Director of Sales - MDLive - Remote

The Cigna Group

3d•Remote

About The Position

The Director of Sales drives new-logo acquisition and revenue growth across health plans, employers, third-party administrators (TPAs), consultants, and health systems. This is a hunter role focused on identifying, developing, and closing strategic enterprise opportunities in the healthcare market. The successful candidate exceeds sales quotas through proactive prospecting, executive relationship development, and disciplined management of complex, multi-stakeholder sales processes. The role owns the customer acquisition lifecycle, from prospecting and opportunity development through contracting, implementation support, and transition to Client Success. The Director works with internal partners and external stakeholders to design solutions for client needs, understand sophisticated healthcare benefit and virtual care offerings, and navigate complex organizational structures. Success requires collaboration with Product, Clinical, Network, Operations, Finance, Legal, Implementation, Marketing, and Client Success teams. The position also manages and develops assigned direct reports. The role is remote and may require travel of up to 40%. Employees working from home occasionally or permanently must obtain internet service through a cable broadband or fiber optic provider with speeds of at least 10 Mbps download and 5 Mbps upload. Evernorth Health Services, a division of The Cigna Group, creates pharmacy, care, and benefit solutions intended to improve health and increase vitality.

Requirements

Demonstrated success meeting and exceeding enterprise sales quotas in healthcare, digital health, benefits, or virtual care markets.
Proven ability to acquire net-new logos and build pipeline through proactive business development.
Deep understanding of healthcare benefits, plan design, funding arrangements, and employer and health plan buying processes.
Strong knowledge of the virtual care, digital health, and healthcare benefits ecosystem.
Ability to manage complex, detail-oriented sales cycles with multiple stakeholders and extended purchasing timelines.
Experience collaborating cross-functionally to develop customized client solutions and navigate operational, clinical, technical, and contractual requirements.
Established executive-level relationships within health plans, employers, consultants, TPAs, and healthcare organizations.
Strong executive presence and demonstrated success engaging C-suite decision makers.
Exceptional organizational, analytical, and project management skills, including the ability to manage multiple priorities.
Ability to rapidly learn new products, market dynamics, and healthcare trends.
Positive, collaborative, team-first mindset, strong work ethic, and high degree of accountability.
Strong negotiation, communication, presentation, and relationship management skills.
Experience using Salesforce and related sales technologies to maintain accurate forecasts and pipeline visibility.
Experience using AI tools day to day to support workflows and create efficiencies.
Ability to work effectively across complex organizations and influence outcomes without direct authority.
10+ years of enterprise healthcare sales experience.
Demonstrated success selling to health plans, large employers, consultants, TPAs, and healthcare organizations.
Proven history of achieving or exceeding annual sales quotas and revenue targets.
Experience selling solutions requiring coordination across clinical, operational, financial, technology, and executive stakeholder groups.
Ability to meet the stated home internet requirement when working from home: cable broadband or fiber optic service with at least 10 Mbps download and 5 Mbps upload.

Nice To Haves

Bachelor’s degree preferred.
Enterprise healthcare sales experience in virtual care, digital health, health plans, healthcare benefits, or employer solutions preferred.
Experience with provider network strategy or network contracting strongly preferred.
Experience managing opportunities through implementation and client transition processes preferred.

Responsibilities

Drive net-new logo acquisition within an assigned territory through strategic prospecting, executive relationship development, and pipeline management to meet or exceed annual revenue quotas.
Develop and execute territory and account strategies, buyer engagement plans, and opportunity-specific sales motions.
Lead consultative sales processes involving clinical, operational, financial, technology, procurement, legal, and executive stakeholders.
Understand prospects’ benefit strategies, plan designs, funding arrangements, member engagement challenges, and total cost of care objectives to position solutions effectively.
Build and maintain executive-level relationships with health plans, employers, consultants, TPAs, health systems, brokers, and strategic partners.
Collaborate with internal teams to develop customized solutions and support execution throughout the customer lifecycle.
Coordinate internal deal teams and promote alignment, accountability, and timely execution from opportunity development through contracting, implementation readiness, and transition to Client Success.
Navigate organizational structures, procurement processes, stakeholder dynamics, and decision-making frameworks to advance opportunities and remove barriers to closing.
Maintain pipeline, forecasting, and opportunity management in Salesforce, including visibility into deal progress, risks, and growth opportunities.
Develop pricing strategies, financial proposals, and business cases aligned with customer needs and MDLive’s growth objectives.
Monitor competitive activity, market trends, virtual care innovations, and healthcare benefit developments to refine positioning and sales strategies.
Provide market feedback and customer insights to inform product development, pricing strategies, and go-to-market initiatives.
Manage and develop assigned direct reports through coaching, performance management, and professional development.
Perform other duties as assigned.