Director, Network Enterprise

Stellar Health

9d•$140,000 - $160,000

About The Position

Stellar Health is seeking a Director, Network Enterprise to lead and manage a team of Account Executives focused on expanding its national network of enterprise primary care provider groups and Strategic Networks. Reporting to the VP of Network Strategy and Growth, this role leads the team through the full sales cycle for large, multi-site provider groups and Strategic Networks, including CINs, IPAs, and ACOs. The Director owns the Network Enterprise ARR goal nationally and supports the shift from fee-for-service workflows to value-based care workflows. The Director is responsible for sales performance, team development, and complex deal leadership, as well as improving sales processes and operational practices. The role also collaborates with Network Leadership, Payor-facing teams, Implementations, Provider Success, Network Operations, and the Director of SMB Provider Sales to coordinate strategy, practice onboarding, performance tracking, and alignment across sales motions.

Requirements

At least 8 years of sales experience, including direct selling and closing new business; health technology experience is preferred. (Required)
At least 4 years of people-management experience leading a sales team responsible for the full sales cycle and closing new business. (Required)
Value-based care experience, including working knowledge of Payor incentive programs and different VBC models. (Required)
Consistent record of meeting or exceeding quota as both an individual seller and a sales leader. (Required)
Experience recruiting, hiring, developing, and retaining high-performing individual contributors.
Experience selling to complex, multi-stakeholder provider organizations such as enterprise medical groups, CINs, IPAs, or ACOs.
Analytical ability to drive forecasting and performance reporting that informs team strategy.
Experience using Salesforce and maintaining strong CRM hygiene across a team.
Critical-thinking and solution-oriented approach when facing obstacles.
Self-starter with a desire to learn, grow, and excel in the role.
Excellent communication skills and persistent follow-through on commitments.
Ability to thrive in collaborative and demanding environments.

Nice To Haves

Health technology sales experience.

Responsibilities

Own the Network Enterprise ARR goal and team KPIs on monthly, quarterly, and annual bases to meet or exceed quota targets.
Manage, mentor, and coach Account Executives and a Business Development Representative through regular one-on-ones, funnel reviews, and call coaching, and support their career development.
Hire, onboard, and ramp new team members against defined milestones, and create development paths to retain and grow top performers.
Partner with Account Executives on complex, high-value opportunities by supporting positioning, value framing, and next-step discipline while the Account Executive remains the deal owner.
Lead engagements with Strategic Networks, including CINs, IPAs, and ACOs, to secure alignment and an agreed path to activation at member practices.
Use Salesforce and analytical tools to track quota performance, prepare quarterly forecasts, and report attainment, risks, and priorities to Network Leadership.
Design, implement, and continually improve the Network Enterprise sales process, playbooks, and best practices, aligning with the broader Network approach while accounting for differences in sales motions.
Ensure team adoption of the sales process and compliance with CRM documentation requirements for accurate and reliable reporting.
Lead ongoing team training on sales execution, value-based care, Stellar's Payor programs, objection handling, and performance effectiveness.
Prioritize and assign enterprise targets from Payor lists and Strategic Networks.
Develop expertise in Stellar's Payor programs and translate program changes into team positioning and enablement.
Collaborate with Network Leadership and Payor-facing teams to prioritize targets based on customer needs and consolidate field feedback for Payor partners.
Work with Implementations and Provider Success to maintain and improve hand-off processes for newly onboarded practices and support their performance on Stellar.
Collaborate with Network Operations to design, configure, and maintain dashboards for functional KPIs, individual Account Executive performance, and customer-level tracking.
Partner with the Director, SMB Provider Sales on account assignments, shared processes, and training, supporting a unified Network approach.