Senior Director of Payer Sales

Fabric; United States; On-site; USD 180,000 - 220,000; Full time

Benefits offered by this job

Medical, dental, vision

Unlimited PTO

401(k) plan

Stock options

Sales commission

Job summary

Fabric Health is seeking a Senior Director of Payer Sales to lead growth in the national payer market. You will build trusted relationships with health plan executives, tailor value propositions for virtual care, and drive revenue with a cross-functional team.

You will navigate complex sales cycles, leverage AI-enabled tools, and contribute to strategy while mentoring a field-driven sales organization. A strong quota mindset and health plan experience are essential.

Qualifications

• 8+ years of experience selling enterprise solutions to healthcare organizations.
• Experience selling virtual care, telehealth, or digital health platforms.
• Track record of success managing complex, multi-stakeholder sales cycles.
• Proven ability to meet or exceed quota in high-growth environments.
• Excellent communication and presentation skills with executive audiences.

Responsibilities

• Identify and engage executive stakeholders at target national accounts.
• Develop and manage a robust pipeline via outbound outreach and events.
• Lead end-to-end enterprise sales processes from engagement to close.
• Deliver tailored presentations to payer audiences on Fabric's solutions.
• Collaborate with internal teams to create impactful sales materials.
• Stay informed on payer trends and competitive dynamics.

Skills

Enterprise sales

Healthcare payers

Virtual care

Executive communication

Autonomy

Education

Bachelor's degree

Tools

CRM (Salesforce)

Job description

About Fabric Health

At Fabric Health, we are powering boundless care by solving healthcare’s biggest challenge: clinical capacity. We aren’t here to disrupt healthcare; we’re here to fix it. We unify the care journey from intake to treatment, using intelligent automation to remove administrative burdens and make care delivery 2-10x more efficient. Our technology empowers clinicians to move faster and focus on what matters most: the patient.

About Fabric Health

At Fabric Health, we are powering boundless care by solving healthcare’s biggest challenge: clinical capacity. We aren’t here to disrupt healthcare; we’re here to fix it. We unify the care journey from intake to treatment, using intelligent automation to remove administrative burdens and make care delivery 2-10x more efficient. Our technology empowers clinicians to move faster and focus on what matters most: the patient.

We are a mission-driven team of brilliant minds trusted by leading organizations including Intermountain Health, OSF HealthCare, SSM Health, and MUSC Health. Our vision is backed by premier investors such as Thrive Capital, GV (Google Ventures), General Catalyst, and Salesforce Ventures. We move quickly for good reason, listen deeply to solve big challenges, and build products with the same care and quality we’d want for our own loved ones.

Learn more: About Us | News & Press | LinkedIn | Careers

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

• 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.

At Fabric, we believe that a diverse workforce is essential to our success. We are an equal opportunity employer and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, or any other legally protected characteristic. We actively encourage individuals from all backgrounds to apply.

Please note:

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