Director – Payer Sales

🕒 July 22

🇺🇸 United States – Remote

💵 $200k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Abridge

WebsiteLinkedInAll Job Openings

11 - 50 employees

🏥 Healthcare

⚕️ Healthcare Insurance

🤖 Artificial Intelligence

Healthcare • Healthcare Insurance • Artificial Intelligence

Abridge is a leading AI company specializing in transforming clinical conversations into structured clinical notes in real-time. By integrating directly with healthcare systems like Epic, Abridge's generative AI platform offers accurate, multilingual summaries and significantly reduces documentation time for clinicians. The platform is highly trusted for improving clinician experience without compromising safety or efficacy. Abridge is dedicated to supporting healthcare systems with innovative AI science to enhance efficiency and is spearheaded by a team of healthcare professionals and AI scientists committed to responsible AI development and continuous innovation.

📋 Description

• Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans • Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow • Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements • Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions • Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers • Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements • Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics • Feed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategy • Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success • Represent Abridge externally at payer industry events and in executive conversations across the payer ecosystem

🎯 Requirements

• 10+ years of direct sales experience in healthcare SaaS and technology solutions, with 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 • Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma) • Ability to travel to support sales objectives

🏖️ Benefits

• Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees • Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families. • Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA. • Paid Parental Leave: Generous paid parental leave for all full-time employees. • Family Forming Benefits: Resources and financial support to help you build your family. • 401(k) Matching: Contribution matching to help invest in your future. • Personal Device Allowance: Tax free funds for personal device usage. • Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits. • Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more. • Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals. • Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment. • Compensation and Equity: Competitive compensation and equity grants for full time employees.