Director of Payer Sales, Abridge

• 10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans
• Deep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics
• Familiarity with the risk-adjustment, HRA, and quality vendor landscape and how payers evaluate and displace these solutions
• Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth
• Previous responsibility for 7-figure contracts and multi-million dollar quotas
• Strong executive-level negotiation skills, including contract and business terms
• Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
• Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills
• Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma)
• Ability to travel to support sales objectives

Desirable

• We are looking for a Director - Payer Sales to grow Abridge's business with health plans. This is a quota-carrying sales role: you will own a revenue number and build, manage, and close a pipeline of national and regional payers. You will articulate the value of Abridge's platform to payer executives, convert early engagements into long-term agreements, and serve as the commercial front line for a new, fast-growing part of our business
• Abridge turns medical conversations into structured clinical notes, and increasingly into a system of action for coding, risk, and quality. That same documentation is what payers need—captured concurrently during the visit, rather than through retrospective chart reviews and in-home assessments. Your job is to turn that connection into payer revenue, selling a joint provider–payer value proposition: closing HCC gaps, reducing denials, and improving quality where care actually happens
• Reporting to the Senior Director of National Accounts, you will work cross-functionally to move deals from first conversation to launch. You should be comfortable operating in a new commercial motion
• The right candidate has spent years selling to payers, understands how health plans buy, and can hold credible conversations with an actuary, a network lead, a quality/Stars team, and a CMO in the same week
• Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans
• Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow
• Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements
• Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions
• Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers
• Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements
• Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics
• Feed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategy
• Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success
• Represent Abridge externally at payer industry events and in executive conversations across the payer ecosystem