Director - Payer Sales
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AbridgeHealthcare AI
Remote, US-based roleFull-TimeDirector
Salary$200K; $200K • Offers Equity • Offers Commission
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Job Details
- Experience
- 10+ years
Requirements
- 10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans
- Deep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics
- Familiarity with the risk-adjustment, HRA, and quality vendor landscape
- Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth
- Previous responsibility for 7-figure contracts and multi-million dollar quotas
- Strong executive-level negotiation skills, including contract and business terms
- Existing relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
- Strong interpersonal, time management, and presentation skills
- Ability to travel (30–50%) to support sales objectives
Responsibilities
- Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans
- Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow
- Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements
- Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions
- Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers
- Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements
- Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics
- Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success
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