Head of VBC/Payer Sales

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

📋 Description

• Take charge of the payer and MSO revenue process from initial meeting to the signing of the MSA.

• Collaborate with the CCO and report directly to the company's leadership team.

• Manage comprehensive enterprise sales cycles with regional health plans, Medicare Advantage organizations, Managed Medicaid MCOs, D-SNPs, and payer-aligned MSOs.

• Lead high-level discussions with leadership from payers and MSOs.

• Convert population health financial exposure into a measurable AI value proposition.

• Navigate through actuarial reviews, compliance and regulatory approvals, IT security assessments, legal negotiations, and medical management committee endorsements.

• Conduct 60-day Proof of Performance implementations.

• Establish success scorecards based on HEDIS/STAR metrics, member engagement rates, and cost-per-interaction reductions.

• Oversee customer internal advocates and transition deployments into paid SOWs.

• Create and implement territory strategies across regional payer markets.

• Ensure pipeline accuracy and participate in weekly CCO pipeline assessments.

• Act as the commercial representative of the payer market to product and clinical teams.

• Generate new pipeline and close deals effectively.

⛳️ Requirements

• Over 10 years of experience in enterprise healthcare sales.

• Proven history of closing intricate, multi-stakeholder deals with regional or national health plans, Medicare Advantage organizations, Managed Medicaid MCOs, or large value-based care MSOs managing covered lives.

• Direct experience selling to VPs of Care Management, VPs of Quality, CMOs, and CFOs within payer organizations.

• Knowledge of health plan purchasing decisions, budget authority, compliance, and actuarial reviews.

• Capacity to manage enterprise payer sales cycles lasting 9–18 months while coordinating with actuarial, compliance, medical management, IT security, and legal stakeholders.

• Ability to provide W2s and commission statements demonstrating consistent overachievement against targets at payer-facing companies.

• Proficiency in payer economics: MLR, PMPM cost structures, STAR rating bonus revenues, HEDIS measure economics, and value-based care shared savings agreements.

• Experience in a care management technology firm, utilization management vendor, population health platform, or managed care services organization is highly desirable.

• Established relationships with regional BCBS affiliates, Medicare Advantage plans, Medicaid MCOs, or value-based care MSOs are highly valued.

• Familiarity with NCQA accreditation processes, CMS STAR rating methodologies, HEDIS technical specifications, and Managed Medicaid quality reporting is highly regarded.

• Experience selling solutions that necessitate changes in clinical workflows or member outreach operations is highly valued.

🏝️ Benefits

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

• Commission plan.