Head of VBC/Payer Sales

Role Overview

Own the payer and MSO revenue motion — from regional BCBS affiliates and Medicare Advantage plans to Managed Medicaid MCOs, value-based care MSOs, and payer-adjacent organisations managing covered lives at scale — from first meeting to signed MSA

Sell alongside the CCO and report directly to company leadership; your wins shape the commercial strategy in real time, not in the next planning cycle

Work with named strategic partners who open doors to plan medical directors, VP Care Management leaders, and COOs at payers who are already looking for exactly what Quadrivia delivers

Be among the first 20 commercial hires at a company with a product already deployed, a paying customer base, and an ACV target for 2026 that this role is central to hitting

What You will Do

• Drive end-to-end enterprise sales cycles with regional health plans, Medicare Advantage organisations, Managed Medicaid MCOs, D-SNPs, and payer-aligned MSOs managing covered lives at scale
• Lead executive-level conversations with CMOs, VP Care Management, VP Member Experience, VP Quality, and CFOs at plan and MSO leadership level; translate population health financial exposure — MLR, STAR ratings, HEDIS gaps, readmission cost — into a compelling, quantified AI value proposition
• Navigate complex multi-stakeholder procurement processes at payer organizations — actuarial review, compliance and regulatory sign-off, IT security assessment, legal negotiation, and medical management committee approval
• Conduct 60-day Proof of Performance deployments with prospective payer and MSO clients: define the Success Scorecard against HEDIS/STAR metrics, member engagement rates, and cost-per-interaction reduction; manage the customer's internal champion; and convert to a paid SOW
• Develop and execute territory strategy across regional payer markets
• Maintain pipeline accuracy; contribute to weekly CCO pipeline review with clean, current, and honest deal status
• Serve as the commercial voice of the payer market back to the product and clinical teams — your accounts define the HEDIS measure clusters, STAR use cases, and care management workflows that drive the next quarter's roadmap

What we are looking for

• Non-negotiable experience
• 10+ years in enterprise healthcare sales with a consistent track record of closing complex, multi-stakeholder deals at regional or national health plans, Medicare Advantage organisations, Managed Medicaid MCOs, or large value-based care MSOs managing covered lives
• Direct experience selling to VP Care Management, VP Quality, CMOs, and CFOs at payer organisations — not just provider-side buyers. You understand how a health plan makes a purchasing decision, who has the budget authority, and how compliance and actuarial review can kill a deal in the final week
• Demonstrated ability to manage 9–18 month enterprise payer sales cycles with actuarial, compliance, medical management, IT security, and legal stakeholders simultaneously
• Quota performance: able to show W2s and commission statements that prove consistent overachievement against target at payer-facing companies
• Fluency in payer economics: MLR, PMPM cost structure, STAR rating bonus revenue, HEDIS measure economics, and value-based care shared savings arrangements
• Highly valued
• Experience at a care management technology company, utilisation management vendor, population health platform, or managed care services organisation — you understand how payers buy, who they trust, and what makes a vendor credible in a compliance-heavy environment
• Existing relationships at regional BCBS affiliates, Medicare Advantage plans, Medicaid MCOs, or value-based care MSOs in your target geography — you should be able to get a first meeting with a VP Care Management or VP Quality within 48 hours of your first day
• Familiarity with NCQA accreditation processes, CMS STAR rating methodology, HEDIS technical specifications, and Managed Medicaid quality reporting — you can walk into a quality committee meeting and add value, not just listen
• Experience selling a solution that required the payer to change clinical workflows or member outreach operations, not just add a technology license — you know how to sell transformation in an environment where compliance and clinical safety govern every decision
• Who thrives here
• You genuinely understand why STAR ratings matter to a Medicare Advantage plan CFO at 3am in November — and you can explain what Quadrivia does about it in language that makes the actuary lean forward
• You thrive in an environment where the playbook is still being written. You generate your own pipeline and you close your own deals.
• You take deals personally. You do not let deals die quietly in a procurement committee.
• You have been on the losing side of a payer deal because the compliance team killed it at the last minute — and you know exactly what to do differently this time