VP of Business Development, Health Plans

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a VP of Business Development, Health Plans based in the United States.

We are looking for an experienced and commercially driven VP of Business Development to lead revenue growth across the U.S. health insurance market. In this senior, quota-carrying role, you will focus on acquiring new health plan partners, expanding existing relationships, and unlocking new market opportunities. You will develop strategic partnerships with Blue Cross Blue Shield organizations and regional health plans across Medicare Advantage, ACA, commercial, and Medicaid markets. Working closely with executive stakeholders and cross-functional teams, you will shape complex enterprise deals and turn initial programs into long-term, multi-market partnerships. You will play a key role in defining commercial strategies, identifying growth opportunities, and influencing product direction through market insights. This is an exciting opportunity to make a significant impact in a fast-growing digital health environment focused on innovation, technology, and improving healthcare accessibility.

Accountabilities:

Own and deliver an annual revenue growth quota across new client acquisitions, market expansion, and revenue growth within existing health plan partnerships, with a particular focus on Blue Cross Blue Shield organizations and regional health plans.
Build, develop, qualify, and convert a strong enterprise sales pipeline through strategic prospecting, professional networks, referrals, and industry events.
Identify and secure expansion opportunities within existing accounts, including new lines of business, geographic markets, programs, and member populations.
Collaborate closely with Account Management to develop joint account plans, align growth objectives, strengthen executive relationships, and ensure clear ownership of commercial opportunities.
Lead complex, multi-stakeholder enterprise sales cycles involving senior executives across quality and Star Ratings, population health, care management, product, and provider networks.
Develop tailored value propositions and commercial strategies for Medicare Advantage, ACA, commercial, fully insured, and Medicaid lines of business, aligning solutions with health plan priorities and budgets.
Create compelling sales presentations, proposals, RFP responses, and business cases in collaboration with Marketing and other internal stakeholders.
Partner with Pricing, Finance, and Legal/Contracting teams to structure competitive commercial agreements, negotiate terms, and oversee the development of statements of work and contracts.
Maintain accurate pipeline records in HubSpot and provide reliable monthly, quarterly, and annual revenue forecasts to senior commercial leadership.
Coordinate with Account Management and Implementation teams to ensure smooth client onboarding, effective handovers, and clear long-term growth strategies.
Maintain in-depth knowledge of healthcare market trends, health plan priorities, competitive dynamics, and emerging industry opportunities.
Represent the organization at relevant industry conferences, seminars, webinars, and external networking events.
Bring market intelligence and customer feedback into product development and commercial planning.
Monitor and report on key business development metrics, including pipeline coverage, win rates, sales cycle duration, new client acquisitions, and expansion revenue.
Requirements:
At least 7 years of experience in enterprise business development or sales, specifically selling products or services to health plans.
Demonstrated success acquiring new clients, particularly Blue Cross Blue Shield organizations and regional health plans.
Proven ability to grow revenue within existing health plan accounts and secure expansion into new markets, lines of business, and programs.
Strong experience with Medicare Advantage is highly preferred.
Familiarity with health plan quality programs, including HEDIS and Star Ratings, at-home diagnostics, or population health solutions is an advantage.
Established professional network and strong executive-level relationships within the health insurance industry.
Demonstrated success meeting or exceeding sales quotas on multi-million-dollar, multi-year enterprise agreements.
Bachelor's degree required, preferably in Business, Science, or a related discipline. An MBA or other advanced degree is considered an asset.
Strong consultative and relationship-driven business development skills, with the ability to build trust and develop long-term strategic partnerships.
Exceptional executive presence and communication abilities, including outstanding verbal and written communication and presentation skills, with confidence engaging C-suite stakeholders.
Strong commercial and financial acumen, including experience with contract development, pricing strategies, deal structuring, and complex negotiations.
Excellent pipeline management, organizational, and forecasting skills, combined with strong attention to detail and disciplined execution.
Proven ability to lead and influence cross-functional teams and external stakeholders without direct managerial authority.
Fluency in leveraging AI tools and technologies to support business development activities and improve productivity.
Highly motivated, results-oriented professional with an entrepreneurial mindset and the flexibility to adapt to changing business priorities.
Ability to manage multiple high-stakes opportunities, work effectively under pressure, and consistently deliver against ambitious targets.
Strong judgment, diplomacy, and interpersonal skills when navigating complex client relationships and internal discussions.
Previous experience in a fast-paced, evolving business environment is an advantage.
Familiarity with HubSpot CRM is preferred.
Benefits:
Base salary: $150,000–$170,000 annually, depending on qualifications, experience, location, market benchmarks, and internal compensation considerations.
Additional commission opportunities based on business development performance.
Eligibility for an annual performance bonus.
Comprehensive healthcare coverage, including medical, dental, and vision insurance.
Mental health and wellness benefits.
401(k) retirement savings plan with employer matching.
Flexible paid time off (PTO).
Additional employee perks and benefits.
Fully remote working arrangement within the United States.