Director, Enterprise Sales

Overview

Responsible for net new logo acquisition from national and regional health plans and payers, prospecting, outreach, and pipeline development from the ground up.

Collaborates with the customer success team to identify expansion opportunities within existing accounts and leads the process to secure these expansions.

Manages complex enterprise sales cycles with payer organizations and maintains executive engagement.

Responsibilities

• Own net new logo acquisition from national and regional health plans and payers, including prospecting, outreach, and pipeline development from the ground up.
• Partner with the customer success team to identify expansion opportunities within existing accounts and lead the process to land these expansions.
• Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations.
• Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals.
• Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e. g., CMO, VP Quality, VP Value-Based Programs).
• Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly.
• Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams.
• Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership.
• Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG.
• Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience.
• Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy.

Qualifications

• 7+ years of enterprise sales experience with a demonstrated track record of closing net new business — not account management alone.
• Proven experience selling into health plans, payers, or managed care organizations is required.
• Direct experience navigating and closing complex enterprise deals with sales cycles of 6–18 months.
• Consistent history of quota attainment in a role requiring net new logo generation.
• Strong understanding of payer economics, value-based care models, quality measurement (HEDIS, Stars), and how health plans evaluate and buy technology.
• Ability to build executive-level trust with senior payer leadership (C-suite, VP-level) and manage multi-stakeholder buying processes.
• Experience with Saa S-based healthcare technology solutions.
• Skilled in consultative selling, deal structuring, and complex contract negotiation.
• Strong pipeline management and CRM discipline; comfortable with long-cycle forecasting.
• Strong written and verbal communication skills; able to translate platform value into clear outcomes for payer audiences.
• Comfortable operating in a high-growth environment with significant autonomy and accountability.
• Ability to travel 25–30% for in-person prospect meetings and industry events.
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