Sales Executive, Payer Technology Services

Council Capital is a healthcare-focused private equity firm based in Nashville, Tennessee, managing over $350 million in committed capital.

We invest in lower middle market healthcare companies where we see the potential to scale purpose and performance. Our investments span control and minority positions in businesses with enterprise values between $10 million and $100 million.

What sets us apart is the Council Model—a proven framework that surrounds founders and leadership teams with a powerful combination of support: our CEO Council of seasoned operators, our Strategic Healthcare Investors who bring real-world insight and access, and our internal Value Creation Team, focused on enabling growth through talent, systems, and strategy.

At Council Capital, we’re not just backing companies—we’re helping build enduring businesses that improve lives and shape the future of healthcare.

THE COMPANY AND THE ROLE

We are a sponsor-backed healthcare technology and services business. Health plans hire us to do the technical work behind their hardest claims problems: claims system conversions, platform modernization, data work, and the project and program talent required to get it done. Our clients are payers, and our credibility comes from having done the work rather than talking about it.

This is a new seat. Selling has been carried by the founders and by leaders with other jobs to do, and the business has grown anyway. We are hiring the first dedicated seller for the services side so that growth stops depending on people who are also running the company.

You would own new business from a standing start. You get a real market, an established delivery reputation with health plan clients, and a leadership team that has sold this exact service themselves and will help you price and position. What you will not get is a lead list handed to you, a proposal desk, or a large team to hide behind. This is a builder seat with the autonomy that comes with it.

WHAT YOU WILL OWN

• New logo revenue for payor technology services. You carry the number for net new services business and you close it yourself, from first outreach through signed agreement.

• Pipeline creation. Within your first six months, build a qualified pipeline that is a multiple of your annual target, defined by live meetings held and proposals delivered, not by names loaded into a CRM.

• Full-cycle sales execution, including prospecting, lead generation, discovery, value proposition, proposal writing, pricing conversations, and the close. You pull delivery leaders and subject matter experts in at the right moment, and you carry the paper yourself.

• A deal mix that matches how this business actually works: tactical engagements that can move in weeks alongside longer fixed-price projects that require longer sales cycles.

• Activity from week one. Early activity and visible momentum are expected. Begin outreach, make calls, and schedule meetings in your first days, while deepening service fluency in parallel.

WHO THRIVES IN THIS SEAT

• A true hunter who enjoys opening a cold account; outbound work is not something you have delegated away.

• Well-versed in the payer world so you can contribute in the first meeting. You understand what a health plan is trying to fix, who signs, and who quietly blocks.

• A commercially creative thinker who can find new angles into hard accounts. Health plans are busy and most already have services vendors. A better script will not get you in; a better idea will.

• Credible executive presence where clients welcome meeting with you in conference settings, client meetings, and boardroom-level conversations.

• People take your calls. Your relationships are durable because you treated people well, developed trust, followed through, and delivered practical value.

• You ask for the meeting and for the close, without becoming abrasive with the delivery colleagues you depend on.

• A direct communicator who advances the opportunity and asks for the close while maintaining strong internal partnerships.

• Resilient operator who can explain misses candidly, adjust quickly, and maintain momentum through difficult IT services sales cycles.

• You have a high tolerance for a hard sell and a low tolerance for your own mediocrity. Payer services selling is genuinely difficult, and you keep going anyway.

WHAT YOU BRING

• Five or more years of healthcare payor selling in a closing role, owning the process end to end. Development representative or pod-model experience where you owned one slice of the cycle will not translate.

• A career built selling healthcare technology services, consulting, or professional staffing into health plans. Payer-side selling specifically, not provider-side.

• A verifiable record of quota attainment. We will ask you what your number was each year and what you actually delivered, and we will confirm it with your former managers.

• A network of payer relationships built over multiple years that you can reactivate. We are not asking you to bring a book of business.

Council Capital and our portfolio companies are committed to building high-performing teams by hiring the best talent—period.

We believe in putting the right people in the right seats, regardless of background, and we’re always looking for individuals who bring fresh thinking, grit, and a drive to make a difference.

Thank you for considering a role with one of our companies. We’re excited to learn more about you.