Sales Executive Stellarus, Health Plan Technology Sales

Blue Shield of CA; San Diego (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

Stellarus is seeking a seasoned sales executive to drive new health plan customers and revenue. You will hunt for target accounts, build executive relationships, and lead complex deals from engagement to contract execution across multiple functions.

You will leverage healthcare payer knowledge and consultative selling to position Stellarus' solutions, while coordinating cross-functional teams to move opportunities forward and win new customers.

Qualifications

• Bachelor's degree or High School Diploma/GED with 4 years of additional relevant experience in lieu of a degree.
• 10 years of prior experience in enterprise healthcare sales, business development, strategic sales, or related commercial roles with new customers.
• Demonstrated hunter mentality with track record of originating, developing, and closing new-logo business.
• Proven success selling complex B2B solutions to health plans, payers, or large healthcare organizations with multiple stakeholders.
• Develop opportunities through proactive prospecting and executive relationship development, even without existing relationships.
• Strong understanding of the U.S. healthcare payer environment and priorities of health plans.
• Ability to quickly develop deep expertise in complex products and partner-enabled solutions for clear value propositions.
• Experience managing complex enterprise opportunities from qualification through close.
• Strong executive presence and ability to communicate with senior decision makers.
• Strong consultative selling, discovery, negotiation, objection-handling, and closing skills.
• Ability to influence without direct authority and orchestrate cross-functional teams.
• Strong commercial judgment and analytical skills for opportunity assessment and pricing considerations.
• Disciplined in CRM, pipeline management, forecasting, and sales productivity tools.
• Ability to travel as needed for prospect meetings and events.

Skills

Hunter mentality

New-logo acquisition

Enterprise healthcare sales

Executive relationship development

Cross-functional collaboration

Consultative selling

Negotiation and closing

CRM and pipeline forecasting

Strategic account development

Education

Bachelor's degree or Higher School Diploma/GED with 4 years of relevant experience in lieu of degree

Tools

Salesforce CRM

LinkedIn Sales Navigator

AI-enabled sales tools

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.