Director of Enterprise Sales, Stellar Health
Southeast
$160-180k
+ Eligible for commission based upon attainment of personal quota + Stock Options
~50% travel
Incentive program for health providers
Open for applications
Incentive program for health providers
201-500 employees
Open for applications
$160-180k
+ Eligible for commission based upon attainment of personal quota + Stock Options
~50% travel
201-500 employees
Company mission
To improve the quality of care and affordability of healthcare for millions of patients in the United States.
Role
Who you are
- A proven history of building strategic relationships, selling and closing complex deals within Enterprise technology sales
- A minimum of 5-10 years of senior level sales experience
- Experience selling within complex environments required
- Strong documented success as a enterprise sales executive selling SaaS-based software (in the healthcare ecosystem is required)
- Deep experience in navigating negotiations that achieve short-term and long-term objectives
- Deep experience selling and navigating the environment of national payers and large health systems
- Strong experience thriving and navigating the environment of a high growth company
- Relationship-oriented, people-centric contributor; track record of being a strong leader as well as a collaborative colleague
- Strong analytical, creative problem solving and presentation skills
- Strong communication skills, both written and verbal
- High degree of personal organization, time management and ability to multi-task
- Must be comfortable working in a fast-paced, high demanding environment
- Experience and understanding of value-based care dynamics is helpful, but not required
- Ability to travel 50% is expected for this role
- You are passionate about healthcare, interested in working with both payers and providers to improve patient health and care delivery outcomes
- Enjoy working in a team-based environment with individual autonomy and accountability for results
- You seek for the career experience of working collaboratively with both payers and providers for the greater good of the patient
- Thrive in complex and challenging environments that deliver career accelerating experiences
- You get things done and you love working in a dynamic environment; we move quickly and we need a teammate who will too
What the job involves
- The Director, Enterprise (B2B) Sales will be responsible for leading a key area of Stellar Health’s growth function: our sales to health plans, ACOs, and health systems.
- Serving in a leadership role as Stellar accelerates into our next stage of growth, this role will be responsible for managing revenue growth and sales activities in its dedicated region
- Reporting to the VP, Enterprise Sales, this position will be charged with lead generation of new payer and provider opportunities and expansion of existing health plan relationships into new states and lines of business.
- This position is expected to be skilled at managing the complex selling cycle of enterprise sales, understanding key value-based care concepts (quality, risk adjustment, managed care contracts) and navigating the healthcare ecosystem necessary to close deals
- Achieve new sales targets across a diversified customer and a graphic footprint
- Have direct responsibility for increasing the customer base, top-line financial growth for the business
- Development and execution of new sales processes and workflows that improve the effectiveness and scalability of the sales team
- Directly lead and close selling opportunities
- Develop and maintain key customer relationships with target accounts
- Maintain high level of product and market knowledge
- Broker and negotiate complex contracts for health systems, ACOs, MSOs, and national and regional payer accounts
- Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals and booking appointments with target accounts
- Maintain executive relationships with client champions, business owners, and executive sponsors as the account manager, responsible for client expansions and renewals
- Sell to senior leaders and C-level executives at National and Regional Health Plans
- Manage and prepare for key prospect sales meetings (both onsite and remote)
- Contract review and management (MSA, SOW, NDAs, BAAs, SRAs, SLAs)
- Provide meeting and conference support as required, including scheduling required executive meetings at and attend key industry trade events (e.g. Becker’s, APG, RISE, AHIP, HFMA, Blues Summit)
Our take
A problem in healthcare is little thought is given to the doctors and staff who coordinate all of the daily patient workflow, such as historical claims, pharmacy requests, lab work, testing and billing. Stellar Health aims to drastically reduce these 'chores' through a cloud-based platform on which primary care providers can offer value-based care through real-time information updates about patients.
The point-of-care workflow platform also strives to close the incentive gap between payors and care providers by helping practitioners earn more revenue for keeping patients healthy, rather than simply charging for procedures and treatments. While Stellar Health faces stiff competition from major players such as Siemens Healthcare and AthenaHealth, it has already made great ground in the market with over 1.1M patients across 37 states.
The company has secured significant investment from Primary Venture Partners and Point 72. This funding and its growing revenue are being put towards further scaling its operations and accelerating its product development. Operating in a rapidly growing industry which is expected to be worth just over $4 billion by 2025, Stellar Health is in a good position for future growth and success.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Sep 2021
$60m
SERIES B
May 2020
$10m
SERIES A
Total funding: $70m
Company benefits
- Medical, dental, and vision benefits: With coverage starting on your first day of employment
- Collaborative and inclusive culture: Even though we are virtual right now, we are committed to having fun as a team on a regular basis. Virtual magicians, game nights, outdoor happy hours and team picnics
- Generous paid time off policy: We follow a "self managed" PTO philosophy. Take time when you need it
Company values
- We are a performance culture
- We put our team first
- We Grow From Taking Calculated Risks and Learning from Experience
- Relationships matter
- Sustainable work culture is critical and key to success
Company HQ
Union Square, New York, NY
Articles
Leadership
Michael Meng
(CEO & Co-Founder)Studied Business Adminstration, Finance and Accounting at the University of Michigan, before obtaining an MBA from Wharton School, University of Pennsylvania. Started out as an Investment Banking Analyst at Lazard Freres. Served as Principal at Apax Partners, and currently sits on the board of the Global Language Project, CUNY Graduate School of Public Health and Health Policy and Medicomp Inc.
Octavian Costache
(CTO & Co-Founder)Obtained a Masters in Computer Science and AI from the University POLITEHNICA of Bucharest. Started out as a freelance Software Engineer, before joining Google as a Senior Software Engineer in 2005. Was a HackStar at TechStars in 2012. Co-founded Spring Inc. in 2013, and Stellar Health in 2018.
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