Director, Enterprise Sales (National Accounts)

Stellar Health

13d•$160,000 - $190,000

About The Position

The Director, National Health Plan Account Growth leads revenue retention and growth for United Healthcare and potentially other national payor accounts. The role manages account growth activities at corporate and regional levels, working with Stellar Regional Sales Directors and the Customer Success team. Reporting to a VP, National Accounts, the Director builds and maintains executive-level client relationships, identifies and closes expansion opportunities, develops and executes strategic business plans, and partners with the National Accounts Customer Success Team to improve performance and communicate Stellar’s value. The Director serves as a trusted advisor to healthcare leaders and influences stakeholders across large, complex organizations. The position also requires deep expertise in Medicaid programming and scoping across multiple states and markets, plus the ability to travel 50–60%.

Requirements

Proven history of building strategic relationships, selling new logos, and closing complex deals in enterprise technology sales.
At least seven years of senior-level sales experience.
Experience selling SaaS solutions to payers.
Deep understanding of Medicaid programming and ability to quickly find answers when needed.
Experience selling to and navigating national payors and/or large health systems.
Experience thriving and navigating in a high-growth company.
Relationship-oriented, people-centric contributor with a track record of leadership and collaboration.
Strong analytical, creative problem-solving, and presentation skills.
Excellent written and verbal communication skills.
Strong personal organization, time management, and ability to multitask.
Comfort working in a fast-paced, demanding environment.
Ability to travel 50–60%.

Responsibilities

Drive net dollar retention of assigned accounts to over $10 million in ARR by directly leading and closing new business and expansion opportunities.
Provide expertise on Medicaid programming and scoping across multiple states and markets, supporting sales and retention for assigned accounts and contributing to other team members’ Medicaid lines of business.
Develop and maintain executive relationships with client champions, business owners, and executive sponsors as the strategic account executive.
Maintain product and market knowledge to support stakeholder conversations.
Review and manage contracts, including MSAs, SOWs, NDAs, BAAs, SRAs, and SLAs.
Provide meeting and conference support, including scheduling executive meetings and attending key industry trade events.
Collaborate with Stellar Regional Sales Directors and the Customer Success team on account growth.
Partner with the National Accounts Customer Success Team to drive account performance and communicate Stellar’s value.