Director of Sales - MDLive - Remote

Cigna Healthcare•Florida Work at Home, TN

3d•Remote

About The Position

The Director of Sales is responsible for driving 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 position owns the customer acquisition lifecycle from prospecting and opportunity development through contracting, implementation support, and formal transition to Client Success. The Director develops territory and account strategies, builds executive relationships, leads complex consultative sales processes, and designs solutions around customer needs. The role works closely with Product, Clinical, Network, Operations, Finance, Legal, Implementation, Marketing, and Client Success teams to coordinate deals and navigate complex organizational structures. The position also manages and develops assigned direct reports. The role is remote, with travel of up to 40%. For employees working from home occasionally or permanently, cable broadband or fiber-optic internet service with speeds of at least 10 Mbps download and 5 Mbps upload is required.

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 involving multiple stakeholders and extended purchasing timelines.
Experience collaborating across functions to develop customized client solutions and address 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 learn new products, market dynamics, and healthcare trends quickly.
Positive, collaborative, team-oriented mindset, strong work ethic, and high accountability.
Strong negotiation, communication, presentation, and relationship management skills.
Experience using Salesforce and related sales technologies for forecasting and pipeline management.
Experience using AI tools day to day to support workflows and create efficiencies.
Ability to work across complex organizations and influence outcomes without direct authority.
At least 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.

Nice To Haves

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

Responsibilities

Drive net-new logo acquisition in 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 MDLive solutions.
Build and maintain executive-level relationships with health plans, employers, consultants, TPAs, health systems, brokers, and strategic partners.
Partner with Product, Clinical, Network, Operations, Finance, Legal, Implementation, Marketing, and Client Success to develop customized solutions and support the customer lifecycle.
Coordinate internal deal teams and drive alignment, accountability, and execution through opportunity development, 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 accurate pipeline, forecasts, and opportunity records 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 competition, 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, and go-to-market initiatives.
Manage and develop assigned direct reports through coaching, performance management, and professional development.
Perform other duties as assigned.