Vice President, Enterprise Market Lead – Strategic Accounts

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

📋 Description

• Manage the complete commercial relationship with a portfolio of intricate health plan clients and secure new business in the adjacent market.

• Take responsibility for total revenue within assigned strategic national accounts, encompassing both renewal and expansion efforts.

• Achieve or surpass monthly, quarterly, and annual sales targets across both installed-base growth and new business.

• Maintain up-to-date account plans and be accountable for portfolio forecasts, pipeline management, and accurate CRM records, including legacy entity tagging.

• Develop and execute renewal strategies and timelines; proactively highlight retention risks with supporting evidence.

• Identify and assess prospective health plan accounts, determine their needs, and build compelling Machinify business cases.

• Oversee the entire new-business sales lifecycle from initial contact through discovery, presentation, deal structuring, closing, and implementation handoff.

• Create innovative deal structures in collaboration with Finance and Legal, including pilots, phased rollouts, and performance-based pricing models.

• Represent Machinify at conferences, educational forums, and industry events to generate a qualified pipeline.

• Cultivate executive relationships across areas such as payment integrity, claims operations, network management, finance, compliance, and procurement.

• Engage with payer executives to educate them on Machinify’s offerings and align solutions with their objectives.

• Act as the primary escalation point for clients and ensure internal resolution of issues.

• Conduct quarterly and annual business reviews centered on measured outcomes.

• Identify and capitalize on expansion opportunities within the Machinify portfolio for existing accounts.

• Lead the scoping, pricing, and contracting processes in coordination with Finance, Legal, and service-line teams.

• Provide payer insights to Product and Clinical teams regarding client needs, competitive landscape, and revenue gaps.

• Deliver a unified Machinify experience across RPS, CPS, Operations, Implementation, Clinical, Product, and Analytics teams.

• Research and analyze market and competitive strategies alongside Sales and Marketing, providing internal portfolio reporting.

• Address client-facing issues stemming from legacy acquisition processes or systems and advocate for internal improvements.

• Collaborate with Strategic Client Success, which manages weekly and daily delivery execution.

• Uphold strict confidentiality regarding PHI and Machinify's proprietary information and processes.

⛳️ Requirements

• A minimum of ten years in commercial, sales, or account leadership roles within healthcare technology, including at least five years managing enterprise or national payer accounts.

• Proven experience in selling technology-enabled solutions to health plans; this is a requirement rather than a preference.

• Three to five years or more in payment integrity solutions targeted at healthcare payers, with a solid understanding of pre-pay versus post-pay processes and how payers evaluate vendor performance.

• A demonstrated track record of achieving and surpassing sales quotas, with accountability for both retention and growth.

• Direct experience with the procurement processes of large payers, including vendor management, security and compliance reviews, pilot-to-production transitions, and multi-year contracting.

• Evidence of expanding a multi-service relationship within a single large account, rather than just maintaining it.

• Strong knowledge of the competitive landscape and current industry trends, along with the ability to effectively position Machinify against competitors.

• Proficient in both face-to-face and virtual presentations, as well as online demonstrations.

• Highly organized with exceptional follow-through and meticulous attention to detail.

• Energetic and adaptable, capable of thriving in an evolving team environment.

• Willing to travel 10 to 25 percent of the time.

• Bachelor’s degree or equivalent experience is required.

• Must maintain confidentiality of sensitive information.

• Preferred: Experience with a top 20 national payer or sustained sales into one.

• Preferred: Proficiency across both recovery and editing or audit services, rather than specializing in just one area.

• Preferred: Familiarity with government programs, including Medicare RAC and Medicaid recovery.

• Preferred: Experience in a private equity-backed or post-merger environment with an evolving operating model.

• Preferred: An MBA or advanced degree.

• Executive presence with the capability to engage credibly with senior leadership, program owners, and operational staff within health plans.

• Strategic account management focused on deepening relationships and demonstrating results.

• Ability to unite diverse stakeholders around shared objectives.

• Capability to operate independently in a fast-paced, growth-focused environment with limited infrastructure.

• Strong written and verbal communication skills, encompassing executive business reviews, proposal narratives, and client-facing interactions.

• Exceptional negotiation skills in areas such as new business, renewal, pricing, and multi-year contracts.

• Proven ability to manage lengthy and complex sales cycles involving multiple stakeholders and procurement milestones simultaneously.

🏝️ Benefits

• Work remotely from anywhere in the US! Machinify is a digital-first company.

• Comprehensive Medical/Dental/Vision benefits.

• Flexible Spending Account (FSA) and Health Savings Account (HSA) options.

• Tuition reimbursement program.

• Competitive salary structure.

• 401(k) plan with company matching.

• Additional health and wellness benefits and perks.

• A flexible and trusting work environment that empowers you to perform at your best.