VP of Insurance Discovery Sales

R1 RCM

1d•$117,500 - $173,605

About The Position

R1 is the leading provider of technology-driven solutions that transform the patient experience and financial performance of hospitals, health systems and medical groups. We are the one company that combines the deep expertise of a global workforce of revenue cycle professionals with the industry’s most advanced technology platform, encompassing sophisticated analytics, AI, intelligent automation, and workflow orchestration. Our mission is to be the one trusted partner to manage revenue, so providers and patients can focus on what matters most. Our priority is to always do what is best for our clients, patients and each other. With our proven and scalable operating model, we complement a healthcare organization’s infrastructure, quickly driving sustainable improvements to net patient revenue and cash flows while reducing operating costs and enhancing the patient experience. This role is sales commission eligible with an average base pay of $185k and target OTE ranging from $475k - $575k The VP, Insurance Discovery Sales is a commercial leader responsible for driving quota-bearing revenue growth, market penetration, and strategic positioning of R1’s Insurance Discovery solutions. This role blends sales leadership, market development, and subject matter expertise, ensuring R1 wins and expands Insurance Discovery opportunities across health systems and hospitals. This executive partners closely with regional sales leaders, account executives, product, marketing, finance, and operations to build pipeline, accelerate deal velocity, and ensure disciplined execution from lead generation through close. The leader will both personally drive new business opportunities and serve as a trusted specialist in complex pursuits, shaping solution strategy, articulating value, and closing executive-level opportunities.

Requirements

Extensive experience in healthcare revenue cycle, commercial strategy, or enterprise healthcare solution sales
Demonstrated success in quota-bearing roles with proven achievement against annual revenue targets
Deep knowledge of revenue cycle workflows including eligibility, coverage, self-pay, and bad debt strategies
Experience leading complex enterprise or consultative solution sales engagements
Strong executive presence and ability to engage CFO, revenue cycle leadership, and senior operations leaders
Exceptional communication, strategic storytelling, and negotiation capability
Strong analytical and financial acumen including business case and ROI development

Nice To Haves

Experience with coverage discovery or hidden coverage identification platforms
Familiarity with major EHR and RCM technologies
Experience leading sales strategy or vertical solution go-to-market programs
Bachelor’s degree or MBA preferred

Responsibilities

Own quota attainment and revenue growth targets for the Insurance Discovery portfolio
Develop and execute go-to-market strategy in partnership with Sales Leadership, Product, and Marketing
Create and drive pipeline generation programs targeting strategic accounts and whitespace opportunities
Partner with Sales to establish pursuit priorities, deal strategy, executive engagement plans, and win themes
Ensure disciplined pipeline management, forecasting accuracy, and execution accountability
Serve as a senior specialist during complex enterprise sales cycles
Partner with Account Executives to develop winning strategies and differentiation positioning
Lead executive-level discovery to assess financial objectives, operational realities, and decision drivers
Deliver compelling executive presentations that link Insurance Discovery to measurable business outcomes
Shape future-state workflows and commercial strategy aligned to client objectives
Identify and develop new growth opportunities across existing clients and prospects
Build and maintain senior executive relationships to support strategic opportunity development
Serve as national evangelist for Insurance Discovery, promoting solution impact and strategic value
Support competitive positioning and strategic market messaging
Lead ROI and value articulation for Insurance Discovery offerings
Communicate revenue, cash acceleration, cost reduction, and operational performance impact
Partner with production and operations to develop client-specific value models using available performance data
Secure executive alignment and confidence in measurable value delivery
Provide strategic market insight to Product to inform roadmap development
Collaborate with Implementation and Client Experience and Client Delivery teams to ensure successful delivery expectations
Mentor and enable sales teams on Insurance Discovery strategy, positioning, and win approaches
Support GTM evolution and commercial maturity development
Maintain a deep understanding of healthcare revenue cycle trends and payer dynamics
Represent R1 as an industry expert through conferences, executive forums, and webinars
Support development of thought leadership content and market education strategy