Sr. Director, Payer Sales

The Sr. Director, Payer Sales, will play a pivotal role in MedeAnalytics’ go-to-market team and the company’s overall growth and success. This candidate will be expected to develop meaningful and productive relationships with both internal colleagues and a wide array of leaders at healthcare payer organizations, including but not limited to national & regional commercial health plans and ACOs, in their assigned territory.

The individual must be a highly motivated, experienced healthcare IT sales professional with notable expertise in the healthcare sector in areas such as health data management & analytics, quality/HEDIS/Stars, population health, value-based care and the application of cloud & AI technologies. The individual must be a “hunter” and have the proven ability to prospect, develop and manage new accounts, and must be able to consult and sell across all levels (especially C-level) of an organization. They must be able to leverage their deep domain expertise to establish credibility and consult with their prospects and clients to be able to identify opportunities and needs that can met with proven ROI through MedeAnalytics’ differentiated capabilities and solutions.

Essential Duties and Responsibilities: 

• Use consultative selling techniques in conjunction with a strong understanding of market drivers and technology to construct, present and sell innovative capability-based (vs. product-based) deals. 
• Carry and exceed a multi-million-dollar annual sales quota. 
• Develop and manage market segments and pipeline development strategies to meet or exceed quarterly and annual quotas. 
• Use existing contacts, LinkedIn, Sales Navigator, search engines and other external data sources to identify and connect with decision-makers, buyers and key stakeholders.  
• Proactive and persistent outreach via phone, email, LinkedIn, SalesLoft, Sales Navigator and other channels to develop qualified leads and, in turn, expand market reach and drive revenue growth.  
• Successfully navigate complex buying processes (including RFP responses), negotiate and close contracts. 
• Align with the marketing team to create partner-focused marketing materials. 
• Work in close collaboration with product and solution consulting to drive client pursuits and develop winning proposals that sell our portfolio and achieve the company's growth goals. 
• Support client contracting processes, including reviewing and developing Master Service Agreements, Statements of Work, Change Orders, and developing internal pricing models. 

Education, Experience, and Required Qualifications:  

• 10+ years of experience in consultative selling of SaaS-based technology & capabilities to the healthcare market (payers, providers, ACOs and payviders).  
• A strong understanding of technology such as data activation, data fabric, public cloud, interoperability, and visualization/analytics solutions (e.g., Tableau, Power BI) is a significant plus. 
• A strong understanding of healthcare, including value-based care, employer-sponsored insurance, Medicare Advantage, Medicaid, and ACOs.
• Ability to consult on and then construct innovative capability-based (vs. product-based) deals. 
• Ability to analyze market trends, assess customer needs, and design sales strategies to maximize revenue.  
• Ability to utilize analytical & visualization tools such as Excel, Tableau & PowerBI to analyze prospect and industry data preferred.
• Demonstrated sales track record of exceeding a multi-million-dollar annual sales quota in highly competitive environments with the ability to identify and prospect new logo opportunities, successfully navigate complex buying processes, negotiate and close contracts 
• Bachelor’s degree or equivalent experience, MBA preferred 
• Strong executive presence and self-confidence to represent MedeAnalytics effectively in various forums. 
• Exceptional communication and presentation skills, capable of translating complex concepts and strategies into clear, actionable information. 
• A service ethic characterized by high energy, a positive attitude, and the commitment to exceed expectations for both clients and team members. 
• Competitive Spirit. Highly driven individual with an execution focus, a strong sense of urgency, and a belief in MedeAnalytics’ mission. You go the extra mile.
• Passionate about healthcare 

Additional Information:

MedeAnalytics believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is $150,000 - $175,000 USD + commission opportunities. Please note that actual compensations for all roles may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, relevant work experience, professional achievements/qualifications, skill level, business need, location and will be finalized at the time of offer.