Sales Executive Stellarus, Health Plan Technology Sales

Blue Shield of CA; Washington (District of Columbia); On-site; USD 150,000 - 230,000; Full time

Job summary

Stellarus is seeking a senior Sales Executive to propel growth by winning new health plan customers and expanding revenue. You will hunt for target accounts, build executive relationships, and lead complex, multi-stakeholder sales pursuits from initial engagement to contract execution.

You will blend payer knowledge, disciplined prospecting, consultative selling, and strong commercial judgment to position Stellarus' products and partner-enabled solutions.

Qualifications

• Bachelor's degree or HS Diploma with 4 years of related experience in lieu of a degree.
• 10 years of enterprise healthcare sales or related experience with new-customer acquisition.
• Hunter mentality with track record of originating and closing new-logo business.
• Experience selling complex B2B health plans to payers or large healthcare orgs.
• Ability to prospect and develop executive relationships without prior customer ties.
• Strong understanding of US healthcare payer environment.
• Ability to learn complex products and articulate value propositions.
• Experience managing opportunities from qualification to close with cross-functional teams.
• CRM, pipeline management, forecasting, and sales productivity proficiency.
• Willingness to travel for prospect meetings and events.

Responsibilities

• Win new health plan customers and generate revenue for Stellarus.
• Develop target accounts, create opportunities, and lead complex sales pursuits.
• Build executive relationships and drive deals from engagement to contract execution.
• Collaborate with Product, Technology, Finance, Legal, and Implementation teams to move opportunities forward.
• Translate healthcare payer needs into clear customer-facing value propositions.
• Maintain credible, technically fluent dialogue with senior decision makers.

Skills

Hunter mentality

Executive relationship development

Consultative selling

Closing skills

CRM

Forecasting

Cross-functional leadership

Travel readiness

Education

Bachelor's degree or HS Diploma with 4 years related experience

MBA / MPH (preferred)

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.