Director, Enterprise Sales

🕒 June 3

🇺🇸 United States – Remote

💵 $160k - $190k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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👻 Ghost score 12%

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Stellar Health

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

💼 Consulting

🛡️ Insurance

📦 Logistics

Consulting • Insurance • Logistics

Stellar Health is a healthcare technology company that provides a point-of-care SaaS platform to enable and scale value-based care for payors and providers. The platform integrates claims and EHR data, delivers real-time incentives and workflow tools to providers, and supports quality improvement, risk adjustment, and total cost of care management to improve clinical outcomes and financial performance.

📋 Description

• Own net new logo acquisition from national and regional health plans and payers, owning prospecting, outreach, and pipeline development from the ground up. • Partner with our customer success team to identify expansion opportunities within existing accounts, and then own the process for landing these expansions. • Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations. • Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals. • Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e.g., CMO, VP Quality, VP Value-Based Programs). • Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly. • Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams. • Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership. • Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG. • Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience. • Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy.

🎯 Requirements

• 7+ years of enterprise sales experience with a demonstrated track record of closing net new business — not account management alone. • Proven experience selling into health plans, payers, or managed care organizations is required. • Direct experience navigating and closing complex enterprise deals with sales cycles of 6–18 months. • Consistent history of quota attainment in a role requiring net new logo generation. • Strong understanding of payer economics, value-based care models, quality measurement (HEDIS, Stars), and how health plans evaluate and buy technology. • Ability to build executive-level trust with senior payer leadership (C-suite, VP-level) and manage multi-stakeholder buying processes. • Experience with SaaS-based healthcare technology solutions. • Skilled in consultative selling, deal structuring, and complex contract negotiation. • Strong pipeline management and CRM discipline; comfortable with long-cycle forecasting. • Strong written and verbal communication skills; able to translate platform value into clear outcomes for payer audiences. • Comfortable operating in a high-growth environment with significant autonomy and accountability. • Ability to travel 25–30% for in-person prospect meetings and industry events.

🏖️ Benefits

• Medical, Dental and Vision Benefits • Flexible PTO • Universal Paid Family and Caregiver Leave • Wellhub+ Gym Memberships • Pre-tax commuter benefits, HA, FSA plans • Company sponsored One Medical memberships and Citibike memberships • Medical Travel Benefits • JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them • Stock Options & a 401k matching program • A broad calendar of company sponsored social events that for our in-office and remote employees • Company sponsored lunch for all NY HQ employees