VP of Sales – Medicaid

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

📋 Description

• Take ownership of and drive the sales process, from establishing connections with Medicaid Payors to navigating the complexities of the public sector.

• Develop and implement a sales strategy focused on Medicaid that positions Somethings as a reliable, long-term partner for health plans.

• Engage with senior decision-makers within Medicaid plans to align Somethings with priorities in population health, behavioral health, and services for youth.

• Conduct consultative sales discussions that enable prospects to clearly recognize the value, differentiation, and outcomes of certified peer support.

• Manage the entire sales lifecycle, from prospecting and building relationships to responding to RFPs, navigating procurement, contracting, and finalizing deals.

• Create and sustain a high-quality pipeline across Medicaid health plans, balancing immediate opportunities with longer-term deals.

• Design repeatable playbooks tailored to Medicaid timelines, stakeholders, and approval processes.

• Secure new Medicaid partnerships that broaden Somethings' presence across various states and demographics.

• Project revenue and contribute to the company's growth planning and goal-setting initiatives.

• Collaborate internally with client success, product, clinical, and marketing teams to ensure a seamless transition from sale to implementation.

⛳️ Requirements

• 8-10+ years of sales or revenue experience in digital health, behavioral health, Medicaid health plans, or healthcare technology.

• Demonstrated success in closing complex, multi-stakeholder Medicaid deals, including RFPs and navigating procurement, legal, and clinical approvals.

• Experience in selling vendor contracts directly to Medicaid MCOs; provider-side or network arrangement experience alone is not suitable for this position.

• Proven ability to close deals exceeding $1M with health plans and an understanding of how to gain agreement from a buying committee.

• Sufficient understanding of the Medicaid regulatory landscape to engage in credible discussions with a VP of Behavioral Health or Medical Director.

• Experience as a hands-on individual contributor, not just managing a larger team; comfortable carrying a bag and building a pipeline independently.

• A consultative sales approach that builds credibility, navigates challenging conversations, and earns trust with senior executives.

• Relationship-driven with the ability to influence and align decision-makers across health plans.

• Strong forecasting abilities, adept at using pipeline data, deal metrics, and outcome data to guide strategy.

• Thrives in a dynamic, mission-driven startup environment.

• Passionate about improving youth mental health and increasing access to care through an innovative, peer-based model.

🏝️ Benefits

• Significant equity compensation, reflecting your foundational role and impact.

• Comprehensive health insurance coverage.

• Substantial work ownership and autonomy.

• Unlimited days off.