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OVERVIEW
As Health Plan Sales Executive, you will own health plan revenue from first meeting through pilot, expansion and multi-market or national contract. Medicare Advantage is the primary focus, with commercial, Medicaid, D-SNP and employer lines as secondary opportunities. This is a builder seat: you bring the relationships, and we bring the outcomes and a team ready to scale.
QUALIFICATIONS
Required
- 5+ years selling directly to health plans as a quota-carrying seller.
- Medicare Advantage selling experience (commercial-only or Medicaid-only backgrounds will not be considered).
- At least one deal personally carried from pilot through multi-market or national partnership.
- A current network of decision-makers at national and regional plans.
- Fluency in MA economics: Star Ratings, risk adjustment, MLR, benefit design and the bid cycle.
- Experience pricing and negotiating PMPM, case-rate or value-based contracts.
- Comfort with 6–24 month sales cycles and a disciplined pipeline process.
- A trusted partner ecosystem that supports strategic insight and opportunity development.
- Working knowledge of industry news, legislation and CMS regulations that shape health plan priorities.
Preferred
- Experience selling a digital health, virtual care or care management solution.
- Cardiology, chronic disease or post-acute experience.
- D-SNP, Medicaid or self-funded employer selling experience.
- Prior experience at a growth-stage company with lean resources.
Key Competencies & Attributes
- Builder mentality: Thrives in creating a new revenue line with lean resources.
- Strategic seller: Connects clinical outcomes to the financial and quality priorities of each plan.
- Relationship-driven: Builds trust across many stakeholders inside complex payer organizations.
- Disciplined operator: Maintains rigorous pipeline hygiene and accurate forecasting through long cycles.
- Skilled negotiator: Structures creative, value-based deals that work for both sides.
- Industry thought leader: Stays ahead of market, policy and regulatory shifts.
KEY RESPONSIBILITIES
- Own a named list of national and regional health plans, building multi-threaded relationships across Medicare products, Stars and quality, care management, network, value-based contracting and procurement.
- Run the full sales cycle: discovery, ROI modeling, pilot design, contracting, launch and pilot-to-scale conversion, aligned with the overall go-to-market strategy.
- Design pilots built to convert, with pre-agreed success metrics, a measurement plan and an expansion trigger written into the agreement.
- Structure deals across fee-for-service, PMPM, outcomes-based and shared-savings models, partnering with Finance on pricing and Legal on contracting.
- Translate clinical outcomes into plan priorities, including Star Ratings, readmissions, MLR, HEDIS, member experience and total cost of care.
- Drive expansion on existing relationships alongside the Strategic Account Manager.
- Forecast accurately in Salesforce and keep a stage-gated pipeline current every week.
- Represent the company at national industry events and help shape which events and organizations to prioritize.
- Feed market intelligence back to product, clinical and leadership teams so health plans see the company as a long-term strategic lever.
- Negotiate and renew national contracts that expand access to care and add services.
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