Reporting to the Chief Growth Officer, the SVP, Payer Sales will build and lead the team responsible for winning new health plan business across Vatica Health’s software and services portfolio. This leader owns payer sales strategy, pipeline, forecasting, and new business results while personally advancing the company’s most consequential payer opportunities. The role requires a leader who can develop strong sellers, navigate complex health plan decisions, and turn risk adjustment, quality, and provider network capabilities into a compelling business case.
Responsibilities:
- Own the payer sales strategy and new business plan across national and regional health plans, with accountability for pipeline, bookings, and revenue goals.
- Recruit, lead, and develop national and regional health plan sales executives. Set clear expectations and coach the team on account strategy, deal progression, and closing.
- Establish a consistent approach to pipeline development, opportunity reviews, and forecasting. Identify gaps early and take action to keep the team on track.
- Personally lead strategy and executive engagement for the most significant payer opportunities, from initial access through negotiation and close.
- Build relationships with senior health plan leaders across risk adjustment, quality, clinical, network, and executive functions. Connect Vatica Health’s capabilities to their priorities and measurable outcomes.
- Partner with Product, Clinical, Customer Success, and other teams to develop solutions and proposals that address payer needs and can be delivered effectively.
- Advise the Chief Growth Officer and executive team on territory design, pricing, competitive positioning, and payer growth opportunities.
- Represent Vatica Health with health plan executives, strategic partners, and at industry events.
Requirements
- 15+ years of healthcare technology or services sales experience, including at least five years leading payer-focused sales teams.
- A demonstrated record of winning complex enterprise deals with health plans and delivering against new business targets.
- Experience building and developing sales teams, improving pipeline quality, coaching major opportunities, and producing reliable forecasts.
- Deep knowledge of value-based care, risk adjustment, quality programs, and how health plans engage provider networks to improve performance.
- Experience selling risk adjustment or quality solutions to health plans, ideally across both technology and services.
- Established relationships with senior health plan decision-makers across government and commercial lines of business.
- Ability to navigate long sales cycles and align clinical, operational, technical, and financial stakeholders around a clear business case.
- Executive presence, sound commercial judgment, and the willingness to remain directly involved in critical deals while leading the team.
- Ability to travel 50-75%
Core Competencies
• Payer market strategy: Identifies the health plans, buyers, and opportunities most likely to produce new business and turns that insight into a focused sales plan.
• Enterprise deal leadership: Builds access across complex payer organizations, advances decisions through long sales cycles, and leads negotiations to close.
• Executive influence: Earns credibility with senior health plan leaders and connects Vatica Health’s capabilities to their business priorities and measurable outcomes.
• Sales team leadership and coaching: Sets clear expectations, develops sellers, and improves performance through direct coaching on accounts and opportunities.
• Pipeline and forecast discipline: Assesses deal quality, identifies risks early, and produces forecasts that support sound business decisions.
• Commercial judgment: Makes sound decisions on deal strategy, pricing, resources, and commitments while balancing growth with delivery capability.
• Cross-functional leadership: Brings Product, Clinical, Customer Success, and other partners together around solutions the company can deliver.
Benefits
WORKING AT VATICA HEALTH ADVANTAGES
Prosperity
- Competitive salary based on your experience and skills – we believe the top talent deserves the top dollar
- Bonus Potential (based on role and is discretionary) – if you go above and beyond, you should be rewarded
- 401k plans– we want to empower you to prepare for your future
- Room for growth and advancement- we love our employees and want to develop within
Good Health
- Comprehensive Medical, Dental, and Vision insurance plans
- Tax-free Dependent Care Account
- Life insurance, short-term, and long-term disability
Happiness
- Excellent PTO policy (everyone deserves a vacation now and then)
- Great work-life balance environment- We believe family comes first!
- Strong supportive teams- There is always a helping hand when you need it
The salary for a position is typically determined by multiple factors such as an individual's qualifications, experience, skills, and location. The base salary range for this role is $225,000 to $250,000, with an estimated total compensation ranging from $400,000 to $500,000 (annualized USD). These figures represent just one aspect of the comprehensive total compensation package we offer.
Skills Required
- 15+ years of healthcare technology or services sales experience
- At least five years leading payer-focused sales teams
- Demonstrated success winning complex enterprise deals with health plans and meeting new business targets
- Experience building and developing sales teams, improving pipeline quality, coaching major opportunities, and producing reliable forecasts
- Deep knowledge of value-based care, risk adjustment, quality programs, and health plan engagement with provider networks
- Experience selling risk adjustment or quality solutions to health plans across technology and services
- Established relationships with senior health plan decision-makers across government and commercial lines of business
- Ability to navigate long sales cycles and align clinical, operational, technical, and financial stakeholders
- Executive presence, sound commercial judgment, and willingness to remain directly involved in critical deals
- Ability to travel 50% to 75%
- Experience selling across both technology and services
What We Do
Introducing the next generation of risk adjustment and quality of care Vatica Health offers a unique model that pairs expert clinical teams with cutting-edge technology at the point of care. By capturing more accurate and complete diagnosis codes, our solution helps improve revenue and reduce the risk associated with an audit. Learn more about how we help health plans, providers, and patients achieve better outcomes, together. Working at Vatica Health: We are seeking smart, hands-on, driven, collaborative team players with a thirst for learning and innovating. We leverage state-of-the-art technology to communicate, collaborate and get work done - fast. If you have an entrepreneurial spirit and a passion for producing amazing work that measurably impacts our industry, we want to talk with you. Connect with Vatica Health on Twitter @VaticaHealth. Specialties: Risk Adjustment, Value-based Care, Clinical and Quality Outcomes, Claims and Payment Integrity, Healthcare Data insights, Quality Improvement, Risk core Accuracy, Annual Wellness Visit, Medicare, CMS Star Ratings, NCQA, HEDIS, QRS, ICD-10
