant health plan connections.

🏝️ Benefits

• Openness to travel for customer meetings, industry events, and team gatherings.

• Opportunity to collaborate within a fast-paced, cooperative healthcare technology environment.