Vice President, Payer Sales

Job description

Arbital Health is a rapidly growing healthcare technology and actuarial leader that centralizes, measures, and adjudicates value-based care contracts at scale. We enable payers and providers to design, measure, and execute value-based agreements with greater transparency, efficiency, and financial predictability. We invest in hiring high potential and humble individuals who thrive in fast-paced environments and can rapidly grow their responsibilities as we continue to accelerate our growth. We were co-founded by Brian Overstreet and Travis May (founder & former CEO of LiveRamp and Datavant, the two biggest data companies of the last 20 years), and are backed by Transformation Capital, Valtruis and other leading investors. In our first 2 years, Arbital Health has established itself as a trusted partner for over 40 payers, providers, and other stakeholders looking to navigate the complexities of risk-based contracting. The VP, Payer Sales is a senior commercial leader responsible for driving Arbital Health's growth across the health plan market. Reporting to the Chief Commercial Officer, this individual will own the strategy, execution, and performance of Arbital's payer sales organization while building long-term executive relationships with regional and national health plans. This leader will be responsible for originating and closing complex enterprise opportunities, expanding strategic partnerships, developing a high-performing team of Sales Directors, and helping shape Arbital's payer go-to-market strategy. The ideal candidate combines deep payer expertise with enterprise SaaS sales experience and thrives in an early-stage, high-growth environment. ## **Key Objectives** - Own and exceed annual bookings, ARR, and pipeline targets across the payer segment. - Build and maintain executive relationships with regional and national health plan leaders. - Recruit, develop, and mentor a high-performing team of Sales Directors. - Drive disciplined pipeline generation, forecasting, account planning, and sales execution. - Partner cross-functionally with Product, Marketing, Delivery, and Customer Success to ensure exceptional customer outcomes and expansion opportunities. - Serve as Arbital's executive leader for the payer market, influencing commercial strategy, product direction, and market positioning. ## **Core Responsibilities** ### **Enterprise Sales Leadership** - Own the full enterprise sales cycle from prospecting through contract execution. - Develop and execute strategic account plans for priority payer organizations. - Build trusted relationships with C-suite executives, clinical leaders, finance executives, actuaries, and operational stakeholders across regional and national health plans. - Lead complex, multi-stakeholder enterprise sales processes with long buying cycles. - Consistently achieve and exceed bookings and revenue objectives. ### **Team Leadership & Organizational Development** - Recruit, coach, and develop a high-performing team of Sales Directors. - Establish performance expectations, sales processes, forecasting discipline, and pipeline rigor. - Mentor team members on executive selling, strategic account planning, negotiation, and commercial leadership. - Foster a collaborative, accountable, and high-performance sales culture. ### **Commercial Strategy & Market Development** - Develop and execute Arbital's payer go-to-market strategy in partnership with executive leadership. - Identify new market opportunities, strategic partnerships, and expansion opportunities. - Provide competitive intelligence and market insights to inform product strategy and commercial investments. - Represent Arbital at industry conferences, executive briefings, and customer events as a senior commercial leader. ### **Cross-Functional Leadership** - Partner closely with Product, Delivery, Customer Success, Marketing, and Actuarial teams to deliver an exceptional customer experience from initial engagement through expansion. - Ensure seamless transitions from sales through implementation while maintaining executive sponsorship for strategic accounts. - Collaborate on pricing strategy, proposals, contracting, and executive-level negotiations. ## **Requirements** - 10+ years of enterprise sales, business development, or commercial leadership experience selling to health plans, or equivalent leadership experience within a health plan. - Demonstrated success consistently exceeding enterprise SaaS bookings and revenue targets while managing complex, multi-million-dollar sales opportunities. - Deep understanding of the payer market, value-based care, healthcare economics, and health plan decision-making processes. - Experience selling enterprise SaaS solutions; experience selling technology paired with consulting or professional services is strongly preferred. - Previous startup or high-growth company experience with a demonstrated ability to build repeatable sales processes and scale commercial organizations. - Experience with strategic sales methodologies such as Miller Heiman Strategic Selling; Challenger Sales certification or experience is a plus. - Data-driven leader with strong forecasting, pipeline management, and account planning discipline. - Highly collaborative with demonstrated success partnering across Product, Delivery, Marketing, Customer Success, and Executive Leadership. - Comfortable operating in a fast-paced, high-growth startup environment with ambiguity, ownership, and evolving priorities.