Director of Payer Sales

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Develop and oversee a strong new-business pipeline of payer prospects across Medicare Advantage, D-SNP, and Medicaid sectors.

• Actively seek and identify new opportunities through cold calling, emailing, networking, and leveraging existing industry connections to engage decision-makers.

• Manage the entire sales process from initial outreach and positioning to contracting.

• Craft and implement account and opportunity strategies for target payers, tracked and updated in Salesforce.

• Cultivate and maintain relationships with executives and senior leaders at Managed Care Organizations (MCOs) and health plans.

• Present engaging in-person and virtual presentations tailored to each payer's strategic goals, including star ratings, member engagement, and health outcomes priorities.

• Keep an up-to-date understanding of Medicare Marketing and Sales processes, CMS marketing guidelines, and how payers assess marketing and sales vendor partnerships.

• Participate in industry events to enhance visibility, create new relationships, and connect with potential prospects.

• Provide senior leadership with market insights on competitive trends, product-market alignment, and emerging opportunities within payer segments.

• Achieve or surpass assigned goals for new business sales volume and other crucial performance metrics.

• Ensure accurate and current pipeline and activity records in Salesforce for leadership forecasting visibility.

⛳️ Requirements

• Bachelor’s degree or comparable professional experience.

• Over 7 years of B2B sales and business development expertise in healthcare technology and/or health insurance services.

• Demonstrated success in selling to payer markets – Medicare Advantage, D-SNP, and Medicaid – with a proven record of securing new business from payers you directly targeted.

• Knowledge of the Medicare Marketing and Sales processes at payers, including the evaluation and contracting processes for marketing and member engagement vendors by health plans.

• A well-established network of contacts within the payer industry, including executive leadership at MCOs and health plans.

• A genuine hunter mentality – adept at prospecting, cold calling, and “knocking on doors” to create new opportunities, rather than depending solely on inbound or existing relationships.

• Experience in selling high-value, intricate service offerings through a lengthy, multi-stakeholder sales cycle across various states.

• Comfort in a fast-paced, growth-oriented startup environment that demands high autonomy and accountability.

• Proficient in sales CRM technology (Salesforce) with the discipline to maintain current and accurate pipeline data.

• Exceptional presentation, written, and verbal communication skills.

• In-depth understanding of the health payer and care management landscape, particularly within government program lines of business.

🏝️ Benefits

• Performance-based incentive bonuses.

• Opportunities for career advancement within the company.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• 401(k) Plan.

• Paid Time Off.

• Employee Assistance Program.

• Health Care Flexible Spending Account (FSA).

• Dependent Care Flexible Spending Account (FSA).

• Health Savings Account (HSA).

• Optional Disability Benefits.

• Basic Life and Accidental Death & Dismemberment (AD&D) Insurance.

• Adoption Assistance Program.

• Training and Development opportunities.

• Commitment to equal employment opportunity and an inclusive workplace environment.