Sr. Solution Executive, Payer Market

Company Overview

HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter.

HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare’s #1 platform. We streamline everyday tasks while improving performance, engagement, and safety – fostering a workplace where people flourish, and care thrives.

Why Join Us

At HealthStream, you’ll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive.

Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care – a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry.

We’re proud of our values-forward culture that offers our people:

• Mission-oriented work
• Diverse and inclusive culture
• Competitive Compensation & Bonuses
• Comprehensive Insurance Plans
• Mental and Physical Health Support
• Work-from-home flexibility
• Fitness Center Reimbursements
• Streaming Good time off for volunteering
• Wellness workshops
• Buddy Program for new HealthStreamers
• Collaborative work environment
• Career growth opportunities
• Continuous learning opportunities
• Inspiring workspaces to collaborate and connect with other HealthStreamers
• Free employee parking at our Resource Centers in Nashville and San Diego

At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration.

We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you!

HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law.

Position Information

Position Overview

The Sr. Solution Executive, Payer Market is a strategic, quota-carrying sales role responsible for driving new business revenue by selling HealthStream’s payer solutions. Target accounts include managed care organizations (MCOs), Medicare Advantage plans (MA plans), Medicaid MCOs, and other related payer sub-industries requiring workforce solutions. 

This individual will serve as a sales hunter and relationship builder within the payer network management market. The Sr. Solution Executive will identify, qualify, and close complex payer enterprise sales opportunities, focused on our workforce suite, with average contract values of $200K–$1M+, managing full-cycle sales from prospecting through contract execution. This role requires knowledge of payer operations, workforce trends and insights, and the ability to articulate value to C-suite, VP-level, and operational and BD decision-makers.

Key Responsibilities

You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training.

Sales Execution & Revenue Generation 

• Own and exceed an annual new business quota by selling our suite of payer solutions 
• Manage the full sales cycle from initial prospecting and discovery through solution demonstration, proposal development, contract negotiation, and close for enterprise SaaS deals with 3–12+ month sales cycles. 
• Build and maintain a qualified pipeline of 3–5x quota coverage through proactive outbound prospecting, industry event networking, referral development, and collaboration with marketing on inbound lead conversion. 
• Develop and execute territory plans targeting the qualified addressable market of payer organizations. 
• Achieve or exceed Annual Recurring Revenue (ARR) targets. 

Strategic Selling & Consultative Engagement 

• Serve as a trusted advisor to payer executives by deeply understanding their challenges and opportunities to incorporate our workforce solutions to align with State priorities and to help plans achieve quality and network adequacy goals. 
• Lead consultative discovery sessions with VP/C-level stakeholders across network operations, credentialing, compliance, IT, and finance to quantify pain points and build compelling ROI business cases. 
• Uniquely align Healthstream’s solutions to help payers achieve complex internal and State goals. 
• Navigate complex, multi-stakeholder buying committees and procurement processes within payer organizations, including RFP/RFI responses. 

Market Development & Thought Leadership 

• Represent HealthStream at key industry conferences to generate qualified leads and build brand awareness in the payer space. 
• Develop and leverage deep expertise in payer industry trends, regulatory changes, and competitive intelligence to position HealthStream as the market leader. 
• Collaborate with Product and Product Marketing to share prospect feedback to assist in the development of payer-specific sales collateral, case studies, ROI tools, and competitive battle cards that accelerate the sales process. 
• Provide voice-of-customer insights to Product Management on payer feature requirements, integration needs, and market gaps to inform the product roadmap. 

Sales Operations & Reporting 

• Maintain accurate and current opportunity data in our CRM including pipeline stage, deal value, close dates, competitive intelligence, and stakeholder maps. 
• Deliver weekly pipeline reviews and monthly/quarterly business reviews to sales leadership with clear articulation of deal progression, risk factors, and forecast accuracy. 
• Collaborate with Solutions Engineering, Implementation, and Customer Success teams to ensure seamless handoffs and successful customer onboarding. 
• Contribute to the development of scalable, repeatable payer sales processes, playbooks, and best practices as part of building out HealthStream’s payer go-to-market function.

Requirements

• Bachelor’s degree in Business, Healthcare Administration, or a related field; MBA or advanced degree preferred. 
• Minimum 7–10 years of enterprise SaaS or healthcare technology sales experience with a consistent track record of meeting or exceeding quota. 
• Minimum 3–5 years of direct sales experience selling to healthcare payer organizations (health plans, MCOs, TPAs, benefit managers) or deep domain expertise in payer operations. 
• Demonstrated success closing complex, multi-stakeholder enterprise deals with average contract values of $200K+ and sales cycles of 6–12+ months. 
• Understanding of the healthcare workforce dynamics
• Strong working knowledge of regulatory requirements impacting payers 
• Familiarity with provider data management platforms, or credentialing/network management technology solutions strongly preferred. 
• Experience creating unique proposals that demonstrate thought leadership in aligning solutions to solve complex challenges

Qualifications

• Expert-level consultative and solution selling skills with proven ability to engage C-suite and VP-level executives in strategic business conversations about operational transformation and technology modernization. 
• Exceptional ability to develop and present compelling, quantified ROI business cases 
• Excellent written and verbal communication skills including presentation development, RFP response writing, and executive briefing delivery. 
• Proficiency with enterprise sales methodologies. 
• Entrepreneurial mindset with the ability to thrive in a builder/hunter role, helping to establish HealthStream’s payer market presence as a new strategic growth initiative. 
• Self-motivated, disciplined, and accountable with the ability to work independently in a remote-first environment while collaborating effectively with cross-functional teams. 
• Strong business acumen and intellectual curiosity to rapidly develop subject matter expertise in payer operations, regulatory landscape, and competitive dynamics.

Compensation

• This role features a base salary plus commission with a targeted split of 50% base / 50% variable. At quota, your On-Target Earnings (OTE) are comprised of the base salary and commissions, with the potential of additional uncapped earnings through bonuses and accelerators when exceeding performance targets (quota). The base salary range for this position is $70,352-135,000 with an OTE of $140,704 - $270,000. Base salary will be determined on the candidate’s level of experience and qualifications. Compensation will be commensurate with skills, relevant experience, and performance in similar roles.

Benefits

 HealthStream offers a comprehensive benefits package to eligible employees, including: 

• Medical, Dental and Vision insurance 
• Paid Time Off 
• Parental Leave 
• 401k and Roth 
• Flexible Spending Account 
• Health Savings Account 
• Life Insurance 
• Short- and Long-Term Disability 
• Medical Bridge Insurance 
• Critical Illness Insurance 
• Accident Insurance 
• Identity Protection 
• Legal Protection 
• Pet Insurance 
• Employee Assistance Program 
• Fitness Reimbursement 

Are you passionate about enhancing healthcare outcomes and empowering healthcare professionals? Join the HealthStream team and become a HealthStreamer! Together, we can make a difference in the world of healthcare.

Recruitment Fraud Notice: HealthStream is committed to protecting job seekers from recruitment fraud. All legitimate communications from HealthStream’s Talent Acquisition team will come from an official HealthStream email address. HealthStream will never ask candidates to pay fees, purchase equipment, provide banking information, or share sensitive personal information outside of our secure hiring and onboarding process. If you receive a suspicious message claiming to be from HealthStream, please proceed with caution and report it to the appropriate authorities.

Req #: 47763