Sales Director, Healthcare Payer

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

📋 Description

• Drive the growth of new business by identifying, developing, and securing new health plan customer relationships.

• Take ownership of the entire sales cycle, from prospecting and qualification to negotiation and closing for new health plan logos.

• Construct and manage a robust, accurately forecasted pipeline that meets quota expectations.

• Navigate intricate, multi-threaded sales cycles across business, IT, and data/analytics functions within payer organizations.

• Promote Abacus’s comprehensive AI-enabled transformation vision across various problem domains.

• Acquire in-depth knowledge of the Abacus platform, its value proposition, and the competitive landscape.

• Deliver customized presentations to both technical and executive audiences.

• Foster long-term relationships with economic buyers, executive sponsors, and end users.

• Collaborate with Sales Enablement, Product, and Engineering teams to develop client-specific solutions.

• Serve as the internal voice of the customer.

• Represent Abacus at industry events, conferences, and networking opportunities.

• Contribute to the development of Abacus’s sales playbook and go-to-market strategy.

⛳️ Requirements

• Over 10 years of experience in selling software products, platforms, or technical solutions in the data management, analytics, or a related enablement sector.

• More than 5 years of experience specifically targeting the healthcare payer market, with hands-on experience managing 6–12 month enterprise sales cycles.

• Proven experience in selling across Payment Integrity and one or more areas such as cost of care and medical cost containment, STARS/HEDIS quality, risk adjustment.

• Working knowledge of the value chain and business drivers related to these solution areas.

• Demonstrated success in navigating complex sales cycles involving multiple buyer personas across business and technology stakeholders in payer organizations.

• A consistent history of exceeding sales quotas, with expertise in pipeline development, deal strategy, and closing.

• Experience in a SaaS business model, with the adaptability to extend or pivot to an AI-enabled SaaS model.

• Exceptional communication and presentation abilities.

• A collaborative mindset with the capability to work cross-functionally with Product, Engineering, and Sales Enablement teams.

• Proven track record of establishing trusted relationships with executive sponsors, economic buyers, and enterprise end-users.

• Equal employment opportunity and eligibility to work in the United States are implied by the role's location.

🏝️ Benefits

• Unlimited paid time off – recharge when you need it.

• Work from anywhere – flexibility to fit your life.

• Comprehensive health coverage – multiple plan options available.

• Equity for every employee – participate in our success.

• Growth-focused environment – your development is a priority here.

• Home office setup allowance – one-time support to help you start.

• Monthly cell phone allowance – stay connected with ease.

• Eligibility for performance bonuses.

• Equity grants.