Vice President, Payer Sales

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Health Data Innovations (HDI)

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2010

🏥 Healthcare

☁️ SaaS

🤝 B2B

💰 Private equity on 2023-11

Healthcare • SaaS • B2B

Health Data Innovations (HDI) is a healthcare data management company that pioneered External Data Management. HDI combines purpose-built technology, repeatable data management processes, and hands-on healthcare data experts to ingest, validate, standardize, reconcile, and deliver trusted external healthcare data (claims, pharmacy, eligibility, labs, EMR/EHR, attribution, provider files, etc. ) to downstream systems such as Epic, analytics platforms, AI applications, and enterprise data warehouses. HDI operates as a continuous managed service, helping health systems, payers, and other healthcare organizations create a single source of truth for analytics, value-based care, reporting, and AI, and is HITRUST r2 certified for security.

📋 Description

• Own revenue growth and new logo acquisition for the payer segment in alignment with HDI’s overall growth objectives, in partnership with the CEO, the provider sales leader, and the go-to-market leadership team • Act as a true player-coach: personally identify, engage, and close new business opportunities with health plans, Medicaid managed care organizations, Medicare Advantage plans, and benefits consultants/brokers serving self‑insured employers, while building and mentoring a high‑performing payer sales team • Establish and scale a repeatable payer sales process including account targeting, pipeline development, qualification, and deal execution in alignment with HDI’s broader go‑to‑market and marketing programs. • Partner with marketing to shape and execute demand generation and pipeline‑building initiatives for the payer segment, while leading targeted outbound efforts for high‑value strategic accounts • Own the full sales cycle for new payer clients, from initial outreach and discovery through proposal, pricing, contracting, and handoff to implementation and account management teams • Develop and maintain strong relationships with key decision-makers within payer organizations, including executives responsible for data strategy, analytics, network management, claims operations, and value-based care programs • Collaborate with marketing and product to refine HDI’s positioning, messaging, and value proposition for payer audiences, ensuring that HDI’s high‑touch data integration services are clearly differentiated in the market • Continuously capture and synthesize market feedback including buyer objections, competitive dynamics, pricing pressures, and emerging payer needs, and share structured insights with marketing, product, and executive leadership to inform roadmap and expansion priorities, positioning, and go‑to‑market strategy • Conduct analysis of potential new payer segments and verticals, including commercial, Medicare Advantage, Medicaid, and employer‑focused intermediaries, to identify disruptive opportunities and inform prioritization • Track payer-segment sales performance against established metrics and forecasting processes, providing regular visibility to the CEO and the broader commercial team on pipeline health and revenue trajectory • Identify and execute on opportunities to expand revenue within existing client relationships through upsell, cross-sell, and deeper engagement around additional data sources, use cases, and lines of business • Build, lead, and mentor a high-performing payer sales team, starting lean and scaling deliberately as revenue and pipeline justify additional investment • Foster a culture of accountability, client focus, and data-driven decision-making within the payer sales team, aligned with HDI’s high‑touch, service‑oriented ethos

🎯 Requirements

• Bachelor’s degree required; MBA a plus. • 8-15 years of progressive sales and commercial leadership experience in healthcare technology, tech-enabled services, or healthcare data/analytics businesses, with a significant portion of that experience focused on selling into payer organizations. • Demonstrated track record of personally closing complex, enterprise sales with health plans, brokers serving self-insured employers, or other payer clients, with a strong existing network of payer relationships preferred. • Experience selling data, analytics, interoperability, or tech-enabled services solutions into payer organizations, particularly those managing value-based care programs, risk-based arrangements, or claims and administrative data workflows. • Proven ability to establish and scale a sales motion within an existing go-to-market function, including hiring, process design, CRM discipline, and pipeline management, in an early-stage or growth-stage environment. • Strong understanding of the healthcare payer landscape, including claims data, administrative data, network management, and the operational realities of payers and payer‑adjacent intermediaries. • Experience working cross‑functionally with marketing and product to develop and execute go‑to‑market strategies, refine positioning and messaging, and incorporate market feedback into ongoing iterations. • Comfort operating as both an individual contributor and a team leader, with the ability to balance hands-on deal execution with building and scaling a team and process. • Experience forecasting, setting and tracking KPIs, and reporting progress to executive leadership and Board audiences. • Hands-on, entrepreneurial approach with a bias toward action, intellectual curiosity, and comfort operating in an evolving, high-growth environment. • Experience working within PE-backed companies preferred, with an understanding of sponsor reporting and value creation expectations.

🏖️ Benefits

• Do meaningful work that helps healthcare organizations improve outcomes, operate more effectively, and lower the cost of care by making complex claims and administrative data usable and reliable. • Build deep expertise in healthcare data, payer operations, and service excellence in a place where craft is respected, methodological rigor matters, and niche mastery in claims data is a strategic focus. • Join a company where clients trust the team with their hardest data problems and where that same trust shows up internally as a plainspoken, no‑surprises, low‑drama culture focused on follow‑through. • Work in a no‑surprises culture, predictable in the good way, where people mean what they say and take weight off clients and off each other. • Grow inside a business that combines excellence with clear priorities and governance discipline, rather than a reactive culture of chaos.