Director of Payer Sales

Job Summary

Moxe is hiring a Director of Payer Sales to lead new-business sales to commercial health plans. Moxe is a pioneer in payer/provider clinical data exchange, and our technology helps payers get the clinical data they need for quality, risk adjustment and interoperability.

The Director of Payer Sales will play a key role in identifying and nurturing leads, building relationships, and driving growth by closing new business with payers. You’ll be the face of Moxe to our payer prospects as we rapidly expand our Interoperability business, sourcing and closing complex, C-suite deals. You’ll have strong BDR and marketing support and a modern sales tech stack behind you. This is a remote role with an open territory, reporting to the VP of Sales.

Responsibilities

• Hunt for new business: research and target the commercial health plans that offer the most value to Moxe, and generate pipeline from cold to sold through outbound prospecting, networking, industry conferences and payer forums, and industry relationships, working alongside our BDR and marketing teams
• Sales strategy and execution: build and run a plan to meet or exceed quarterly and annual quota and company revenue targets, partnering with the VP of Sales on go-to-market strategy
• Discovery: uncover the needs, pain points and objectives of each prospect, and tailor Moxe’s value proposition to payer-specific challenges and regulatory requirements
• Complex deal management: drive long, multi-stakeholder cycles from first call to close, building consultative relationships with C-level executives, clinical leadership and IT decision-makers
• Disciplined methodology: run deals with MEDDPICC and Mutual Action Plans to keep buyers and Moxe aligned on a path to close
• Forecasting and reporting: keep your pipeline, forecasts, Salesforce records, call notes and contacts accurate and current, and report activity, progress and strategy to leadership
• Trusted advisor: stay current on industry trends, regulatory changes, competitors and customer challenges, and build relationships that drive satisfaction, retention and referrals
• Collaboration: partner with Customer Success, Marketing, Implementation and Product to deliver a seamless experience from sale through deployment

Required Skills and Abilities

• Verifiable, consistent record of meeting or exceeding quota, building strong pipeline and closing enterprise deals with health plans
• Experience selling into payer organizations
• Understanding of payer workflows, risk adjustment, quality programs (HEDIS, Stars) and interoperability regulations
• Fearless, persistent prospector who takes initiative and thrives in a hunter role
• Skilled at building rapport, influencing decision makers and negotiating complex contracts
• Experience driving an enterprise sales cycle from start to finish, including reliable forecasting
• Working knowledge of MEDDPICC and Mutual Action Plans
• Strategic and analytical thinking, with the ability to develop and execute complex sales strategies
• Excellent written and verbal communication and presentation skills, with a polished, professional demeanor with C-level executives
• Proven ability to collaborate cross-functionally in a fast-paced startup environment
• Self-starter with a relentless work ethic who is organized and comfortable working independently in a fast-paced, remote environment

Education, Experience and Logistics

• Education: Bachelor’s degree in business, healthcare policy, healthcare administration or a related field, or equivalent experience
• Experience: 5+ years selling technical solutions to payer organizations
• Location: Remote
• Travel: Up to 30%
• Supervisory responsibilities: None (individual contributor)

Salary Range:

$100k–$115k, plus commission