National Sales Lead, Existing Markets

Boulder Care

8d • $175,000 - $215,000 • Remote

About The Position

As the National Sales Lead of Existing Markets, you will own and grow Boulder Care’s national book of business across current markets. This is a senior, player/coach role responsible for deepening payer relationships, driving renewals and renegotiations, and expanding revenue within existing contracts.
You are an experienced “farmer” — someone who understands that the deal is never done. You relentlessly uncover new opportunities inside accounts, strengthen executive relationships, and translate performance into expansion.
You will serve as the commercial leader across Boulder’s existing payer portfolio and will provide leadership and direction across the payer-facing team – ensuring alignment, accountability, and disciplined execution.
This role carries variable compensation tied to: Overall payer health; Successful renegotiations and expansions; and Team performance.
This is a critical leadership role for Boulder’s long-term, sustainable growth.

Requirements

• 8+ years of sales experience, with significant experience selling into Medicaid managed care organizations or similar enterprise healthcare buyers
• Proven experience managing and growing a book of business
• Experience negotiating Alternative Payment Models (APMs); Value-Based Care experience strongly preferred
• Demonstrated success leading renewals, renegotiations, and expansions
• Experience in digital health or a high-growth startup environment
• Track record of coaching and developing a team of sellers & account managers
• Financially motivated, with comfort in a meaningful variable compensation structure
• High resilience and grit – you walk through walls to get deals over the line

Responsibilities

• Grow and expand Boulder’s existing payer partnerships through renewals, renegotiations, and contract expansions
• Identify whitespace opportunities across current markets (product expansions, rate adjustments, risk model refinements, new lines of business)
• Lead renegotiations of Boulder’s largest and most strategic contracts
• Ensure renewals are proactive, strategic, and value-driven
• Maintain executive-level visibility into account health, performance metrics, and renewal signals
• Partner closely with the Partner Success team to translate performance data into compelling value narratives
• Escalate risk early and lean into difficult conversations with confidence
• Develop a nuanced understanding of each payer’s business priorities, financial pressures, and policy context
• Sell into Medicaid managed care organizations (MCOs) with fluency and credibility
• Connect Boulder’s model to measurable business outcomes (cost, retention, quality, and access)
• Build and coach a high-performing team
• Set clear expectations and accountability structures
• Model disciplined selling — especially when the number is at risk
• Lean into tough conversations instead of avoiding them
• Create a culture of ownership, learning, and performance
• Partner with Growth, Product, Clinical, Legal, and Finance to ensure commercial commitments are realistic and aligned
• Ensure sales enablement needs are surfaced and addressed
• Support executive-level relationship management when appropriate

Benefits

• Contribute to meaningful, life-saving work!
• Comprehensive medical, dental, vision, and short-term disability benefits designed to take care of our employees and their families
• Mental Health Services via insurance coverage, including Talkspace, and EAP for continuous care
• 4 weeks of vacation accrued per calendar year with a tenured increase to 5 weeks at 2 years of employment
• Sick leave accrued at 1 hr for every 30 hrs paid
• 9 Paid Holidays per year
• 12 weeks of 100% paid parental leave for the birth or adoption of a child (after 6 months of employment)
• 401(k) retirement savings
• Remote friendly with hardware provided to complete your work duties

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed