Director, Enterprise Sales
About The Position
The Director, Enterprise Sales will lead a critical revenue function at Stellar Health: driving new business and growing existing relationships with health plans and payers within a defined territory. This is a field sales role for an experienced enterprise hunter who thrives in complex, consultative environments and can navigate the unique dynamics of the payer ecosystem. This individual will own the full sales cycle from prospecting through close — identifying net new logo opportunities at national and regional health plans, building executive-level relationships, and expanding revenue within existing payer accounts. The role demands someone who can operate effectively within a 6–18 month enterprise sales cycle, sustaining momentum and advancing complex deals through multiple stakeholder layers. The right candidate brings deep credibility in the health plan and payer market, a relentless drive to win new business, and the discipline to manage a robust pipeline over long sales cycles. They will serve as a trusted advisor to senior leaders at health plans, translating Stellar’s platform value into outcomes that matter most to payers: improved quality performance, reduced medical costs, and stronger provider partnerships.
Requirements
- 7+ years of enterprise sales experience with a demonstrated track record of closing net new business — not account management alone.
- Proven experience selling into health plans, payers, or managed care organizations is required.
- Direct experience navigating and closing complex enterprise deals with sales cycles of 6–18 months.
- Consistent history of quota attainment in a role requiring net new logo generation.
- Strong understanding of payer economics, value-based care models, quality measurement (HEDIS, Stars), and how health plans evaluate and buy technology.
- Ability to build executive-level trust with senior payer leadership (C-suite, VP-level) and manage multi-stakeholder buying processes.
- Experience with SaaS-based healthcare technology solutions.
- Skilled in consultative selling, deal structuring, and complex contract negotiation.
- Strong pipeline management and CRM discipline; comfortable with long-cycle forecasting.
- Strong written and verbal communication skills; able to translate platform value into clear outcomes for payer audiences.
- Comfortable operating in a high-growth environment with significant autonomy and accountability.
- Ability to travel 25–30% for in-person prospect meetings and industry events.
Nice To Haves
- You are a true hunter — energized by building pipeline from scratch, navigating long complex deals, and winning new business in a market you know well
- You have spent meaningful time in the payer ecosystem and understand how health plans buy, who the real decision makers are, and how to build the internal coalitions that close deals
- Long sales cycles do not discourage you — you know how to keep momentum alive over 12+ months, manage multiple threads within an account, and bring deals across the finish line
- You are motivated by the mission: helping primary care providers deliver better care while helping health plans improve quality outcomes and reduce costs
- You take ownership of your numbers, and you know that success here means consistently generating new logos — not managing what already exists
- You want to be part of a company with a proven model that is ready to scale
Responsibilities
- Own net new logo acquisition from national and regional health plans and payers, owning prospecting, outreach, and pipeline development from the ground up.
- Partner with our customer success team to identify expansion opportunities within existing accounts, and then own the process for landing these expansions.
- Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations.
- Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals.
- Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e.g., CMO, VP Quality, VP Value-Based Programs).
- Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly.
- Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams.
- Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership.
- Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG.
- Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience.
- Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy.
Benefits
- Medical, Dental and Vision Benefits
- Flexible PTO
- Universal Paid Family and Caregiver Leave
- Wellhub+ Gym Memberships
- Pre-tax commuter benefits, HA, FSA plans
- Company sponsored One Medical memberships and Citibike memberships
- Medical Travel Benefits
- JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them
- Stock Options & a 401k matching program
- A broad calendar of company sponsored social events that for our in-office and remote employees
- Company sponsored lunch for all NY HQ employees
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
