Director of Sales - Payer Sales, NaviNet | Remote | NantIQ

NantHealth•El Segundo, CA

3d•Remote

About The Position

NantIQ is seeking a skilled sales professional to drive sales growth for its NaviNet product line. The Director of Payer Sales will be responsible for expanding NaviNet's reach within large health plans and payer-adjacent organizations by identifying, developing, and nurturing relationships with key decision-makers. This role requires a leader with deep healthcare payer expertise to uncover new opportunities, lead consultative sales engagements, and manage complex deals from initiation to closure. Ideal candidates will have a strong grasp of payer and provider operations, including eligibility and benefits, claims workflows, prior authorization, document exchange, provider engagement, administrative efficiency, and cost reduction. The role demands an ability to identify operational challenges, build trust with payer stakeholders, and articulate the value of NaviNet's solutions. Success in this role requires a self-directed, results-oriented approach with a proven history of achieving sales targets and the capacity to manage a sales territory independently. The Director will act as the voice of the customer, providing market insights to shape sales strategy, product positioning, and innovation, contributing to NantIQ's mission of enhancing healthcare connectivity, efficiency, and outcomes. While the position is remote, up to 35% travel is expected for client meetings, conferences, and events, with potential variations based on business needs.

Requirements

Bachelor’s degree in business administration (sales), Healthcare Administration, Information Technology, Life Sciences, or a related field.
5+ years of progressive sales or business development experience within healthcare software, SaaS, healthcare technology, or related industries, with a proven track record of success selling to large national and regional payer organizations.
Demonstrated success in business development, client development, strategic partnerships, account growth, or enterprise sales, with direct experience engaging payer operations, provider relations, network management, claims, utilization management, technology, and other key stakeholders.
Proven track record of consistently achieving or exceeding sales goals and delivering measurable results in pipeline growth, revenue generation, account expansion, strategic partnerships, or other meaningful business outcomes.
Experience selling SaaS, healthcare technology, payer-provider collaboration, or administrative workflow solutions, preferably supporting eligibility and benefits, claims, prior authorization, provider portals, interoperability, document exchange, provider engagement, workflow automation, or related administrative functions.
Strong understanding of payer and provider operational priorities, including administrative efficiency, reduction of manual transactions, workflow automation, provider experience, call volume reduction, interoperability, compliance, network collaboration, and administrative cost management.
Demonstrated ability to build credibility and develop strategic relationships with director, senior director, and executive-level payer stakeholders across operations, provider relations, network management, claims, utilization management, technology, digital transformation, and business functions.
Proven ability to manage complex, enterprise-level sales cycles, including prospecting, discovery, solution development, executive presentations, contract negotiation, and closing.
Highly self-directed and comfortable managing multiple opportunities, prioritizing activities, maintaining consistent follow-up, and driving next steps with limited day-to-day supervision.
Proficient in CRM tools and disciplined in maintaining accurate account records, managing pipeline activity, documenting next steps, forecasting, and providing reliable visibility into opportunity status.
Demonstrates strong commercial judgment, including the ability to qualify opportunities, identify and address operational and organizational deal blockers, engage the appropriate internal subject matter expertise, and effectively prioritize resources.
Strong communication, organization, presentation, collaboration, curiosity, and follow-through skills, with the ability to adapt to changing customer needs, technology environments, and complex healthcare operations.

Responsibilities

Develop and execute a strategic, proactive sales strategy to expand NaviNet within new and existing payer relationships.
Identify, develop, and close new business opportunities across national and regional health plans, managed care organizations, and payer services organizations.
Build and maintain trusted relationships with key payer stakeholders and senior executives across various departments including provider network operations, claims, eligibility and benefits, utilization management, provider relations, digital transformation, interoperability, contact center, procurement, and related functions.
Leverage a consultative sales approach to uncover customer needs, operational challenges, and strategic priorities, and effectively position NaviNet’s payer-provider collaboration and administrative workflow solutions.
Lead complex sales engagements from prospecting and discovery through solution development, presentation, negotiation, contracting, and close, maintaining ownership and momentum throughout the sales cycle.
Develop and communicate compelling business cases, account strategies, proposals, and pursuit plans that clearly demonstrate the operational, financial, and strategic value of NaviNet.
Negotiate and close complex enterprise agreements, leveraging a proven track record of success selling into large payer organizations and consistently delivering against sales objectives.
Establish credibility with senior and C-suite executives by demonstrating a deep understanding of payer operations, provider needs, administrative workflows, healthcare technology, and evolving market dynamics.
Partner effectively with Sales, Product, Marketing, Client Success, Implementation, and executive leadership teams to develop customer-specific strategies, coordinate subject matter expertise, and support proposals, contracting, and other deal activities.
Independently manage pipeline development, prospecting, outreach, follow-up, CRM activity, forecasting, meeting preparation, and internal coordination with limited day-to-day supervision.
Apply strong analytical, strategic thinking, creative problem-solving, communication, and presentation skills to navigate complex customer environments and develop solutions that align payer priorities with NaviNet’s capabilities.
Adapt quickly to changing customer needs, market conditions, organizational priorities, and technology environments while effectively managing multiple opportunities and maintaining consistent sales momentum.
Maintain current knowledge of healthcare payer and provider operations, interoperability, administrative workflows, digital transformation, and market trends to provide valuable insights and proactive guidance to clients and internal teams.
Serve as a strong voice of the customer by bringing market intelligence, customer feedback, and emerging payer and provider needs into NantIQ to inform sales strategy, solution positioning, product development, and innovation.