Director of Sales – Payer Sales

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

📋 Description

• Create and implement a strategic and proactive sales plan to grow Eviti within current payer relationships while identifying, developing, and securing new business opportunities.

• Establish and nurture trusted relationships with essential payer stakeholders and senior executives across medical management, utilization management, oncology, specialty pharmacy, clinical operations, quality, value-based care, analytics, procurement, and related areas.

• Employ a consultative sales methodology to identify customer needs and effectively position Eviti’s clinical decision support and treatment validation solutions.

• Oversee intricate sales processes from prospecting and discovery to solution development, presentation, negotiation, contracting, and closure.

• Craft business cases, account strategies, proposals, and pursuit plans that illustrate Eviti’s clinical, operational, and financial value.

• Negotiate and finalize complex enterprise agreements.

• Establish trust with senior and C-suite executives through expertise in payer operations, healthcare economics, clinical operations, and market knowledge.

• Collaborate with Clinical, Product, Sales, Client Success, and executive leadership teams on customer-specific strategies, proposals, contracting, and deal activities.

• Independently oversee pipeline development, prospecting, outreach, follow-up, CRM activities, forecasting, meeting preparation, and internal coordination.

• Navigate intricate customer environments to align payer priorities with NantIQ’s Eviti capabilities.

• Stay informed about healthcare payer trends, oncology, specialty care, healthcare policy, utilization management, and market dynamics.

• Provide market intelligence, customer insights, and emerging payer requirements to guide sales strategy, solution positioning, product development, and innovation.

⛳️ Requirements

• Bachelor’s degree in business administration (sales), Healthcare Administration, Life Sciences, or a related discipline.

• 5+ years of progressive sales or business development experience in healthcare software, SaaS, biopharmaceuticals, healthcare technology, or related sectors.

• Demonstrated success in selling to large national and regional payer organizations.

• Experience in business development, client relations, strategic partnerships, account growth, or enterprise sales.

• Direct experience engaging with payer clinical, medical management, utilization management, and operational stakeholders.

• Proven track record of achieving or surpassing sales targets and measurable results in pipeline growth, revenue generation, account expansion, strategic partnerships, or other significant business outcomes.

• Experience selling SaaS, healthcare technology, clinical decision support, or similar solutions within the payer market.

• Strong knowledge of payer priorities, evidence-based care, oncology and specialty care cost management, guideline compliance, medical necessity evaluations, provider experience, member access, utilization management, and value-based care.

• Ability to cultivate strategic relationships with director-, senior director-, and executive-level payer stakeholders.

• Skill in managing complex enterprise-level sales cycles, including prospecting, discovery, solution development, executive presentations, contract negotiations, and closing.

• Highly self-motivated with the capability to manage multiple opportunities with minimal daily supervision.

• Proficient in CRM tools, pipeline management, forecasting, and maintaining account records.

• Strong commercial acumen, communication, organization, presentation, collaboration, curiosity, and follow-through abilities.

• Capacity to adapt to evolving customer needs and intricate healthcare environments.

🏝️ Benefits

• 50/50 OTE commission opportunity.

• Remote work flexibility.

• Up to 35% travel for client interactions, conferences, and events.