Director of Payer Sales

Join Abridge, a fast-growing healthcare technology startup, as the Director of Payer Sales. In this quota-carrying sales role, you will be responsible for building and managing a pipeline of national and regional payers, articulating the value of Abridge's platform to payer executives, and converting early engagements into long-term agreements. You will work cross-functionally to move deals from first conversation to launch and represent Abridge externally at payer industry events. This position offers a remote work environment, unlimited PTO, equity for all new employees, and a generous equipment budget for your home office setup.

• Responsable de la croissance des affaires d'Abridge avec les plans de santé, en gérant et en fermant un pipeline de payeurs nationaux et régionaux.
• Articuler la valeur de la plateforme d'Abridge aux dirigeants des payeurs, en convertissant les engagements initiaux en accords à long terme.
• Développer des plans de territoire et de compte qui pénètrent de nouveaux comptes de payeurs et élargissent les relations existantes en accords pluriannuels.
• Strong executive-level negotiation skills, including contract and business terms
• Ability to travel to support sales objectives
• Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth
• 10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans
• Previous responsibility for 7-figure contracts and multi-million dollar quotas
• Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
• Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma)
• Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills
• 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
• You have sold into both providers and payers, and can bridge the two
• You have experience with clinical documentation workflows, ambient AI, or scribe technology
• You are familiar with payer–provider data exchange platforms (e.g., Epic Payer Platform, claims/clinical data integration)
• You understand foundation AI models and their application in healthcare