Vice President of Payer Sales, Arbital Health
$440-450k
OTE
$210-230k
BASE
+ Equity grants of ISO stock options
Accelerating healthcare to value-based care
Be an early applicant
Accelerating healthcare to value-based care
21-100 employees
Be an early applicant
$440-450k
OTE
$210-230k
BASE
+ Equity grants of ISO stock options
21-100 employees
Company mission
To become the neutral, third-party utility for the design, measurement, and adjudication of outcome-based contracts in U.S. healthcare.
Role
Who you are
- The ideal candidate combines deep payer expertise with enterprise SaaS sales experience and thrives in an early-stage, high-growth environment
- 10+ years of enterprise sales, business development, or commercial leadership experience selling to health plans, or equivalent leadership experience within a health plan
- Demonstrated success consistently exceeding enterprise SaaS bookings and revenue targets while managing complex, multi-million-dollar sales opportunities
- Deep understanding of the payer market, value-based care, healthcare economics, and health plan decision-making processes
- Experience selling enterprise SaaS solutions; experience selling technology paired with consulting or professional services is strongly preferred
- Previous startup or high-growth company experience with a demonstrated ability to build repeatable sales processes and scale commercial organizations
- Experience with strategic sales methodologies such as Miller Heiman Strategic Selling; Challenger Sales certification or experience is a plus
- Data-driven leader with strong forecasting, pipeline management, and account planning discipline
- Highly collaborative with demonstrated success partnering across Product, Delivery, Marketing, Customer Success, and Executive Leadership
- Comfortable operating in a fast-paced, high-growth startup environment with ambiguity, ownership, and evolving priorities
What the job involves
- The VP, Payer Sales is a senior commercial leader responsible for driving Arbital Health's growth across the health plan market
- Reporting to the Chief Commercial Officer, this individual will own the strategy, execution, and performance of Arbital's payer sales organization while building long-term executive relationships with regional and national health plans
- This leader will be responsible for originating and closing complex enterprise opportunities, expanding strategic partnerships, developing a high-performing team of Sales Directors, and helping shape Arbital's payer go-to-market strategy
- Own and exceed annual bookings, ARR, and pipeline targets across the payer segment
- Build and maintain executive relationships with regional and national health plan leaders
- Recruit, develop, and mentor a high-performing team of Sales Directors
- Drive disciplined pipeline generation, forecasting, account planning, and sales execution
- Partner cross-functionally with Product, Marketing, Delivery, and Customer Success to ensure exceptional customer outcomes and expansion opportunities
- Serve as Arbital's executive leader for the payer market, influencing commercial strategy, product direction, and market positioning
- Own the full enterprise sales cycle from prospecting through contract execution
- Develop and execute strategic account plans for priority payer organizations
- Build trusted relationships with C-suite executives, clinical leaders, finance executives, actuaries, and operational stakeholders across regional and national health plans
- Lead complex, multi-stakeholder enterprise sales processes with long buying cycles
- Consistently achieve and exceed bookings and revenue objectives
- Recruit, coach, and develop a high-performing team of Sales Directors
- Establish performance expectations, sales processes, forecasting discipline, and pipeline rigor
- Mentor team members on executive selling, strategic account planning, negotiation, and commercial leadership
- Foster a collaborative, accountable, and high-performance sales culture
- Develop and execute Arbital's payer go-to-market strategy in partnership with executive leadership
- Identify new market opportunities, strategic partnerships, and expansion opportunities
- Provide competitive intelligence and market insights to inform product strategy and commercial investments
- Represent Arbital at industry conferences, executive briefings, and customer events as a senior commercial leader
- Partner closely with Product, Delivery, Customer Success, Marketing, and Actuarial teams to deliver an exceptional customer experience from initial engagement through expansion
- Ensure seamless transitions from sales through implementation while maintaining executive sponsorship for strategic accounts
- Collaborate on pricing strategy, proposals, contracting, and executive-level negotiations
Our take
The existing healthcare system struggles with ensuring that all stakeholders - including life science companies, payers, providers, and employers - are motivated to prioritize patient outcomes and value-based care.
Recognizing this misalignment is Arbital Health, which leverages technology to design and measure outcome-based contracts, acting as an impartial entity to assess whether agreed-upon outcomes are fulfilled. The company's product offerings include value assessments for health vendors, value analysis for payers, and actuarial advisory services.
Arbital Health has secured significant funding, the latest of which supports the expansion of its payer and provider facing capabilities, growth of its market-leading actuarial team, and many more ventures. It has also launched Merlin AI, a value-based care assistant that helps providers, payers, and other risk bearing organizations to work with complex contracts more easily.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Jul 2025
$31m
SERIES B
Jan 2024
$10m
SERIES A
Total funding: $41m
Company benefits
- Flexible hybrid work
- Generous medical, dental & vision
- 4% retirement match
- Paid parental leave
- Flexible PTO including a winter closure
Company HQ
Santa Rosa, CA
Leadership
Brian M. Overstreet
(President & CEO, Co-founder)Currently an Advisor at Arietta.ai and Healthy Ventures. Previously co-founded Advera Health Analytics and Sagient Research where they served as the President and CEO.
Travis May
(Chairman & Co-founder)CEO of Shaper Capital, Chairman at InsightNexus, and Board Member at Datavant. Former CEO of Datavant and LiveRamp.
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