Director - Payer Sales
$200,000–$200,000 year
RemoteUnited States
Job Summary
Own a payer revenue target and build, manage, and close a pipeline of national and regional health plans. Articulate the value of Abridge's platform to payer executives, converting early engagements into long-term agreements focused on risk adjustment accuracy and reduced denials. Develop territory and account plans to penetrate new payer accounts and expand existing relationships into multi-year agreements. Leverage the health system partner base to source opportunities and navigate payer buying centers, including actuarial, network, and quality teams. Work cross-functionally with Product, RevOps, and Legal to enable customer launch, while feeding market intelligence back to inform product priorities. Represent Abridge externally at payer industry events and in executive conversations across the ecosystem.
Required Qualifications
- 10+ years of direct sales experience in healthcare SaaS and technology solutions
- 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 and how payers evaluate and displace these solutions
- 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
- Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
- Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills
- Ability to travel to support sales objectives
- approximately 30–50% travel to support sales objectives
Desired Qualifications
- You have sold into both providers and payers, and can bridge the two
- You have experience with clinical documentation workflows, ambient AI, or scribe technology
- You are familiar with payer–provider data exchange platforms (e.g., Epic Payer Platform, claims/clinical data integration)
- You understand foundation AI models and their application in healthcare
- Proximity to major payer hubs
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