Director, Health Plan Sales

9amHealth

2d•Remote

About The Position

The Director of Health Plan Sales will open and close new partnerships with national and regional health plans. This is an individual contributor role for a seller who already knows the health plan landscape, has the relationships to get meetings fast, and wants to own deals from first conversation to signed contract. You will build two kinds of partnerships: Network provider partnerships: 9amHealth joins a plan's provider network as an in-network virtual care provider, so members can access our clinicians and programs as a covered benefit. Vendor partnerships: 9amHealth is contracted by the plan as a value-added clinical program (for example, cardiometabolic or GLP-1 management) offered to its fully insured and ASO/self-funded clients. You will report to the Chief Commercial Officer and can be based anywhere in the US. Travel to client meetings, industry events, and our Encinitas, CA office is expected (~40%).

Requirements

8+ years of enterprise sales or business development experience in healthcare, with at least 5 years selling directly to commercial health plans.
A track record of closing new health plan partnerships, whether as a network provider agreement, a vendor contract, or both, with deal sizes and timelines you can walk us through.
A strong, active network across national and regional health plans, and the ability to secure senior-level meetings quickly.
Deep knowledge of how health plans work: lines of business (commercial, ASO/self-funded, Medicare Advantage, Medicaid), network contracting, credentialing, claims and reimbursement, quality programs, and vendor procurement.
Fluency in value-based and outcomes-based contracting, and comfort building a clinical and financial ROI case with plan actuaries and medical leadership.
Experience running long, complex sales cycles with many stakeholders on your own, with little support needed.
Clear, credible written and verbal communication with executives, clinicians, and contracting teams.
Ability to travel up to 40% for client meetings, conferences, and time at our Encinitas office.

Nice To Haves

Experience selling digital health, virtual care, or chronic condition management (diabetes, obesity, hypertension) programs to payers.
Experience with GLP-1, pharmacy benefit, or PBM-adjacent solutions.
Prior work on the health plan side, such as network management, provider contracting, or clinical programs.
Experience selling an emerging product at a growth-stage company.
An entrepreneurial mindset and comfort building a channel from the ground up.
Experience with HubSpot or a similar CRM.

Responsibilities

Open doors fast. Use your existing health plan network to secure early meetings with decision-makers across network management, provider contracting, clinical programs, product, and medical management.
Own the full sales cycle. Source, qualify, and close new health plan partnerships, from first outreach through proposal, negotiation, and signed contract.
Build network provider partnerships. Lead in-network contracting conversations, including credentialing requirements, reimbursement models, billing and coding approach, and network adequacy fit.
Build vendor partnerships. Position 9amHealth as a plan-contracted clinical program, shaping deal structures such as PMPM, value-based, and outcomes-guaranteed pricing, and plan-to-client (ASO/fully insured) distribution.
Navigate complex buying groups. Map stakeholders, build internal champions, and manage procurement, vendor vetting, security reviews, and legal redlines.
Shape the story. Tailor our clinical and financial value case (ROI, outcomes data, member engagement) to each plan's priorities, quality metrics, medical cost trend, and GLP-1 spend.
Partner cross-functionally. Work with our COO, Chief Medical Officer, marketing, finance, and implementation teams on proposals, pricing, collateral, and a smooth handoff to launch.
Bring the market back in. Serve as our in-house expert on the health plan industry, sharing competitive intelligence and buyer feedback to inform product, pricing, and go-to-market strategy.
Forecast with discipline. Maintain an accurate pipeline in HubSpot and report activity, pipeline, and forecast to the executive team.
Show up in the market. Represent 9amHealth at industry conferences and events (e.g., AHIP) to build relationships and generate pipeline.