Vice President of Growth, Payers – Health Systems

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

📋 Description

• Drive Kooth's commercial expansion within health plans, payers, health systems, Integrated Delivery Networks (IDNs), and other key healthcare and technology collaborators.

• Take ownership of and achieve annual sales objectives for payers and health systems, with an emphasis on acquiring new business, developing pipelines, converting leads, and forecasting.

• Cultivate and enhance a robust pipeline of enterprise opportunities targeting payers, health systems, and strategic channel partners.

• Manage intricate sales processes from initial prospecting and discovery through to proposals, negotiations, contracts, and closure.

• Establish strong relationships with C-suite executives and senior healthcare leaders, effectively communicating Kooth's clinical and commercial advantages into persuasive customer offers.

• Supervise strategic Requests for Proposals (RFPs), Requests for Information (RFIs), presentations, business cases, pricing discussions, and commercial negotiations in collaboration with Finance, Legal, Clinical, and Product teams.

• Collaborate with Commercial leadership to define and implement Kooth's go-to-market strategy and target-account initiatives in the U.S. private sector.

• Stay informed about payer and health system priorities, healthcare economics, reimbursement models, competitive landscapes, and emerging market opportunities.

• Integrate customer and market insights into Product, Clinical, Marketing, and Service Delivery strategies.

• Identify contracting, clinical, regulatory, credentialing, data, and operational requirements early in the sales cycle.

• Ensure a smooth transition for new customers into implementation and Account Management while facilitating strategic growth opportunities.

• Function as both a player and coach, personally leading key strategic initiatives while fostering the development of the payer and health system sales team.

• Set sales objectives, maintain pipeline discipline, manage forecasting, and establish account planning and deal-review processes.

• Provide executive leadership with insights on pipeline status, bookings, deal progress, risks, and market trends.

• Represent Kooth at customer meetings, industry conferences, events, and other strategic occasions.

⛳️ Requirements

• Over 10 years of experience in enterprise sales and commercial growth, with a proven track record in hunting for and generating new clients within the healthcare sector, particularly with payers and health systems or other complex healthcare entities.

• Demonstrated success in sourcing, developing, negotiating, and finalizing complex enterprise partnerships while consistently meeting sales or revenue objectives.

• Proven ability to achieve short-term growth targets while simultaneously building the commercial infrastructure, processes, and organizational capabilities required for sustainable scaling.

• In-depth knowledge of the U.S. payer and health system ecosystem, including procurement, contracting, healthcare economics, and commercial decision-making processes.

• Strong relationship-building skills with C-suite executives and experience navigating lengthy, multi-stakeholder enterprise sales cycles.

• Excellent commercial and financial acumen, including expertise in business cases, pricing strategies, negotiations, and healthcare payment models.

• Strong discipline in pipeline management and forecasting, with experience utilizing Salesforce or a similar CRM platform.

• Exceptional executive presence, along with exceptional communication, presentation, negotiation, and storytelling abilities.

• Bachelor’s degree or equivalent relevant professional experience.

• Preferred: Experience in selling digital health, behavioral health, virtual care, healthcare technology, or tech-enabled healthcare services.

• Preferred: Existing executive connections within U.S. health plans, payers, and/or health systems.

• Preferred: Experience in constructing or scaling a healthcare sales function or go-to-market strategy.

• Preferred: Background in mental health, behavioral health, pediatric/adolescent health, or population health.

🏝️ Benefits

• Performance-based bonus structure for both personal and company achievements.

• Employee equity program.

• Comprehensive Medical, Dental, and Vision Coverage.

• 401(K) Retirement Plan with company matching contributions.

• Generous Paid Time Off policy.

• Flexible remote work options and support for working from home.

• Paid parental leave.

• Opportunities for learning and development.

• Eight paid holidays, in addition to two half-day holidays (Christmas Eve and New Year’s Eve).