Vice President, Payer Sales

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Vice President, Payer Sales based in the United States.** Drive strategic revenue growth and build a scalable sales organization within the healthcare technology and data integration sector. As Vice President, Payer Sales, you will lead commercial expansion across health plans, managed care organizations, and payer-adjacent markets while shaping a repeatable go-to-market strategy. Reporting directly to the CEO, you will combine hands-on enterprise sales with team leadership, working closely with marketing, product, operations, and provider sales leaders. You will establish strong relationships with senior healthcare decision-makers and position innovative data integration services as essential solutions for complex payer challenges. This player-coach role offers the opportunity to develop a high-performing sales team, influence product direction, and unlock new market opportunities. Join a growth-oriented, private equity-backed business where accountability, client service, and operational excellence drive success. ### Accountabilities: As Vice President, Payer Sales, you will own revenue generation and new client acquisition across the payer segment while building the commercial processes and team needed to support sustainable growth. Your responsibilities will include: - Lead payer-segment revenue growth and new customer acquisition in alignment with company-wide objectives, partnering with the CEO, provider sales leadership, and the broader go-to-market team. - Operate as a player-coach by personally identifying, developing, and closing strategic enterprise opportunities while building, mentoring, and expanding a high-performing payer sales team. - Develop and scale a repeatable sales process covering target account selection, prospecting, pipeline development, qualification, deal execution, and performance tracking. - Build relationships with health plans, Medicare Advantage organizations, Medicaid managed care organizations, and benefits consultants or brokers serving self-insured employers. - Own the complete sales cycle, from initial outreach and discovery through solution positioning, proposals, pricing, contract negotiations, and handoff to implementation and account management teams. - Partner with marketing to develop demand-generation programs, strengthen pipeline development, and execute targeted outbound campaigns for high-value strategic accounts. - Collaborate with product and marketing teams to refine market positioning, messaging, and value propositions for payer audiences, clearly differentiating data integration and analytics services. - Develop trusted relationships with senior decision-makers responsible for data strategy, analytics, network management, claims operations, and value-based care programs. - Gather and analyze market intelligence, including customer feedback, buyer objections, competitive activity, pricing trends, and emerging payer needs, sharing actionable insights with executive leadership and cross-functional teams. - Evaluate new payer segments and adjacent markets, including commercial insurance, Medicare Advantage, Medicaid, and employer-focused intermediaries, to identify growth opportunities and inform commercial priorities. - Establish sales performance metrics, maintain accurate CRM records, monitor pipeline health, and provide reliable revenue forecasts and progress updates to executive leadership and board-level stakeholders. - Identify and execute upselling and cross-selling opportunities within existing accounts by expanding data sources, use cases, and lines of business. - Recruit, lead, and develop the payer sales team, beginning with a lean structure and scaling resources according to revenue growth and pipeline performance. - Foster a culture of accountability, customer focus, collaboration, and data-driven decision-making consistent with a high-touch, service-oriented business model. **Requirements:** The ideal candidate combines substantial healthcare sales leadership experience with a proven record of closing complex enterprise deals, developing go-to-market strategies, and scaling commercial operations. You should understand payer business models, healthcare data challenges, and the dynamics of enterprise procurement while remaining comfortable balancing individual sales execution with team leadership. Key qualifications include: - A bachelor's degree is required; an MBA is preferred. - Between 8 and 15 years of progressive sales and commercial leadership experience in healthcare technology, technology-enabled services, or healthcare data and analytics, with significant experience selling to payer organizations. - A demonstrated record of personally closing complex enterprise sales with health plans, payer organizations, benefits consultants, or brokers serving self-insured employers. - An established network of relationships within healthcare payer organizations is strongly preferred. - Experience selling data, analytics, interoperability, or technology-enabled services, particularly solutions supporting value-based care, risk-based arrangements, claims data, and administrative workflows. - A strong understanding of the healthcare payer landscape, including claims and administrative data, network management, payer operations, and the needs of payer-adjacent intermediaries. - Proven ability to build and scale sales processes within an existing go-to-market organization, including account targeting, hiring, CRM discipline, pipeline management, and sales execution. - Experience developing and implementing go-to-market strategies in collaboration with marketing and product teams, including refining positioning, messaging, and commercial priorities based on market feedback. - Demonstrated ability to operate effectively as both an individual contributor and a sales leader, balancing direct deal ownership with team development and process building. - Strong forecasting, KPI management, and performance reporting capabilities, including experience communicating commercial results and growth plans to executive leadership and board-level audiences. - Excellent negotiation, relationship-building, communication, and strategic problem-solving skills. - An entrepreneurial, hands-on approach, with a bias toward action, intellectual curiosity, and the ability to navigate an evolving, high-growth business environment. - Experience working in a private equity-backed company is preferred, particularly familiarity with sponsor reporting, performance expectations, and value creation initiatives. **Benefits:** - **Meaningful Impact:** Help healthcare organizations make complex claims and administrative data more accessible, reliable, and actionable to support better care management and operational performance. - **Strategic Leadership:** Work directly with the CEO and commercial leadership to shape payer sales strategy and influence business growth. - **Professional Growth:** Build expertise in healthcare data integration, payer operations, enterprise sales, and technology-enabled services. - **Team-Building Opportunities:** Establish and develop a high-performing sales organization with the potential to scale as the business grows. - **Entrepreneurial Environment:** Contribute to a growth-oriented, private equity-backed business with opportunities to shape commercial processes and market expansion. - **Collaborative Culture:** Work with cross-functional teams in an environment that values clear communication, accountability, and thoughtful execution. - **Client-Centered Mission:** Support healthcare organizations in improving data quality, enabling value-based care initiatives, and managing financial and clinical performance. - **Operational Focus:** Join a company that prioritizes disciplined execution, clear objectives, reliable processes, and a low-drama, no-surprises culture. **Work Arrangement:** - Full-time position. - Remote work within the United States. - Close collaboration with executive leadership and cross-functional teams across sales, marketing, product, and operations.