Sr. Solution Executive, Payer Market

HEALTHSTREAM INC•Nashville, TN

1d•$70,352 - $135,000•Remote

About The Position

The Sr. Solution Executive, Payer Market is a strategic, quota-carrying sales role responsible for driving new business revenue by selling HealthStream’s payer solutions. Target accounts include managed care organizations (MCOs), Medicare Advantage plans (MA plans), Medicaid MCOs, and other related payer sub-industries requiring workforce solutions. This individual will serve as a sales hunter and relationship builder within the payer network management market. The Sr. Solution Executive will identify, qualify, and close complex payer enterprise sales opportunities, focused on our workforce suite, with average contract values of $200K–$1M+, managing full-cycle sales from prospecting through contract execution. This role requires knowledge of payer operations, workforce trends and insights, and the ability to articulate value to C-suite, VP-level, and operational and BD decision-makers.

Requirements

Bachelor’s degree in Business, Healthcare Administration, or a related field; MBA or advanced degree preferred.
Minimum 7–10 years of enterprise SaaS or healthcare technology sales experience with a consistent track record of meeting or exceeding quota.
Minimum 3–5 years of direct sales experience selling to healthcare payer organizations (health plans, MCOs, TPAs, benefit managers) or deep domain expertise in payer operations.
Demonstrated success closing complex, multi-stakeholder enterprise deals with average contract values of $200K+ and sales cycles of 6–12+ months.
Understanding of the healthcare workforce dynamics
Strong working knowledge of regulatory requirements impacting payers
Familiarity with provider data management platforms, or credentialing/network management technology solutions strongly preferred.
Experience creating unique proposals that demonstrate thought leadership in aligning solutions to solve complex challenges
Expert-level consultative and solution selling skills with proven ability to engage C-suite and VP-level executives in strategic business conversations about operational transformation and technology modernization.
Exceptional ability to develop and present compelling, quantified ROI business cases
Excellent written and verbal communication skills including presentation development, RFP response writing, and executive briefing delivery.
Proficiency with enterprise sales methodologies.
Entrepreneurial mindset with the ability to thrive in a builder/hunter role, helping to establish HealthStream’s payer market presence as a new strategic growth initiative.
Self-motivated, disciplined, and accountable with the ability to work independently in a remote-first environment while collaborating effectively with cross-functional teams.
Strong business acumen and intellectual curiosity to rapidly develop subject matter expertise in payer operations, regulatory landscape, and competitive dynamics.

Nice To Haves

MBA or advanced degree preferred.

Responsibilities

Own and exceed an annual new business quota by selling our suite of payer solutions
Manage the full sales cycle from initial prospecting and discovery through solution demonstration, proposal development, contract negotiation, and close for enterprise SaaS deals with 3–12+ month sales cycles.
Build and maintain a qualified pipeline of 3–5x quota coverage through proactive outbound prospecting, industry event networking, referral development, and collaboration with marketing on inbound lead lead conversion.
Develop and execute territory plans targeting the qualified addressable market of payer organizations.
Achieve or exceed Annual Recurring Revenue (ARR) targets.
Serve as a trusted advisor to payer executives by deeply understanding their challenges and opportunities to incorporate our workforce solutions to align with State priorities and to help plans achieve quality and network adequacy goals.
Lead consultative discovery sessions with VP/C-level stakeholders across network operations, credentialing, compliance, IT, and finance to quantify pain points and build compelling ROI business cases.
Uniquely align Healthstream’s solutions to help payers achieve complex internal and State goals.
Navigate complex, multi-stakeholder buying committees and procurement processes within payer organizations, including RFP/RFI responses.
Represent HealthStream at key industry conferences to generate qualified leads and build brand awareness in the payer space.
Develop and leverage deep expertise in payer industry trends, regulatory changes, and competitive intelligence to position HealthStream as the market leader.
Collaborate with Product and Product Marketing to share prospect feedback to assist in the development of payer-specific sales collateral, case studies, ROI tools, and competitive battle cards that accelerate the sales process.
Provide voice-of-customer insights to Product Management on payer feature requirements, integration needs, and market gaps to inform the product roadmap.
Maintain accurate and current opportunity data in our CRM including pipeline stage, deal value, close dates, competitive intelligence, and stakeholder maps.
Deliver weekly pipeline reviews and monthly/quarterly business reviews to sales leadership with clear articulation of deal progression, risk factors, and forecast accuracy.
Collaborate with Solutions Engineering, Implementation, and Customer Success teams to ensure seamless handoffs and successful customer onboarding.
Contribute to the development of scalable, repeatable payer sales processes, playbooks, and best practices as part of building out HealthStream’s payer go-to-market function.
Adhere to all HealthStream security policies, procedures, and assigned training.