Head of Payor Sales & Partnerships

What is the Head of Payor Sales & Partnerships role?

As the Head of Payor Sales & Partnerships, you will be focused on the healthcare payor market, you will be responsible for driving sales of our enterprise-level solutions to health insurance companies, managed care organizations, and other payor entities. You will play a pivotal role in expanding our footprint in the healthcare payor industry, establishing and nurturing relationships with key decision-makers, and achieving sales targets in a highly competitive and rapidly evolving sector.

This is an exciting opportunity for a seasoned sales professional who thrives in complex, consultative sales environments, is passionate about healthcare innovation, and has a proven track record of success in payor enterprise sales.

What you’ll be doing:

• Develop and implement a strategic sales plan to target healthcare payors (insurance companies, health plans, and TPAs), aligning solutions with their specific business needs and challenges.
• Identify new business opportunities through market research, networking, and relationship-building. Seeking opportunities in list capture of qualified leads and developing a robust sales pipeline.
• Engage with senior decision-makers and influencers, including C-suite executives, to understand their pain points, needs, and objectives. Present tailored solutions that address their business challenges and drive measurable outcomes.
• Conduct compelling product demos, webinars, and presentations to effectively communicate the value of our solutions to potential clients, highlighting ROI, efficiencies, and improved care delivery.
• Lead contract negotiations, including pricing, terms, and service level agreements. Close large, multi-year deals, ensuring a smooth transition to the implementation phase.
• Build and maintain long-term relationships with clients, ensuring ongoing satisfaction and identifying opportunities for upselling and cross-selling additional solutions.
• Work closely with marketing, product, and customer success teams to ensure alignment on messaging, positioning, and customer satisfaction. Provide feedback to improve offerings and address market needs.
• Maintain accurate sales forecasts and pipeline data. Regularly report on sales activity, opportunities, and outcomes to leadership.
• Stay up to date with healthcare payor industry trends, regulations, and market dynamics. Continuously develop product knowledge to position our solutions effectively.

What you’ll bring

• Bachelor’s degree in Business, Healthcare Administration, or related field. An advanced degree (MBA, MHA) is a plus.
• Minimum of 5+ years of enterprise sales experience, with a proven track record of selling to healthcare payors (insurance companies, managed care organizations, TPAs, etc.).
• Deep understanding of the healthcare payor landscape, including industry challenges, regulatory environment, and payer strategies.
• Experience selling SaaS, enterprise software, or healthcare technology solutions to C-suite executives and senior leaders.
• Exceptional communication, presentation, and negotiation skills, with the ability to articulate complex concepts to diverse stakeholders.
• Strong relationship-building and consultative selling skills, with an ability to establish credibility and trust with clients.
• Proficiency in using CRM systems (e.g., Salesforce), sales enablement tools, and MS Office Suite.
• Ability to manage complex sales cycles and navigate long decision-making processes.
• Experience with value-based care models, payment reform, or healthcare analytics solutions. (preferred) 
• Existing network of relationships within the healthcare payor industry. (preferred)