Director – Network Enterprise

About Stellar Health:

Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes.

At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way.

Stellar is a US-based Health-tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners)​​ with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients.

About the position:

Stellar is looking for a Director, Network Enterprise who has a track record of leading and managing a team of Account Executives focused on growing our national network of enterprise primary care provider groups and Strategic Networks. The person will report to our VP of Network Strategy and Growth and will lead a team responsible for the full sales cycle with large, multi-site provider groups and Strategic Networks (CINs, IPAs, and ACOs). In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care's evolution from FFS workflows to VBC workflows. This role owns the Network Enterprise ARR goal nationally.

What you’ll do:

1. Sales Leadership & Performance Management

• Accountability & Quota Attainment: Own the Network Enterprise ARR goal and all team KPIs on a monthly, quarterly, and annual basis to achieve/exceed quota targets.

• Team Management & Coaching: Directly manage, mentor, and coach a team of Account Executives and a Business Development Representative through weekly 1:1s, funnel reviews, and call coaching, providing active career development to ensure individual and collective success.

• Develop & Retain a High-Functioning Team: Hire, onboard, and ramp new team members against defined milestones, and build the development paths that keep top performers growing at Stellar.

• Deal Leadership: Partner with Account Executives on complex, high-value opportunities, bringing positioning, value framing, and next-step discipline while the AE remains the deal owner.

• Strategic Networks: Lead engagements with Strategic Networks (CINs, IPAs, and ACOs) to secure alignment and an agreed path to practice-level activation across member groups.

• Forecasting & Reporting: Utilize CRM (Salesforce) and analytical tools to track quota performance, generate quarterly sales forecasts, and report attainment, risk, and priorities to Network Leadership.

2. Process Optimization & Operational Excellence

• Process Design & Scale: Design, implement, and continuously improve the Network Enterprise sales process, playbooks, and best practices, aligned with SMB to one Network north star while reflecting the differences between the two sales motions.

• Adoption & Compliance: Ensure full team adoption and adherence to the designated sales process and all associated documentation requirements within the CRM to guarantee accurate and reliable reporting.

• Training & Development: Own the continuous training and development of the team on sales process execution, value-based care, Stellar's Payor programs, objection handling, and overall performance effectiveness.

• Target List Prioritization: Prioritize and assign enterprise targets from Payor lists and Strategic Network

3. Cross-Functional Strategy & Collaboration

• Program Expertise: Become an expert in Stellar's Payor programs and translate program changes into team positioning and enablement.

• Go-to-Market Strategy: Collaborate with Network Leadership and Payor-facing teams to prioritize sales targets based on Customer needs, and consolidate field feedback for Payor partners.

• Implementation Hand-Offs: Partner with the Implementations and Provider Success teams to maintain and enhance optimal hand-off processes, ensuring smooth and effective transitions for newly onboarded practices to maximize their performance on Stellar.

• Data & Dashboarding: Collaborate with Network Operations to design, configure, and maintain performance management dashboards for aggregate functional KPIs, individual AE performance, and customer-level tracking.

• SMB Alignment: Partner with the Director, SMB Provider Sales on account assignment, shared process, and training to operate toward one Network north star.

As a Director, you should have:

• 8+ years of sales experience, including direct selling and closing new business, preferably in healthtech (required)

• At least 4 years of people management experience leading a sales team responsible for the full sales cycle and closing new business (required)

• Value-based care experience (required), including working knowledge of Payor incentive programs and different VBC models

• Consistent record of meeting or exceeding quota, as an individual seller and as a leader (required)

• Experience recruiting, hiring, developing, and retaining top-performing ICs

• Experience selling to complex, multi-stakeholder provider organizations such as enterprise medical groups, CINs, IPAs, or ACOs

• Analytically minded with ability to drive forecasting and performance reporting that informs strategic direction of the team

• Experience operating in Salesforce and ensuring strong CRM hygiene amongst the team

• Critical thinker - when faced with obstacles, you are focused on solutions and success

• Self-starter who has the desire to learn, grow, and excel in their role

• Excellent communication skills and persistent follow-through on commitments

• Thrive at collaborative and demanding environments

Who will love this job:

• You are passionate about healthcare, interested in working with both payors and providers to improve patient health and care delivery outcomes.

• You are a strong leader who enjoys developing and retaining high-performing Account Executives

• You enjoy complex, multi-stakeholder deals where strategy matters as much as activity

• Enjoy working in a team-based environment with individual autonomy and accountability for results.

• You want the career experience of working collaboratively with both Payors 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

Perks & Benefits:

Stellar offers a carefully curated selection of wellness benefits and perks to our employees:

• Medical, Dental and Vision Benefits

• Flexible PTO

• Universal Paid Family and Caregiver Leave

• Wellhub+ Gym Memberships

• Pre-tax commuter benefits, HA, FSA plans

• Company sponsored One Medical memberships and Citibike memberships

• Medical Travel Benefits

• JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them

• Stock Options & a 401k matching program

• A broad calendar of company sponsored social events that for our in-office and remote employees

• Company sponsored lunch for all NY HQ employees

Diversity is the key to our success. Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status.

We believe that diverse teams -and the different identities, cultures, and life experiences our team members bring to the table- enable us to create amazing products, find creative solutions to interesting problems, and build an inclusive working environment.

Stellar Health Employment Privacy Notice

At Stellar Health, your privacy and security as a job seeker is a priority no matter where you are in the interview process. As recruiting scams have become more prevalent, please take note of the following practices to ensure the legitimacy of any interaction with our team.

• Please note that any communication from our recruiters and hiring managers at Stellar Health about a job opportunity will only be made by a Stellar Health employee with an @stellar.health email address.

• Stellar Health does not utilize third-party agencies for recruitment services and does not conduct text message or chat-based interviews. Any other email addresses, agencies, or forums may be phishing scams designed to obtain your personal information.

• We will not ask you to provide personal or financial information, including, but not limited to, your social security number, online account passwords, credit card numbers, passport information, and other related banking information until we begin onboarding activities, which will be coordinated by a member of the Stellar Health People Ops Team with an @stellar.health email address.

If you are ever unsure whether you are in contact with a legitimate Stellar Health teammate, please contact [email protected]. If you believe you've been a victim of a phishing attack, please mark the communication as “spam” and immediately report it by contacting the U.S. Federal Trade Commission.