Sales Executive Stellarus, Health Plan Technology Sales

Blue Shield of CA; Hartford (CT); On-site; USD 140,000 - 210,000; Full time

Job summary

Stellarus is seeking a Senior Sales Executive to drive new health plan customers and revenue growth. You will hunt, build executive relationships, and lead multi-team pursuits from first engagement through contract execution.

You will combine payer knowledge, consultative selling, and strong commercial judgment to articulate Stellarus' value and win complex, enterprise deals with health plans and strategic partners.

Qualifications

• Bachelor's degree or 4 years of additional relevant experience in lieu of a degree.
• At least 10 years of prior enterprise healthcare sales or related roles, including new customer acquisition.
• Proven hunter mindset with track record of originating, developing, and closing new-logo business.
• Experience selling complex B2B solutions to health plans or large healthcare orgs with long cycles.
• Ability to prospect proactively and build executive relationships where none exist.
• Strong understanding of U.S. healthcare payer environment and priorities.
• Ability to quickly learn complex products and articulate customer value.
• Experience managing complex enterprise opportunities from discovery to close.
• Strong executive presence and credibility with senior decision makers.
• Strong consultative selling, negotiation, and closing skills.
• Ability to influence across functions and lead cross-functional teams.
• Strong commercial judgment, analytic skills, and CRM/funnel discipline.
• Willingness to travel as needed.

Responsibilities

• Win new health plan customers and generate revenue.
• Develop target accounts and create new opportunities.
• Lead complex sales pursuits from engagement to contract execution.
• Coordinate with Product, Partnerships, Legal, and other teams.
• Maintain executive relationships throughout the sales cycle.

Skills

Hunter mentality

Executive relationship development

Complex enterprise sales

Consultative selling

CRM and forecasting

Cross-functional coordination

Travel readiness

Education

Bachelor's degree or equivalent + 4 years experience

Tools

Salesforce CRM

LinkedIn Sales Navigator

AI-enabled sales tools

CRM tooling

Job description

Your Role

The Business Development and Strategic Partnerships team advances Stellarus' growth by bringing differentiated healthcare solutions to market and building trusted relationships with health plans and strategic partners. The Sales Executive will report to the VP, Account Management.

In this role, you will be a senior individual contributor responsible for winning new health plan customers and generating new revenue for Stellarus. You will operate as a hunter, developing target accounts, creating new opportunities, building executive relationships, and leading complex sales pursuits from initial engagement through contract execution. You will combine healthcare payer knowledge, disciplined prospecting, consultative selling, and strong commercial judgment to identify customer needs and position Stellarus' products and partner-enabled solutions. The successful candidate will be expected to develop a deep knowledge of Stellarus' products and capabilities and use that knowledge to serve as a credible, technically fluent sales partner in customer conversations. Working across Market Strategy, Product, Partnerships, Clinical, Technology, Finance, Legal, Implementation, and other teams, you will orchestrate the resources needed to move opportunities forward and convert qualified prospects into new Stellarus customers.

Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow - personally, professionally, and financially. We are looking for leaders who are energized by creative and critical thinking, getting results the right way, influencing across teams, and fostering continuous learning.

Your Knowledge and Experience

Required

• Bachelor's degree or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree.
• 10 years of prior relevant experience in enterprise healthcare sales, business development, strategic sales, or related commercial roles, including significant responsibility for acquiring new customers.
• Demonstrated hunter mentality and track record of originating, developing, and closing new-logo business, rather than primarily managing or expanding established accounts.
• Proven success selling, or advising on, complex B2B solutions to health plans, payers, or other large healthcare organizations with multiple stakeholders and extended sales cycles.
• Demonstrated ability to develop opportunities through proactive prospecting and executive relationship development, including engaging accounts where no established customer relationship exists.
• Strong understanding of the U.S. healthcare payer environment and the strategic, operational, financial, and technology priorities affecting health plans.
• Ability to quickly develop deep expertise in complex products, platform capabilities, and partner-enabled solutions, and translate that understanding into clear customer-facing value propositions.
• Demonstrated success managing complex enterprise opportunities from qualification and discovery through proposals, executive presentations, negotiations, contracting, and close.
• Strong executive presence with the ability to establish credibility and communicate effectively with senior customer decision makers.
• Strong consultative selling, discovery, negotiation, objection-handling, and closing skills.
• Demonstrated ability to influence without direct authority and orchestrate cross-functional teams across Product, Technology, Clinical, Partnerships, Finance, Legal, Operations, and other functions.
• Strong commercial judgment and analytical skills, including the ability to assess opportunity quality, customer value, competitive position, pricing considerations, and probability of close.
• Demonstrated discipline using CRM, pipeline management, forecasting, and sales productivity tools.
• Ability to travel as needed for prospect meetings, executive presentations, industry events, and other sales activities.

Preferred

• Direct experience selling healthcare technology, administrative services, clinical solutions, pharmacy solutions, platform capabilities, or other complex solutions to health plans.
• Established relationships with health plan executives, healthcare consultants, brokers, or other industry stakeholders that can support new-account development.
• Experience selling multiple or integrated solutions within a consultative, enterprise sales model.
• Experience operating in a high-growth, evolving, or entrepreneurial healthcare organization.
• MBA, MPH, or other relevant advanced degree.
• Familiarity with Salesforce CRM, LinkedIn Sales Navigator, and AI-enabled sales and productivity tools.