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 of assigned accounts to over $10 million in ARR by directly leading and closing new business and expansion opportunities.

Provide in-depth expertise on Medicaid programming and scoping. This expertise spans multiple states and markets. Your expertise drives sales and retention in your own book of business, as well as contributes to the success of any other team members with Medicaid LOBs

Develop and maintain key executive relationships with client champions, business owners, and executive sponsors as the strategic account executive. Maintain a high level of product and market knowledge that helps raise the bar of every stakeholder conversation you have.

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.)

As Director, National Accounts you should have

A proven history of building strategic relationships, selling new logos, and closing complex deals within Enterprise technology sales

At least seven years of senior level sales experience is required

Experience selling SaaS solutions to payers, required

Deep understanding of Medicaid programming. If you don’t know the answer to something, you know how to find that answer quickly.

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