Vice President, Payer Sales

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

📋 Description

• Take ownership and surpass annual bookings, ARR, and pipeline goals within the payer segment.

• Establish and nurture executive relationships with leaders from regional and national health plans.

• Recruit, cultivate, and mentor a high-achieving team of Sales Directors.

• Propel disciplined pipeline generation, forecasting, account planning, and sales execution.

• Collaborate across functions with Product, Marketing, Delivery, and Customer Success to guarantee outstanding customer outcomes and expansion possibilities.

• Act as Arbital's executive representative for the payer market, shaping commercial strategy, product direction, and market positioning.

• Manage the entire enterprise sales cycle from prospecting to contract completion.

• Formulate and implement strategic account plans for key payer organizations.

• Forge trusted relationships with C-suite executives, clinical leaders, finance executives, actuaries, and operational stakeholders across both regional and national health plans.

• Direct complex, multi-stakeholder enterprise sales processes that involve lengthy buying cycles.

• Consistently meet and surpass bookings and revenue goals.

• Set performance standards, sales processes, forecasting rigor, and pipeline discipline.

• Coach team members on executive selling, strategic account planning, negotiation, and commercial leadership.

• Promote a collaborative, accountable, and high-performance sales culture.

• Create and implement Arbital's payer go-to-market strategy in collaboration with executive leadership.

• Discover new market opportunities, strategic partnerships, and avenues for expansion.

• Provide competitive intelligence and market insights to guide product strategy and commercial investments.

• Represent Arbital at industry conferences, executive briefings, and customer events as a senior commercial leader.

• Ensure smooth transitions from sales to implementation while maintaining executive support for strategic accounts.

⛳️ Requirements

• Over 10 years of experience in enterprise sales, business development, or commercial leadership roles targeting health plans, or equivalent leadership experience within a health plan.

• Proven track record of consistently exceeding enterprise SaaS bookings and revenue targets while managing complex, multi-million-dollar sales opportunities.

• In-depth knowledge of the payer market, value-based care, healthcare economics, and the decision-making processes within health plans.

• Experience in selling enterprise SaaS solutions; experience with technology combined with consulting or professional services is highly preferred.

• Previous experience in a startup or high-growth company, demonstrating the ability to develop repeatable sales processes and expand commercial organizations.

• Familiarity with strategic sales methodologies like Miller Heiman Strategic Selling; certification or experience with Challenger Sales is a plus.

• Data-driven leader with a strong focus on forecasting, pipeline management, and account planning discipline.

• Highly collaborative, with a proven ability to partner across Product, Delivery, Marketing, Customer Success, and Executive Leadership.

• Comfortable working in a fast-paced, high-growth startup environment characterized by ambiguity, ownership, and shifting priorities.

🏝️ Benefits

• Generous equity grants of ISO stock options.

• Comprehensive benefits package with significant employer contributions for health, dental, and vision insurance.

• 4% 401(k) matching.

• Flexible PTO, a weeklong winter shutdown, and 10 holidays each year.

• Occasional travel required - Quarterly team offsites.