Payor BD Lead - NYC

Abridge•New York, NY

13d•Hybrid

About The Position

Abridge was founded in 2018 with the mission of powering deeper understanding in healthcare. Our AI-powered platform was purpose-built for medical conversations, improving clinical documentation efficiencies while enabling clinicians to focus on what matters most—their patients. Our enterprise-grade technology transforms patient-clinician conversations into structured clinical notes in real-time, with deep EMR integrations. Powered by Linked Evidence and our purpose-built, auditable AI, we are the only company that maps AI-generated summaries to ground truth, helping providers quickly trust and verify the output. As pioneers in generative AI for healthcare, we are setting the industry standards for the responsible deployment of AI across health systems. We are a growing team of practicing MDs, AI scientists, PhDs, creatives, technologists, and engineers working together to empower people and make care make more sense. We have offices located in the Mission District in San Francisco, the SoHo neighborhood of New York, and East Liberty in Pittsburgh. The Role We are looking for someone to build and own Abridge's payer vertical. This is a foundational role with full accountability. You will define the product strategy, develop strategic partnerships, build the pipeline, and close deals. You own the outcomes. Reporting to the VP of New Verticals, you will work across the organization with Product, Engineering, Marketing, Strategic Finance, and our health system customers to identify payer use cases, shape the product roadmap, and build relationships with health plans and strategic technology partners. As the vertical scales, you will define the team structure and hiring plan to support growth. The right candidate will bring deep healthcare expertise, strong commercial instincts, and the ability to operate as a business owner.

Requirements

7+ years in healthcare with experience spanning business development, product, partnerships, or strategy roles
Deep understanding of the payer landscape: health plan economics, value-based care, quality programs (HEDIS, Stars), utilization management, and network dynamics
Track record of building and closing complex enterprise healthcare deals with measurable revenue impact
Experience owning a number: whether a quota, P&L, or business unit target
Experience selling 0 to 1 : you've shaped what gets built, not just sold it
Relationships with health plan executives and/or health IT platform leaders
Experience building new business lines or verticals at growth-stage companies
Comfort with ambiguity and the ability to move fluidly between strategy, execution, and closing

Nice To Haves

Experience with clinical documentation workflows, ambient AI, or scribe technology
Familiarity with payer-provider data exchange platforms (e.g., Epic Payer Platform, claims/clinical data integration)
Understanding of foundation AI models and their application in healthcare
Experience with claims data infrastructure and the organizational changes required to operationalize claims-based insights
Background working with health plan innovation or digital health teams

Responsibilities

Define the payer product vision and roadmap in partnership with Product and Engineering
Identify high-value use cases for payers with utilization management, quality improvement, care management, member engagement and translate them into product requirements
Gather market intelligence from payer prospects, existing health system customers, and industry trends to inform product priorities
Build, manage, and close a pipeline of national and regional health plans, Medicaid MCOs, and Medicare Advantage organizations
Own payer revenue targets and define the metrics that measure success
Leverage Abridge's health system partner base to identify payer opportunities and develop joint value propositions
Partner with Marketing to develop payer-specific positioning, content, and conference strategy
Collaborate with Strategic Finance to build business cases and ROI models that resonate with payer economics
Represent Abridge externally at industry events and in executive conversations across the payer ecosystem
Identify and cultivate strategic technology partnerships (e.g., Epic, Oracle, other EHR/health IT platforms) that support the commercial business models of Abridge across all verticals
Explore partnership models with complementary healthcare technology and services companies

Benefits

Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees
Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families.
Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA.
Paid Parental Leave: Generous paid parental leave for all full-time employees.
Family Forming Benefits: Resources and financial support to help you build your family.
401(k) Matching: Contribution matching to help invest in your future.
Personal Device Allowance: Tax free funds for personal device usage.
Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.
Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more.
Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals.
Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment.
Compensation and Equity: Competitive compensation and equity grants for full time employees.