Director – Enterprise Sales

About the position:

The Director, Enterprise (B2B) Sales will be responsible for leading a key area of Stellar Health’s growth function: our sales to health plans, ACOs, and health systems. Serving in a leadership role as Stellar accelerates into our next stage of growth, this role will be responsible for managing revenue growth and sales activities in its dedicated region.

Reporting to the VP, Enterprise Sales, this position will be charged with lead generation of new payer and provider opportunities and expansion of existing health plan relationships into new states and lines of business. This position is expected to be skilled at managing the complex selling cycle of enterprise sales, understanding key value-based care concepts (quality, risk adjustment, managed care contracts) and navigating the healthcare ecosystem necessary to close deals.

What you’ll do:

• Achieve new sales targets across a diversified customer and a graphic footprint
• Have direct responsibility for increasing the customer base, top-line financial growth for the business
• Development and execution of new sales processes and workflows that improve the effectiveness and scalability of the sales team
• Directly lead and close selling opportunities
• Develop and maintain key customer relationships with target accounts
• Maintain high level of product and market knowledge
• Broker and negotiate complex contracts for health systems, ACOs, MSOs, and national and regional payer accounts
• Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals and booking appointments with target accounts
• Maintain executive relationships with client champions, business owners, and executive sponsors as the account manager, responsible for client expansions and renewals.
• Sell to senior leaders and C-level executives at National and Regional Health Plans
• Manage and prepare for key prospect sales meetings (both onsite and remote)
• Contract review and management (MSA, SOW, NDAs, BAAs, SRAs, SLAs)
• Provide meeting and conference support as required, including scheduling required executive meetings at and attend key industry trade events (e.g. Becker’s, APG, RISE, AHIP, HFMA, Blues Summit)

As the Director, Enterprise Sales you should have:

• A proven history of building strategic relationships, selling and closing complex deals within Enterprise technology sales
• A minimum of 5-10 years of senior level sales experience
• Experience selling within complex environments required
• Strong documented success as a enterprise sales executive selling SaaS-based software (in the healthcare ecosystem is required)
• Deep experience in navigating negotiations that achieve short-term and long-term objectives
• Deep experience selling and navigating the environment of national payers and large health systems
• Strong experience thriving and navigating the environment of a high growth company
• Relationship-oriented, people-centric contributor; track record of being a strong leader as well as a collaborative colleague
• Strong analytical, creative problem solving and presentation skills
• Strong communication skills, both written and verbal
• High degree of personal organization, time management and ability to multi-task
• Must be comfortable working in a fast-paced, high demanding environment
• Experience and understanding of value-based care dynamics is helpful, but not required
• Ability to travel 50% is expected for this role

Who will love this job:

• You are passionate about healthcare, interested in working with both payers and providers to improve patient health and care delivery outcomes
• Enjoy working in a team-based environment with individual autonomy and accountability for results
• You seek for the career experience of working collaboratively with both payers and providers for the greater good of the patient
• Thrive in complex and challenging environments that deliver career accelerating experiences
• You get things done and you love working in a dynamic environment; we move quickly and we need a teammate who will too

Pay:

The salary range for this role is $160,000 - $180,000 and will be eligible for commission based upon attainment of personal quota. Where a new hire falls within this range will be based on their individual skills and experience, and how these competencies compare across other employees in the same role. Stellar’s bands are designed to allow for individual compensation growth within the role.  As such, new hires typically start at the lower end of the range.  Stellar rewards performance and outcomes - should you join the company, you will have the opportunity to grow your salary over time.

Stellar reserves the right to change our compensation bands at any time.