Vice President, Payer Sales

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

📋 Description

• Take charge of revenue growth and new client acquisition within the payer segment, aligning with HDI’s overall growth goals in collaboration with the CEO, the provider sales leader, and the go-to-market leadership team.

• Serve as an effective player-coach: actively identify, engage, and secure new business opportunities with health plans, Medicaid managed care organizations, Medicare Advantage plans, and benefits consultants/brokers serving self-insured employers, while mentoring a high-performing payer sales team.

• Create and implement a repeatable payer sales process encompassing account targeting, pipeline development, qualification, and deal execution aligned with HDI’s broader go-to-market and marketing strategies.

• Collaborate with marketing to shape and execute demand generation and pipeline-building initiatives for the payer segment while leading targeted outreach efforts for high-value strategic accounts.

• Oversee the entire sales cycle for new payer clients, from initial outreach and discovery through proposal, pricing, contracting, and transition to implementation and account management teams.

• Build and maintain strong relationships with key decision-makers in payer organizations, including executives focused on data strategy, analytics, network management, claims operations, and value-based care programs.

• Partner with marketing and product teams to refine HDI’s positioning, messaging, and value proposition for payer audiences, ensuring that HDI’s high-touch data integration services are distinctly recognized in the market.

• Continuously gather and analyze market feedback, including buyer objections, competitive dynamics, pricing pressures, and emerging payer needs, sharing structured insights with marketing, product, and executive leadership to guide roadmap and expansion priorities, positioning, and go-to-market strategy.

• Conduct analyses of potential new payer segments and verticals, including commercial, Medicare Advantage, Medicaid, and employer-focused intermediaries, to identify disruptive opportunities and aid in prioritization.

• Monitor payer-segment sales performance against established metrics and forecasting processes, providing regular updates to the CEO and the broader commercial team regarding pipeline health and revenue trajectory.

• Identify and pursue opportunities to enhance revenue within existing client relationships through upselling, cross-selling, and greater engagement around additional data sources, use cases, and lines of business.

• Build, lead, and develop a high-performing payer sales team, starting with a lean structure and scaling thoughtfully as revenue and pipeline growth justify further investment.

• Cultivate a culture of accountability, client focus, and data-driven decision-making within the payer sales team, aligned with HDI’s high-touch, service-oriented ethos.

⛳️ Requirements

• A Bachelor’s degree is required; an MBA is a plus.

• 8-15 years of progressive sales and commercial leadership experience in healthcare technology, tech-enabled services, or healthcare data/analytics, with significant experience selling to payer organizations.

• A proven track record of personally closing complex enterprise sales with health plans, brokers serving self-insured employers, or other payer clients, with a strong existing network of payer relationships preferred.

• Experience in selling data, analytics, interoperability, or tech-enabled service solutions to payer organizations, especially those managing value-based care programs, risk-based arrangements, or claims and administrative data workflows.

• Demonstrated ability to establish and scale a sales motion within an existing go-to-market function, including hiring, process design, CRM discipline, and pipeline management in an early-stage or growth-stage setting.

• Strong understanding of the healthcare payer landscape, including claims data, administrative data, network management, and the operational challenges faced by payers and payer-adjacent intermediaries.

• Experience working collaboratively with marketing and product teams to develop and implement go-to-market strategies, refine positioning and messaging, and integrate market feedback into ongoing iterations.

• Comfort in operating both as an individual contributor and a team leader, with the ability to balance hands-on deal execution with team building and process scaling.

• Experience in forecasting, setting and tracking KPIs, and reporting progress to executive leadership and Board audiences.

• A hands-on, entrepreneurial approach with a bias toward action, intellectual curiosity, and the ability to thrive in an evolving, high-growth environment.

• Previous experience in PE-backed companies is preferred, with an understanding of sponsor reporting and value creation expectations.

🏝️ Benefits

• Engage in meaningful work that assists healthcare organizations in improving outcomes, operating more efficiently, and reducing care costs by transforming complex claims and administrative data into usable and reliable information.

• Develop deep expertise in healthcare data, payer operations, and service excellence in an environment that values craft, methodological rigor, and niche mastery in claims data as a strategic focus.

• Become part of a company where clients trust the team with their most challenging data problems, and that trust is mirrored internally through a straightforward, no-surprises, low-drama culture centered on follow-through.

• Operate within a no-surprises culture that is predictably positive, where individuals mean what they say and relieve burdens from clients and colleagues alike.

• Experience growth within a business that combines excellence with clear priorities and governance discipline, rather than a chaotic, reactive environment.