Director, Enterprise Sales
New
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Stellar HealthHealth-tech
Location: RemoteFull-TimeDirector
Salary160,000 - 190,000 USD per year
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Job Details
- Experience
- 7+ years
- Required Skills
- CRMSaaS
Requirements
- 7+ years of enterprise sales experience with a demonstrated track record of closing net new business.
- Proven experience selling into health plans, payers, or managed care organizations.
- 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 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.
- 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.
Responsibilities
- 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.
- 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.
- Represent Stellar at key payer and healthcare industry events.
- Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience.
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