Sr. Solution Executive, Payer Market

HEALTHSTREAM INC•Nashville, TN

23h•$110,000 - $130,000•Remote

About The Position

HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter. HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare’s #1 platform. We streamline everyday tasks while improving performance, engagement, and safety – fostering a workplace where people flourish, and care thrives. Why Join Us At HealthStream, you’ll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive. Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care – a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry. We’re proud of our values-forward culture that offers our people: Mission-oriented work Diverse and inclusive culture Competitive Compensation & Bonuses Comprehensive Insurance Plans Mental and Physical Health Support Work-from-home flexibility Fitness Center Reimbursements Streaming Good time off for volunteering Wellness workshops Buddy Program for new HealthStreamers Collaborative work environment Career growth opportunities Continuous learning opportunities Inspiring workspaces to collaborate and connect with other HealthStreamers Free employee parking at our Resource Centers in Nashville and San Diego At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration. We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you! HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law. Position Information Position Overview 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 for provider network management. Target accounts include provider-sponsored health plans, managed care organizations (MCOs), Medicare Advantage plans (MA plans), Medicaid MCOs, third-party administrators (TPAs), specialty benefit managers, CVOs, IPAs, MSOs, PHOs, and specialty networks, and other payer sub-industries requiring automated provider data management and the workflow process for provider onboarding/enrollment, credentialing, contracting, provider directory and network adequacy, and regulatory compliance. This individual will serve as a sales hunter for a defined territory within the payer network management market. The Sr. Solution Executive will identify, qualify, and close complex payer enterprise SaaS sales opportunities with average contract values of $200K–$800K+, managing full-cycle sales from prospecting through contract execution. This role requires deep knowledge of payer operations, provider credentialing workflows, regulatory compliance (CMS, NCQA, state DOI), and the ability to articulate value to C-suite, VP-level, and operational decision-makers.

Requirements

Bachelor’s degree in Business, Healthcare Administration, Information Technology, 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.
Deep understanding of provider credentialing, network management, payer enrollment, delegated credentialing, and provider data management workflows within payer organizations.
Strong working knowledge of regulatory requirements impacting payers including CMS network adequacy standards, NCQA accreditation and certification requirements, state DOI regulations, No Surprises Act compliance, and provider directory accuracy mandates.
Familiarity with provider data management platforms, or credentialing/network management technology solutions strongly preferred.
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 that translate operational pain points (credentialing cycle time, directory accuracy rates, compliance audit exposure, FTE costs) into financial impact.
Advanced proficiency in Salesforce CRM for pipeline management, forecasting, and account planning; experience with sales engagement tools.
Strong technical acumen to understand and articulate SaaS platform capabilities, API integrations, data migration, and implementation methodologies to both technical and business audiences.
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.
Ability to manage multiple complex opportunities simultaneously across different payer sub-segments, each with unique buying processes and compliance requirements.
Demonstrated resilience and adaptability in navigating long, complex enterprise sales cycles with multiple decision-makers and procurement hurdles.

Nice To Haves

Experience selling into one or more of the following payer sub-segments is highly desirable: Commercial health plans (national, regional, state-based) Medicaid Managed Care Organizations (MCOs) Medicare Advantage / Dual-eligible Special Needs Plans (D-SNPs) Third-Party Administrators (independent, union/Taft-Hartley, government) Specialty benefit managers (behavioral health, dental, vision, radiology, transplant/COE, musculoskeletal, fertility, oncology) Delegated credentialing entities (IPAs, PHOs, MSOs, CVOs) Provider-sponsored health plans and payvider organizations Emerging payer models (direct-to-employer, coalitions, captive plans, VBC enablers)

Responsibilities

Own and exceed an annual new business quota by selling payer compliance solutions and complementary HealthStream workforce and training solutions to payer organizations across all sub-segments including provider-sponsored plans, payers, MA plan, MCOs, TPAs, specialty benefit managers, CVOs, IPAs, MSOs, PHOs, and specialty networks.
Manage the full sales cycle from initial prospecting and discovery through solution demonstration, proposal development, contract negotiation, and close for enterprise SaaS deals with 6–12+ month sales cycles.
Build and maintain a qualified pipeline of 3–4x quota coverage through proactive outbound prospecting, industry event networking, referral development, and collaboration with marketing on inbound 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 provider network management challenges including credentialing bottlenecks, directory accuracy failures, network adequacy gaps, delegated credentialing complexity, and regulatory compliance burden.
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.
Position V12 Enterprise’s differentiated value proposition against competitors including symplr, Medallion, CertifyOS, Verifiable, Quest Analytics, and in-house built spreadsheet systems.
Tailor solution presentations and demonstrations to specific payer sub-industry needs, including Medicaid MCO compliance requirements, Medicare Advantage network adequacy mandates, TPA multi-client complexity, and specialty benefit manager network scaling challenges.
Navigate complex, multi-stakeholder buying committees and procurement processes within payer organizations, including RFP/RFI responses.
Represent HealthStream and V12 Enterprise at key industry conferences and events including ViVE, HIMSS, AHIP, NAMSS, and NCQA Health Innovation Summit to generate qualified leads and build brand awareness in the payer space.
Develop and leverage deep expertise in payer industry trends, regulatory changes (CMS proposed rules for 2027, No Surprises Act, state directory accuracy mandates), 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.
Partner with the Healthstream Account Executives to identify and execute cross-sell and upsell opportunities within HealthStream’s 4,700+ existing health system customer base, particularly payvider and provider-sponsored health plan accounts.
Maintain accurate and current opportunity data in Salesforce 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.