Director, Enterprise Sales

Job description

About Stellar Health: Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes. At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way. Stellar is a US-based Health-tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners) with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients. About the position: The Director, Enterprise Sales will lead a critical revenue function at Stellar Health: driving new business and growing existing relationships with health plans and payers within a defined territory. This is a field sales role for an experienced enterprise hunter who thrives in complex, consultative environments and can navigate the unique dynamics of the payer ecosystem. This individual will own the full sales cycle from prospecting through close — identifying net new logo opportunities at national and regional health plans, building executive-level relationships, and expanding revenue within existing payer accounts. The role demands someone who can operate effectively within a 6–18 month enterprise sales cycle, sustaining momentum and advancing complex deals through multiple stakeholder layers. The right candidate brings deep credibility in the health plan and payer market, a relentless drive to win new business, and the discipline to manage a robust pipeline over long sales cycles. They will serve as a trusted advisor to senior leaders at health plans, translating Stellar’s platform value into outcomes that matter most to payers: improved quality performance, reduced medical costs, and stronger provider partnerships. How you'll make an impact: - Own net new logo acquisition from national and regional health plans and payers, owning prospecting, outreach, and pipeline development from the ground up. - Partner with our customer success team to identify expansion opportunities within existing accounts, and then own the process for landing these expansions. - Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations. - Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals. - Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e.g., CMO, VP Quality, VP Value-Based Programs). - Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly. - Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams. - Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership. - Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG. - Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience. - Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy. What you'll bring: - 7+ years of enterprise sales experience with a demonstrated track record of closing net new business — not account management alone. - Proven experience selling into health plans, payers, or managed care organizations is required. - Direct experience navigating and closing complex enterprise deals with sales cycles of 6–18 months. - Consistent history of quota attainment in a role requiring net new logo generation. - Strong understanding of payer economics, value-based care models, quality measurement (HEDIS, Stars), and how health plans evaluate and buy technology. - Ability to build executive-level trust with senior payer leadership (C-suite, VP-level) and manage multi-stakeholder buying processes. - Experience with SaaS-based healthcare technology solutions. - Skilled in consultative selling, deal structuring, and complex contract negotiation. - Strong pipeline management and CRM discipline; comfortable with long-cycle forecasting. - Strong written and verbal communication skills; able to translate platform value into clear outcomes for payer audiences. - Comfortable operating in a high-growth environment with significant autonomy and accountability. - Ability to travel 25–30% for in-person prospect meetings and industry events. Who will love this job: - You are a true hunter — energized by building pipeline from scratch, navigating long complex deals, and winning new business in a market you know well - You have spent meaningful time in the payer ecosystem and understand how health plans buy, who the real decision makers are, and how to build the internal coalitions that close deals - Long sales cycles do not discourage you — you know how to keep momentum alive over 12+ months, manage multiple threads within an account, and bring deals across the finish line - You are motivated by the mission: helping primary care providers deliver better care while helping health plans improve quality outcomes and reduce costs - You take ownership of your numbers, and you know that success here means consistently generating new logos — not managing what already exists - You want to be part of a company with a proven model that is ready to scale Perks & Benefits: Stellar offers a carefully curated selection of wellness benefits and perks to our employees: - Medical, Dental and Vision Benefits - Flexible PTO - Universal Paid Family and Caregiver Leave - Wellhub+ Gym Memberships - Pre-tax commuter benefits, HA, FSA plans - Company sponsored One Medical memberships and Citibike memberships - Medical Travel Benefits - JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them - Stock Options & a 401k matching program - A broad calendar of company sponsored social events that for our in-office and remote employees - Company sponsored lunch for all NY HQ employees Diversity is the key to our success. Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status. We believe that diverse teams -and the different identities, cultures, and life experiences our team members bring to the table- enable us to create amazing products, find creative solutions to interesting problems, and build an inclusive working environment. Stellar Health Employment Privacy Notice https://stellar.health/employment-privacy-notice/ At Stellar Health, your privacy and security as a job seeker is a priority no matter where you are in the interview process. As recruiting scams have become more prevalent, please take note of the following practices to ensure the legitimacy of any interaction with our team. - Please note that any communication from our recruiters and hiring managers at Stellar Health about a job opportunity will only be made by a Stellar Health employee with an @stellar.health http://stellar.health email address. - Stellar Health does not utilize third-party agencies for recruitment services and does not conduct text message or chat-based interviews. Any other email addresses, agencies, or forums may be phishing scams designed to obtain your personal information. - We will not ask you to provide personal or financial information, including, but not limited to, your social security number, online account passwords, credit card numbers, passport information, and other related banking information until we begin onboarding activities, which will be coordinated by a member of the Stellar Health People Ops Team with an @stellar.health http://stellar.health email address. If you are ever unsure whether you are in contact with a legitimate Stellar Health teammate, please contact people-team@stellar.health. If you believe you've been a victim of a phishing attack, please mark the communication as “spam” and immediately report it by contacting the U.S. Federal Trade Commission https://consumer.ftc.gov/articles/job-scams.