Director, TPA Sales

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

📋 Description

• Facilitate the adoption of Collabrios’ TPA claims adjudication, pricing, and payment platform among PACE organizations and community-based organizations.

• Identify, assess, and pursue new business opportunities within the PACE and CBO markets.

• Articulate the importance of claims accuracy, payment transparency, compliance, and rules-based automation to PACE organizations and consultants.

• Describe TPA operations, encompassing claims adjudication, Medicare and Medicaid pricing, payment distribution, work-queue and exception management, and audit-trail transparency.

• Lead the responses to RFPs and manage procurement processes.

• Create consultative sales proposals that highlight operational, compliance, and financial benefits.

• Distinguish Collabrios’ platform from traditional systems and specialized vendors.

• Cultivate relationships with executives, program directors, finance and claims operations leaders, and policy decision-makers.

• Oversee proposal development and negotiate contracts.

• Manage the sales pipeline and forecasts utilizing Salesforce.

• Represent Collabrios at PACE-focused, aging, government-oriented conferences, policy forums, and industry events.

⛳️ Requirements

• A minimum of 7 years of proven success in B2B SaaS, healthcare technology, or software sales.

• Experience in selling to PACE organizations, home care, Medicaid programs, or community-based organizations.

• A history of meeting or surpassing quotas in long-cycle, competitive, and RFP-focused environments.

• Familiarity with TPA, claims adjudication, or healthcare payments/RCM SaaS.

• In-depth understanding of PACE, nonprofit, or community-based organization procurement processes, compliance standards, funding models, and claims payment frameworks.

• Proficient in strategic, consultative selling with the capability to engage executives, policy leaders, and operational stakeholders.

• Experienced with CRM systems and sales engagement tools.

• Excellent presentation, negotiation, and communication abilities.

• Willingness to travel for client meetings, site visits, and industry events.

• Knowledgeable in claims pricing methodologies, including Medicare and Medicaid fee schedules, as well as TPA operations like adjudication, payment distribution, and reconciliation.

• Background with EHR solutions in addition to claims or payment experience.

• Proficient in using Salesforce.

🏝️ Benefits

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

• 401(k) plan with company contribution.

• Flexible paid time off (PTO), along with 72 hours of sick time.

• Flexibility and trust to manage schedules and work in ways that accommodate employees’ lives.

• Opportunities for learning, mentorship, and professional growth.

• A connected, virtual-first culture with a collaborative, mission-driven team.

• A values-driven environment that welcomes diverse perspectives.