Director – Payer Sales

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

📋 Description

• Take ownership of a payer revenue target along with the metrics that gauge success; build, oversee, and finalize a pipeline of national and regional health plans.

• Communicate the value of Abridge's platform to payer executives, focusing on risk adjustment accuracy, the impact of care gaps on quality measures, and reduced denials, all captured prospectively within the clinical workflow.

• Create territory and account strategies that penetrate new payer accounts while expanding existing relationships into multi-year agreements.

• Utilize Abridge's health system partner network to identify payer opportunities and develop joint provider-payer value propositions.

• Navigate payer buying centers, including actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health, while establishing relationships with C-level decision makers.

• Collaborate with payers to define success metrics for initial usage and convert pilot programs and early deployments into long-term customer agreements.

• Partner with Strategic Finance and RevOps to create ROI and economic models (PMPM, outcomes-based) that align with payer economics.

• Provide market intelligence from payer prospects and health system customers back to Product to inform priorities, contributing to but not owning product strategy.

• Work collaboratively with Product, Partner Experience, Marketing, and Legal departments to ensure customer launch and success.

• Represent Abridge externally at payer industry events and in executive discussions throughout the payer ecosystem.

⛳️ Requirements

• Over 10 years of direct sales experience in healthcare SaaS and technology solutions, with significant, proven experience selling to payers and health plans.

• Comprehensive understanding of the payer landscape, including health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics.

• Knowledge of the risk-adjustment, HRA, and quality vendor landscape, along with insights into how payers assess and replace these solutions.

• A demonstrated history of consultative selling at the C-suite level and consistent growth in new business.

• Previous management of 7-figure contracts and multi-million dollar quotas.

• Excellent executive-level negotiation skills, encompassing contract and business terms.

• Established relationships with payer executives across actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams.

• Strong ability to communicate and influence across all organizational levels, coupled with excellent interpersonal, time management, and presentation skills.

• Tech-savvy with the ability to quickly learn new internal tools such as Slack, Google Suite, Notion, and Figma.

• Willingness to travel to support sales objectives.

🏝️ Benefits

• Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees.

• Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families.

• Generous HSA Contribution: Monthly contributions to your HSA if you choose a High Deductible Health Plan.

• Paid Parental Leave: Generous paid parental leave for all full-time employees.

• Family Forming Benefits: Resources and financial support to assist you in building your family.

• 401(k) Matching: Contribution matching to help you invest in your future.

• Personal Device Allowance: Tax-free funds for personal device usage.

• Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.

• Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more.

• Mental Health Support: Dedicated access to therapy and coaching to help you achieve your goals.

• Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment.

• Compensation and Equity: Competitive compensation and equity grants for full-time employees.