Senior Vice President, Payer Sales

Reporting to the Chief Growth Officer, the SVP, Payer Sales will build and lead the team responsible for winning new health plan business across Vatica Health’s software and services portfolio. This leader owns payer sales strategy, pipeline, forecasting, and new business results while personally advancing the company’s most consequential payer opportunities.

The role requires a leader who can develop strong sellers, navigate complex health plan decisions, and turn risk adjustment, quality, and provider network capabilities into a compelling business case.

Responsibilities:

• Own the payer sales strategy and new business plan across national and regional health plans, with accountability for pipeline, bookings, and revenue goals.
• Recruit, lead, and develop national and regional health plan sales executives. Set clear expectations and coach the team on account strategy, deal progression, and closing.
• Establish a consistent approach to pipeline development, opportunity reviews, and forecasting. Identify gaps early and take action to keep the team on track.
• Personally lead strategy and executive engagement for the most significant payer opportunities, from initial access through negotiation and close.
• Build relationships with senior health plan leaders across risk adjustment, quality, clinical, network, and executive functions. Connect Vatica Health’s capabilities to their priorities and measurable outcomes.
• Partner with Product, Clinical, Customer Success, and other teams to develop solutions and proposals that address payer needs and can be delivered effectively.
• Advise the Chief Growth Officer and executive team on territory design, pricing, competitive positioning, and payer growth opportunities.
• Represent Vatica Health with health plan executives, strategic partners, and at industry events.

Requirements

• 15+ years of healthcare technology or services sales experience, including at least five years leading payer-focused sales teams.
• A demonstrated record of winning complex enterprise deals with health plans and delivering against new business targets.
• Experience building and developing sales teams, improving pipeline quality, coaching major opportunities, and producing reliable forecasts.
• Deep knowledge of value-based care, risk adjustment, quality programs, and how health plans engage provider networks to improve performance.
• Experience selling risk adjustment or quality solutions to health plans, ideally across both technology and services.
• Established relationships with senior health plan decision-makers across government and commercial lines of business.
• Ability to navigate long sales cycles and align clinical, operational, technical, and financial stakeholders around a clear business case.
• Executive presence, sound commercial judgment, and the willingness to remain directly involved in critical deals while leading the team.
• Ability to travel 50-75%
• Core Competencies
• Payer market strategy: Identifies the health plans, buyers, and opportunities most likely to produce new business and turns that insight into a focused sales plan.
• Enterprise deal leadership: Builds access across complex payer organizations, advances decisions through long sales cycles, and leads negotiations to close.
• Executive influence: Earns credibility with senior health plan leaders and connects Vatica Health’s capabilities to their business priorities and measurable outcomes.
• Sales team leadership and coaching: Sets clear expectations, develops sellers, and improves performance through direct coaching on accounts and opportunities.
• Pipeline and forecast discipline: Assesses deal quality, identifies risks early, and produces forecasts that support sound business decisions.
• Commercial judgment: Makes sound decisions on deal strategy, pricing, resources, and commitments while balancing growth with delivery capability.
• Cross-functional leadership: Brings Product, Clinical, Customer Success, and other partners together around solutions the company can deliver.