Payer Sales Leader for Virtual Care

Fabric Labs, Inc.; United States; Hybrid; USD 180,000 - 220,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

Unlimited PTO

401(k) plan with match

Stock options

Sales commission

Job summary

Fabric Labs, Inc. seeks a Senior Director of Payer Sales to lead growth in the national payer market, driving revenue by building executive relationships with health plans and navigating complex procurement cycles.

You will partner with cross‑functional teams to tailor value propositions around virtual care and digital health, manage an enterprise sales pipeline, and mentor a field‑driven team to exceed quota.

Qualifications

• Bachelor's degree or equivalent work experience.
• 8+ years of experience selling enterprise solutions to healthcare organizations, with a focus on national health plans.
• Demonstrated experience selling virtual care, telehealth, or digital health platforms into the payer vertical.
• Track record of success managing complex, multi‑stakeholder sales cycles in SaaS, healthcare IT, or healthcare services.
• Demonstrated ability to meet or exceed quota in a high‑growth or startup environment.
• Experience negotiating large, strategic deals with enterprise customers.
• Excellent communication and presentation skills, with the ability to build trust at the executive level.
• A self‑starter with the ability to manage a territory and prioritize effectively in a dynamic, fast‑paced setting.

Responsibilities

• Identify, engage, and build relationships with executive stakeholders at target national accounts.
• Develop and manage a robust pipeline via outbound, events, and demand generation collaboration.
• Lead end‑to‑end enterprise sales processes from engagement to closure.
• Deliver tailored presentations to payer audiences communicating the value of Fabric's virtual care solutions.
• Partner with internal teams to develop materials that support and accelerate sales cycles.
• Stay informed on payer trends and competitive dynamics to inform strategy and roadmaps.
• Maintain accurate pipeline, account activity, and forecast details in CRM.
• Leverage AI‑driven tools to streamline prospecting and outreach.
• Share market insights and product needs with internal teams.

Skills

Enterprise sales

Healthcare IT sales

Payer domain knowledge

Executive communication

AI tools proficiency

SaaS sales

Forecasting & CRM

Education

Bachelor's degree

Tools

CRM

ChatGPT

AI sales tools

Job description

About the Role

We are looking for a Senior Director of Payer Sales to lead and execute our growth strategy within the payer vertical. This is a chance to transform our presence in the highly strategic national market, driving revenue by building trusted relationships with executive stakeholders at key health plans. This role requires a strategic leader who can navigate complex sales cycles, tailor our value propositions (specifically around virtual care and digital health solutions) to the evolving needs of payers, and help build out this critical vertical from the ground up. You will be empowered by a cross-functional support team, including marketing, solution design, product, and clinical experts, to create a compelling, credible sales experience and achieve significant growth targets. The ideal candidate has deep experience selling into health plans, understands the payer landscape, and has a track record of exceeding quota in high-growth, fast-paced environments.

What You'll Do

As our Senior Director of Payer Sales, you will leverage your expertise and relationships with payers to help us drive the growth of our virtual care platform. Your primary responsibilities will include:

• Identifying, engaging, and building strong relationships with executive stakeholders and key decision-makers at target accounts within your national territory.
• Developing and managing a robust pipeline through a mix of outbound outreach, industry networking events, and collaboration with marketing-led demand generation.
• Leading end-to-end enterprise sales processes, from initial engagement to deal closure, while navigating complex negotiations and contracting cycles.
• Delivering compelling, tailored presentations to payer audiences, including Health Plan Executives, to clearly communicate the value of Fabric's virtual care and digital health solutions.
• Partnering with internal teams (such as executive leadership, solution design, clinical, product, and marketing) to develop impactful materials that support and accelerate sales cycles.
• Staying informed on payer trends, virtual care market developments, and competitive dynamics to act as a subject matter expert within the sales organization.
• Maintaining accurate pipeline, account activity, and forecast details in CRM and reporting tools.
• Leveraging AI-driven sales tools to streamline prospecting, personalize executive outreach, and optimize your pipeline management.
• Collecting and sharing feedback from the field, such as market intelligence, customer insights, and product feature needs, with internal teams to inform strategy and roadmaps.

Why You Might Be a Good Fit

• You are motivated by the challenge of building a strategic market from the ground up within a high-growth environment.
• You possess deep experience selling complex solutions to health plans and understand the unique business drivers of the payer landscape.
• You have a strong background in selling virtual care, telehealth, or digital care enablement platforms to health plans.
• You are a self-starter who thrives on autonomy and a clear history of exceeding sales targets.
• You excel at building trust and influencing at the executive level with your excellent communication and presentation skills.
• You enjoy working in a collaborative, cross-functional environment where your insights from the field directly influence company strategy.
• You are an early adopter of technology who actively uses AI tools to work more efficiently and enhance your sales process.

This Might Not Be The Right Fit If...

• You prefer a highly established territory with a pre-existing market presence and pipeline.
• You are not motivated by working in a hyper-growth, fast-paced environment.
• You are not comfortable with the dual responsibility of building and maintaining a pipeline while also managing key client relationships.
• You prefer traditional manual sales workflows and are resistant to adopting AI tools to enhance your daily productivity.
• This role may not align with your preferences if you are less interested in the strategic work required to sell complex, multi-stakeholder solutions to the C-suite.

Your Qualifications

• Bachelor's degree or equivalent work experience.
• 8+ years of experience selling enterprise solutions to healthcare organizations, with a focus on national health plans.
• Demonstrated experience selling virtual care, telehealth, or digital health platforms into the payer vertical.
• Track record of success managing complex, multi-stakeholder sales cycles in SaaS, healthcare IT, or healthcare services.
• Demonstrated ability to meet or exceed quota in a high-growth or startup environment.
• Experience negotiating large, strategic deals with enterprise customers.
• Excellent communication and presentation skills, with the ability to build trust at the executive level.
• A self-starter with the ability to manage a territory and prioritize effectively in a dynamic, fast-paced setting.
• Ability to navigate strategic levels within customer organizations, identifying key decision-makers, building relationships with senior executives, and securing meetings with essential stakeholders.
• Proficiency in using modern AI tools (such as ChatGPT, CRM AI assistants, or automated outreach platforms) to scale your productivity and enhance your sales workflows.

The national pay range for this role is $180,000.00– $220,000.00 per year. Actual compensation will be determined by factors such as the candidate's geographic market, experience, skills, and qualifications. Certain roles may also be eligible for additional compensation, including a comprehensive benefits package such as medical, dental, vision, unlimited PTO, and a 401(k) plan, stock options and commission. If your compensation requirement is greater than our posted range, please still consider applying; a determination can be made based on unique qualifications. Expected compensation ranges for this role may change over time.