We are seeking a highly experienced and strategic VP of Business Development to drive enterprise revenue growth across the U.S. national health insurance market. In this senior, quota-carrying position, you will focus on acquiring major national payer partnerships, expanding existing enterprise relationships, and unlocking new business opportunities. You will build strategic relationships with leading health plans and navigate complex, matrixed organizations to secure high-value, multi-year agreements. Working across Medicare Advantage, ACA, commercial, and Medicaid markets, you will transform initial engagements into comprehensive, multi-line and multi-market partnerships. You will collaborate closely with Account Management and cross-functional leadership to develop growth strategies and maximize commercial opportunities. This is an exciting opportunity to influence the future of digital healthcare while contributing directly to the growth of an innovative, technology-driven organization.
- Own and achieve an annual revenue growth quota across new national payer acquisitions, geographic expansion, and revenue growth within existing enterprise accounts.
- Build, qualify, manage, and close a robust enterprise sales pipeline through strategic prospecting, industry networks, referrals, and professional events.
- Identify and secure expansion opportunities within existing national payer partnerships, including new business units, geographic markets, lines of business, programs, and member populations.
- Collaborate with Account Management to develop and execute joint account plans, align commercial growth targets, strengthen executive relationships, clarify opportunity ownership, and ensure seamless transitions.
- Develop comprehensive enterprise account strategies for each target payer by identifying relevant business units, budget owners, decision-makers, procurement processes, and contracting pathways.
- Lead complex, multi-stakeholder enterprise sales cycles involving payer executives across quality and Star Ratings, population health, care management, product, network, procurement, and vendor management.
- Develop customized value propositions for Medicare Advantage, ACA, commercial, fully insured, and Medicaid lines of business, as well as broader enterprise-wide agreements.
- Create compelling sales presentations, proposals, RFP responses, and business cases in partnership with Marketing and other internal stakeholders.
- Work closely with Pricing, Finance, and Legal/Contracting teams to structure sophisticated enterprise agreements, including master service agreements and multi-line statements of work.
- Lead the development and negotiation of statements of work, commercial agreements, and contracts to secure sustainable, high-value partnerships.
- Maintain accurate pipeline information and sales activities in HubSpot while delivering reliable monthly, quarterly, and annual revenue forecasts to the Chief Commercial Officer.
- Monitor national payer priorities, healthcare market developments, competitive positioning, and emerging commercial opportunities to inform business development strategies.
- Represent the organization at industry conferences, seminars, webinars, and other strategic networking events.
- Bring customer insights and market intelligence into product development and commercial roadmaps.
- Track, analyze, and report key business development KPIs, including pipeline coverage, win rates, sales cycle duration, new client acquisitions, and expansion revenue.
Requirements:
- At least 10 years of professional experience in enterprise business development or sales, specifically within the health insurance and payer industry.
- Demonstrated success acquiring new enterprise clients and growing business with major national health plans, such as UnitedHealthcare, Elevance Health, Humana, Aetna/CVS Health, Cigna, or Centene.
- Proven track record of expanding existing national payer relationships into new markets, business units, programs, and lines of business, including Medicare Advantage, ACA, commercial, and Medicaid.
- Established executive-level relationships and an extensive professional network within major national health plans.
- Strong experience navigating complex national payer procurement processes, vendor management structures, and enterprise contracting requirements.
- Demonstrated ability to consistently meet or exceed revenue quotas through multi-million-dollar, multi-year enterprise agreements.
- Familiarity with health plan quality programs, including HEDIS and Star Ratings, at-home diagnostics, or population health solutions is considered an advantage.
- Bachelor's degree required, preferably in Business, Science, or a related field. An MBA or other advanced degree is a plus.
- Strong consultative, relationship-driven business development approach, with the ability to establish trust and build lasting executive partnerships.
- Exceptional executive presence and communication skills, including outstanding written and verbal communication and presentation development abilities.
- Proven ability to navigate large, matrixed organizations, engage multiple stakeholders, and build consensus among senior decision-makers.
- Strong commercial and financial acumen, with practical experience in contract structuring, pricing strategies, complex negotiations, and enterprise deal development.
- Excellent pipeline management, organizational, and forecasting capabilities, supported by strong attention to detail and disciplined execution.
- Demonstrated ability to lead and influence cross-functional teams and external stakeholders without relying on direct managerial authority.
- Ability to effectively leverage AI tools and technologies, with a strong understanding of their applications in business development.
- Highly motivated, results-oriented professional with an entrepreneurial mindset and the flexibility to adapt to evolving business priorities.
- Ability to thrive under pressure, manage multiple high-value opportunities simultaneously, and deliver results in a demanding commercial environment.
- Excellent judgment, diplomacy, and interpersonal skills when managing complex client relationships and internal stakeholder discussions.
- Previous experience in a fast-paced and evolving business environment is an advantage.
- Familiarity with HubSpot CRM is preferred.
Benefits:
- Base salary: $150,000–$170,000 annually, depending on qualifications, professional experience, geographic location, market benchmarks, and internal compensation considerations.
- Additional commission opportunities based on sales performance and revenue generation.
- Eligibility for an annual performance bonus.
- Comprehensive healthcare coverage, including medical, dental, and vision insurance.
- Mental health and wellness insurance benefits.
- 401(k) retirement savings plan with employer matching.
- Flexible paid time off (PTO).
- Additional employee perks and benefits.
- Fully remote working environment within the United States.
