The VP, Payer Sales is a senior commercial leader responsible for driving Arbital Health's growth across the health plan market. Reporting to the Chief Commercial Officer, this individual will own the strategy, execution, and performance of Arbital's payer sales organization while building long-term executive relationships with regional and national health plans.
This leader will be responsible for originating and closing complex enterprise opportunities, expanding strategic partnerships, developing a high-performing team of Sales Directors, and helping shape Arbital's payer go-to-market strategy. The ideal candidate combines deep payer expertise with enterprise SaaS sales experience and thrives in an early-stage, high-growth environment.
Key ObjectivesOwn and exceed annual bookings, ARR, and pipeline targets across the payer segment.
Build and maintain executive relationships with regional and national health plan leaders.
Recruit, develop, and mentor a high-performing team of Sales Directors.
Drive disciplined pipeline generation, forecasting, account planning, and sales execution.
Partner cross-functionally with Product, Marketing, Delivery, and Customer Success to ensure exceptional customer outcomes and expansion opportunities.
Serve as Arbital's executive leader for the payer market, influencing commercial strategy, product direction, and market positioning.
Own the full enterprise sales cycle from prospecting through contract execution.
Develop and execute strategic account plans for priority payer organizations.
Build trusted relationships with C-suite executives, clinical leaders, finance executives, actuaries, and operational stakeholders across regional and national health plans.
Lead complex, multi-stakeholder enterprise sales processes with long buying cycles.
Consistently achieve and exceed bookings and revenue objectives.
Recruit, coach, and develop a high-performing team of Sales Directors.
Establish performance expectations, sales processes, forecasting discipline, and pipeline rigor.
Mentor team members on executive selling, strategic account planning, negotiation, and commercial leadership.
Foster a collaborative, accountable, and high-performance sales culture.
Develop and execute Arbital's payer go-to-market strategy in partnership with executive leadership.
Identify new market opportunities, strategic partnerships, and expansion opportunities.
Provide competitive intelligence and market insights to inform product strategy and commercial investments.
Represent Arbital at industry conferences, executive briefings, and customer events as a senior commercial leader.
Partner closely with Product, Delivery, Customer Success, Marketing, and Actuarial teams to deliver an exceptional customer experience from initial engagement through expansion.
Ensure seamless transitions from sales through implementation while maintaining executive sponsorship for strategic accounts.
Collaborate on pricing strategy, proposals, contracting, and executive-level negotiations.
10+ years of enterprise sales, business development, or commercial leadership experience selling to health plans, or equivalent leadership experience within a health plan.
Demonstrated success consistently exceeding enterprise SaaS bookings and revenue targets while managing complex, multi-million-dollar sales opportunities.
Deep understanding of the payer market, value-based care, healthcare economics, and health plan decision-making processes.
Experience selling enterprise SaaS solutions; experience selling technology paired with consulting or professional services is strongly preferred.
Previous startup or high-growth company experience with a demonstrated ability to build repeatable sales processes and scale commercial organizations.
Experience with strategic sales methodologies such as Miller Heiman Strategic Selling; Challenger Sales certification or experience is a plus.
Data-driven leader with strong forecasting, pipeline management, and account planning discipline.
Highly collaborative with demonstrated success partnering across Product, Delivery, Marketing, Customer Success, and Executive Leadership.
Comfortable operating in a fast-paced, high-growth startup environment with ambiguity, ownership, and evolving priorities.
Skills Required
- 10+ years of enterprise sales, business development, or commercial leadership experience selling to health plans (or equivalent health plan leadership experience).
- Demonstrated success consistently exceeding enterprise SaaS bookings and revenue targets while managing complex, multi-million-dollar sales opportunities.
- Deep understanding of the payer market, value-based care, healthcare economics, and health plan decision-making processes.
- Experience selling enterprise SaaS solutions.
- Experience selling technology paired with consulting or professional services.
- Previous startup or high-growth company experience with ability to build repeatable sales processes and scale commercial organizations.
- Experience with strategic sales methodologies (e.g., Miller Heiman Strategic Selling).
- Challenger Sales certification or experience.
- Data-driven leadership with strong forecasting, pipeline management, and account planning discipline.
- Experience recruiting, coaching, and developing high-performing sales teams (Sales Directors).
- Highly collaborative with demonstrated success partnering across Product, Delivery, Marketing, Customer Success, and Executive Leadership.
- Comfortable operating in a fast-paced, high-growth startup environment with ambiguity and ownership.
What We Do
Arbital Health’s vision is to become the neutral 3rd party adjudicator of outcomes based contracts, unlocking and accelerating the $1 trillion shift to Value-Based Care in the U.S. healthcare system. We aspire to be the trusted umpire adjudicating every outcome-based contract in healthcare, whether contracts are between life sciences companies and payers, payers and providers, or employers and digital health companies. We will make it simple to adjudicate contracts and unlock the trillion dollar shift to value-based care in America. In doing so, we will help to solve healthcare’s biggest problem.
