Director, Enterprise Sales

Summary

Join Stellar Health as the Director, Enterprise (B2B) Sales and lead the sales efforts to health plans, ACOs, and health systems. This leadership role will focus on revenue growth and managing sales activities within a dedicated region. You will be responsible for generating leads, expanding existing relationships, and navigating complex sales cycles within the healthcare industry. Success in this position requires experience in enterprise technology sales, particularly within the healthcare ecosystem, and a proven track record of closing complex deals. The role involves managing key customer relationships, contract negotiations, and attending industry events. Stellar Health offers a competitive salary, comprehensive benefits, and opportunities for career development.

Requirements

• A proven history of building strategic relationships, selling and closing complex deals within Enterprise technology sales
• A minimum of 5-10 years of senior level sales experience
• Experience selling within complex environments required
• Strong documented success as a enterprise sales executive selling SaaS-based software (in the healthcare ecosystem is required)
• Deep experience in navigating negotiations that achieve short-term and long-term objectives
• Deep experience selling and navigating the environment of national payers and large health systems
• Strong experience thriving and navigating the environment of a high growth company
• Relationship-oriented, people-centric contributor; track record of being a strong leader as well as a collaborative colleague
• Strong analytical, creative problem solving and presentation skills
• Strong communication skills, both written and verbal
• High degree of personal organization, time management and ability to multi-task
• Must be comfortable working in a fast-paced, high demanding environment
• Ability to travel 25-30% is expected for this role

Responsibilities

• Achieve new sales targets across a diversified customer and geographic footprint
• Have direct responsibility for increasing the customer base, top-line financial growth for the business
• Development and execution of new sales processes and workflows that improve the effectiveness and scalability of the sales team
• Directly lead and close selling opportunities
• Develop and maintain key customer relationships with target accounts
• Maintain high level of product and market knowledge
• Broker and negotiate complex contracts for health systems, ACOs, MSOs, and national and regional payer accounts
• Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals and booking appointments with target accounts
• Maintain executive relationships with client champions, business owners, and executive sponsors as the account manager, responsible for client expansions and renewals
• Sell to senior leaders and C-level executives at National and Regional Health Plans
• Manage and prepare for key prospect sales meetings (both onsite and remote)
• Contract review and management (MSA, SOW, NDAs, BAAs, SRAs, SLAs)
• Provide meeting and conference support as required, including scheduling required executive meetings at and attend key industry trade events (e.g. Becker’s, APG, RISE, AHIP, HFMA, Blues Summit)

Preferred Qualifications

Experience and understanding of value-based care dynamics is helpful, but not required

Benefits

• Medical, Dental and Vision Benefits
• Unlimited PTO
• Universal Paid Family Leave
• Company sponsored One Medical memberships and Citibike memberships
• Medical Travel Benefits
• A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations
• Stock Options & a 401k matching program
• Career development opportunities like Manager Training, coaching, and an internal mobility program
• A broad calendar of company sponsored social events that for our in-office and remote employees