Vice President of Payer Sales

At Two Chairs, we’re building a world where everyone has access to exceptional mental health care. We’ve brought together a remarkable team at the intersection of clinical care, design, and technology to change the way people find therapists who can help them.  We’re united by our personal experiences with the mental health care system and a desire to build a better one for everyone. With that, we're excited and honored to have been recognized as a 2024 Great Place to Work and one of the 2023 Bay Area Best Places to Work.

Diversity, equity, and inclusion are the principles guiding how we build our business and teams. We encourage interested candidates from diverse backgrounds to apply even if they don't think they meet every expectation of the role.

Our Perks and Benefits:

To support you at work, we offer some fantastic perks and benefits that reflect our mission of self-care and support, including:

• Equity in a high-growth start-up 
• PTO program, including a Winter Office Closing: Christmas Day (Observed)  through New Year's Day
• Comprehensive medical, dental, and vision coverage
• One-time $200 Work from Home reimbursement
• Annual $500 professional development stipend to support your professional development
• Annual $500 subsidized company contribution to your healthcare FSA
• Annual $500 wellness stipend to encourage and support a well-rounded and healthy lifestyle
• Paid parental leave

About the role

As the Vice President of Payer Sales, you will work closely with the Chief Commercial Officer and other leaders at the organization to drive the execution of our payer strategy and ensure the ongoing success of our payer partnerships. This is a strategic growth area for Two Chairs, so you will collaborate cross-functionally with stakeholders across our Marketing, Clinical, Operations, and Product to drive health plan adoption and post-launch success. As the leader of the payer sales group, you will enable your team to drive new business growth, while also aligning business goals with partnership priorities. You will build and continuously iterate on strategies that match Two Chairs’ exceptional behavioral health services with health plans’ needs while developing long-standing relationships with payer leaders nationwide.

Core Areas of Responsibility

You will be responsible for the strategy and execution of our payer go-to-market: 

• Manage the payer sales function by developing the strategy, setting goals, coaching the team, and contributing to deal execution
• Lead payer sales team to achieve and surpass sales targets by providing regular feedback, guidance, and support to maximize team potential and performance
• Develop account-specific strategies that address individual account needs and build on their behavioral health strategy
• Engage and build long-standing relationships with key stakeholders across target health plans
• Ensure cross-functional alignment on the scope and objectives of different partnerships
• Bring back market feedback to Two Chairs teams, including our leadership team, to help fine-tune our offering to meet partners' current and future needs
• Build a culture of business development excellence across the organization that consistently delivers on ambitious KPIs
• Manage executive steering committees

Impact and Success Indicators 

Where you’ll make an impact in the first 90 days:

• Review and iterate our payer go-to-market strategy to drive success with key target accounts
• Deep-dive into the pipeline and collaborate with the team to identify areas of opportunity and prioritize our efforts to increase velocity 
• Develop processes and rituals with your team that enable a fast-paced execution approach to payer growth
• Become an expert in Two Chairs’ services, health plans’ behavioral health needs, competitive dynamics, and payment/contracting structures
• Collaborate across departments to understand Two Chairs' value proposition and position in the market

Where you’ll make an impact in the first year:

• Enable team and build a robust pipeline of large regional and national health plans
• Establish partnerships with payer targets in key regions to hit our expansion goals
• Develop innovative partnerships that go beyond in-network coverage and enable members to access Two Chairs’ care easily
• Collaborate closely with marketing and clinical teams to evolve our value proposition, go-to-market, and sales tactics to increase velocity
• Form standing relationships with decision-makers at all key targets and with other industry leaders
• Refine the internal collaboration process with partner operations and partner success teams to ensure post-sale success
• Collaborate systematically and effectively with operational teams to deliver outstanding service throughout the sales journey 
• Synthesize market insights with relevant teams to improve the fit of Two Chairs’ offerings with payers’ needs

You’ll be successful if you:

• Have 10+ years of experience in healthcare business development or sales, specifically selling to health plans, ideally in the behavioral health space
• Have successfully managed and coached teams that consistently deliver on their goals
• Enjoy the fast pace of a start-up environment and can drive progress through ambiguous and new situations
• Have a deep understanding of payer’s needs, decision-making, and contracting structures
• Bring a strong network of leaders and decision-makers in the payer community
• Are autonomous, self-motivated, and have an exceptional drive to generate growth opportunities for Two Chairs
• Are a strong communicator who can distill complex concepts into clear, concise, and compelling messaging
• Enjoy building relationships and can develop and foster new connections across all levels of a health plan organization

Please stay alert to protect yourself from sophisticated job scams during the recruiting process.

Only emails that come from twochairscareers.com or twochairs.com are legitimate recruiting messages. Our People Team will not send emails from other domains, or message you using WhatsApp or text messaging in the initial stages. We conduct all interviews by phone or Google Video, and we will never ask you for money or to download software.

More tips from the FTC to avoid job scams: https://www.consumeraffairs.com/news/ftc-offers-tips-on-avoiding-job-scams-041321.html

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All applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.