Director of Payer Sales

This is a fully remote position, open to applicants in Massachusetts, +1 more state.

📋 Description

• Identify and focus on commercial health plans that provide value to Moxe.

• Create a sales pipeline through outbound prospecting, networking, participation in industry conferences, payer forums, and leveraging industry relationships.

• Collaborate with the BDR and marketing teams to enhance lead generation efforts.

• Develop and implement strategies to achieve or surpass quarterly and annual quotas, as well as company revenue goals.

• Work alongside the VP of Sales to formulate go-to-market strategies.

• Conduct discovery processes to identify prospect needs, challenges, and objectives.

• Customize Moxe's value proposition to address payer-specific issues and regulatory demands.

• Oversee intricate, lengthy sales cycles involving multiple stakeholders from initial contact to closing.

• Establish consultative relationships with C-level executives, clinical leaders, and IT decision-makers.

• Utilize MEDDPICC and Mutual Action Plans to effectively manage sales deals.

• Keep accurate records of the sales pipeline, forecasts, Salesforce entries, call notes, and contacts.

• Provide updates on activities, progress, and strategies to leadership.

• Stay informed about industry trends, regulatory developments, competitors, and customer challenges.

• Cultivate relationships that enhance satisfaction, retention, and referrals.

• Collaborate with Customer Success, Marketing, Implementation, and Product teams from the point of sale through deployment.

• Report directly to the VP of Sales.

⛳️ Requirements

• Proven, consistent track record of meeting or exceeding quotas, building a strong pipeline, and closing enterprise deals with health plans.

• Experience in selling to payer organizations.

• Knowledge of payer workflows, risk adjustment, quality programs (HEDIS, Stars), and interoperability regulations.

• Proficient in establishing rapport, influencing key decision-makers, and negotiating complex contracts.

• Experience managing an enterprise sales cycle from beginning to end, including accurate forecasting.

• Familiarity with MEDDPICC and Mutual Action Plans.

• Strategic and analytical mindset, capable of developing and executing intricate sales strategies.

• Exceptional written and verbal communication skills, combined with a polished, professional demeanor for engaging with C-level executives.

• Demonstrated ability to work collaboratively across functions in a dynamic startup environment.

• Self-motivated with a strong work ethic, organized, and able to work independently in a fast-paced, remote setting.

• Bachelor's degree in business, healthcare policy, healthcare administration, or a related field, or equivalent experience.

• A minimum of 5 years of experience selling technical solutions to payer organizations.

• Willingness to travel up to 30%.

• No supervisory responsibilities; this is an individual contributor role.

🏝️ Benefits

• Commission structure.

• Option for remote work.

• Travel opportunities up to 30%.

• Strong support from BDR and marketing teams.

• Access to a modern sales technology stack.

• Commitment to equal opportunity employment.

• Support for reasonable accommodations.