Director, Enterprise Sales

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

📋 Description

• Take ownership of acquiring new logos from both national and regional health plans and payers, focusing on prospecting, outreach, and developing a pipeline from the ground up.

• Collaborate with our customer success team to pinpoint expansion opportunities within current accounts, taking charge of the process for securing these expansions.

• Oversee complex enterprise sales cycles lasting between 6 to 18 months, ensuring deal momentum and maintaining engagement with executives across various stakeholder levels within payer organizations.

• Drive revenue growth within existing health plan accounts by identifying upsell and cross-sell opportunities and collaborating on renewals.

• Cultivate and sustain executive-level relationships with decision makers at the C-suite and VP levels within health plans (e.g., CMO, VP Quality, VP Value-Based Programs).

• Acquire in-depth knowledge of each prospect’s quality and cost goals, and customize Stellar’s value proposition accordingly.

• Lead contract negotiations, including MSAs, SOWs, BAAs, and SLAs, in collaboration with health plan procurement and legal teams.

• Keep accurate pipeline and forecast data updated in the CRM and provide reliable updates on deal progression to leadership.

• Represent Stellar at pivotal payer and healthcare industry events, such as AHIP, RISE, Blues Summit, and APG.

• Work closely with implementation, clinical, and product teams to ensure a seamless post-close transition and customer experience.

• Provide market intelligence and customer feedback to guide product development and go-to-market strategies.

⛳️ Requirements

• A minimum of 7 years of enterprise sales experience with a proven record of securing new business, rather than solely account management.

• Demonstrated experience in selling to health plans, payers, or managed care organizations is essential.

• Direct experience in navigating and closing complex enterprise deals with sales cycles of 6 to 18 months.

• A consistent history of meeting quotas in roles focused on generating new logos.

• Strong understanding of payer economics, value-based care models, quality measurement (HEDIS, Stars), and the evaluation and purchasing processes of health plans regarding technology.

• Capability to build trust with senior payer leadership (C-suite, VP-level) and manage buying processes involving multiple stakeholders.

• Experience with SaaS-based healthcare technology solutions.

• Proficiency in consultative selling, structuring deals, and complex contract negotiations.

• Strong discipline in pipeline management and CRM usage; comfortable with forecasting for long sales cycles.

• Excellent written and verbal communication skills; adept at translating platform value into tangible outcomes for payer audiences.

• Comfortable working in a high-growth environment with significant autonomy and responsibility.

• Willingness to travel 25 to 30% for in-person prospect meetings and industry events.

🏝️ Benefits

• Medical, Dental and Vision Benefits

• Flexible PTO

• Universal Paid Family and Caregiver Leave

• Wellhub+ Gym Memberships

• Pre-tax commuter benefits, HA, FSA plans

• Company sponsored One Medical memberships and Citibike memberships

• Medical Travel Benefits

• JOON, a flexible lifestyle spending account providing our team with a monthly stipend for personal priorities

• Stock Options & a 401k matching program

• A comprehensive calendar of company-sponsored social events for both in-office and remote employees

• Company-sponsored lunch for all NY HQ employees