Director, Enterprise Sales (National Accounts)

About Stellar Health

Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes.

At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way.

Stellar is a US-based Health-tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners) with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients.

About the position

The Director, National Health Plan Account Growth will be responsible for leading both revenue retention and growth for United Healthcare and potentially other national payor accounts. This role will manage all growth related activities for assigned accounts at the corporate and regional level, including collaboration with Stellar Regional Sales Directors and the Customer Success team.

Reporting to a VP, National Accounts, this position will be responsible for building and maintaining executive level relationships at assigned accounts, identifying and closing expansion opportunities, building and executing on strategic business plans, and partnering with the National Accounts Customer Success Team to drive performance and articulate the value Stellar provides for their accounts.

The Director will be viewed as a trusted advisor to healthcare leaders, influencing clients and key stakeholders at every level, while navigating large and complex organizations.

What you’ll do

• Drive net dollar retention and growth of assigned accounts to over $10 million in ARR by directly leading and closing new business and expansion opportunities.
• Develop and maintain key executive relationships with client champions, business owners, and executive sponsors as the strategic account manager, responsible for client expansions and renewals.
• Contract review and management (MSA, SOW, NDAs, BAAs, SRAs, SLAs).
• Provide meeting and conference support as required, including scheduling required executive meetings at and attending key industry trade events (e.g. Becker’s, RISE, etc.)
• Maintain a high level of product and market knowledge.

As Director, National Accounts you should have

• A proven history of building strategic relationships, selling and closing complex deals within Enterprise technology sales
• At least five years of senior level sales or customer success experience is required
• Strong documented success as an enterprise sales executive selling SaaS-based software in the healthcare ecosystem
• Deep understanding of value-based care dynamics
• Experience selling and navigating the environment of national payors and/or large health systems
• Strong experience thriving and navigating the environment of a high growth company
• Relationship-oriented, people-centric contributor; track record of being a strong leader as well as a collaborative colleague
• Strong analytical, creative problem solving and presentation skills
• Excellent communication skills, both written and verbal
• High degree of personal organization, time management and ability to multi-task
• Must be comfortable working in a fast-paced, high demanding environment
• Ability to travel 50-60% is required

Who will love this job

• You are passionate about healthcare, interested in working with both payors and providers to improve patient health and care delivery outcomes.
• Enjoy working in a team-based environment with individual autonomy and accountability for results.
• You seek for the career experience of working collaboratively with both payors and providers for the greater good of the patient.
• Thrive in complex and challenging environments that deliver career accelerating experiences.
• You get things done and you love working in a dynamic environment; we move quickly and we need a teammate who will too.

Perks & Benefits

Stellar offers a carefully curated selection of wellness benefits and perks to our employees

• Medical, Dental and Vision Benefits
• Flexible PTO
• Universal Paid Family and Caregiver Leave
• Wellhub+ Gym Memberships
• Pre-tax commuter benefits, HA, FSA plans
• Company sponsored One Medical memberships and Citibike memberships
• Medical Travel Benefits
• JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them
• Stock Options & a 401k matching program
• A broad calendar of company sponsored social events that for our in-office and remote employees
• Company sponsored lunch for all NY HQ employees

Diversity is the key to our success. Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status.

We believe that diverse teams -and the different identities, cultures, and life experiences our team members bring to the table- enable us to create amazing products, find creative solutions to interesting problems, and build an inclusive working environment.