National Sales Lead, New Markets
About The Position
As the National Sales Lead of New Markets, you will own Boulder Care’s national expansion into new states. This is a senior individual contributor role focused on identifying high-opportunity markets, securing net-new payer contracts, and ensuring long-term viability of Boulder’s expansion strategy. You are a strategic hunter – someone who does not wait for leads, but instead creates opportunity through disciplined outreach, sharp market analysis, and value-driven conversations. This role carries variable compensation tied to: new market goals; timely deal completion; and strategic expansion milestones.
Requirements
- 7+ years of enterprise healthcare sales experience
- Deep familiarity with Medicaid managed care organizations and state-level healthcare dynamics
- Experience selling Alternative Payment Models (APMs); VBC experience preferred
- Demonstrated success building new territory or market expansion from scratch
- Strong cross-functional collaboration skills
- Exceptional pipeline discipline and forecasting accuracy
- Ownership mentality – you do not wait for direction to create opportunity
- Resilience and grit in complex sales cycles
Responsibilities
- Market Intelligence & Strategy
- Develop and maintain a real-time understanding of the Medicaid & Commercial payer landscape in prospective markets
- Advise leadership on which markets to enter, pause, or deprioritize
- Assess long-term contract viability and payer alignment before deals close
- Net-New Contract Acquisition
- Own full-cycle sales motions in new markets
- Build relationships with MCO executives and decision-makers
- Connect Boulder’s model to clear financial and quality outcomes
- Ask sharp, value-unlocking questions — even when uncomfortable
- Close contracts that are viable, aligned, and strategically sound
- Pipeline & Forecasting Discipline
- Maintain rigorous pipeline management
- Drive deals to completion with urgency
- Manage timing strategically to hit expansion milestones
- Ensure deals are structured for sustainable growth
- Cross-Functional Execution
- Partner closely with Growth, Operations, Clinical, Licensing, Legal, and Compliance teams.
- Ensure internal teams are prepared for launch.
- Surface operational or compliance risks early.
- Move work forward without friction or territorial behavior.
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
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
