Vice President, Payer Sales

Remote; San Francisco (CA); On-site; USD 250,000 - 450,000; Full time

Benefits offered by this job

Generous equity grants of ISO stock

Excellent health, dental, and vision保险

4% 401(k) match

Flexible PTO and holidays

Occasional travel and team offsites

Job summary

Arbital Health is seeking a VP, Payer Sales to drive growth in the health plan market. You will own strategy, execution, and performance of Arbital's payer sales organization, building long‑term executive relationships with regional and national health plans.

The role requires a deep payer background, enterprise SaaS selling experience, and a track record of scaling commercial teams in a fast‑growth environment. Travel and leadership responsibilities are integral to success.

Qualifications

• 10+ years of enterprise sales or commercial leadership experience selling to health plans or equivalent leadership in a health plan.
• Proven track record of exceeding enterprise SaaS bookings and revenue targets in multi‑million dollar deals.
• Deep payer market knowledge and healthcare economics.
• Experience with strategic sales methodologies such as Miller Heiman or Challenger Sales is a plus.
• Startup or high‑growth company experience with scalable sales processes.

Responsibilities

• Own the full enterprise sales cycle from prospecting through contract execution.
• Develop and execute strategic account plans for priority payer organizations.
• Build executive relationships with C‑suite, clinical, finance, actuary, and ops stakeholders.
• Lead multi‑stakeholder sales processes with long buying cycles.
• Drive bookings and revenue objectives and forecast accurately.
• Partner with Product, Delivery, Marketing, Customer Success to ensure outcomes and expansion.
• Represent Arbital at industry events as a senior commercial leader.

Skills

Enterprise SaaS sales

Executive selling

C‑suite relationships

Forecasting

Pipeline management

Account planning

Leadership

Pricing strategy

Negotiations

Cross-functional collaboration

Job description

Defining the future of work & living globally

Arbital Health is a rapidly growing healthcare technology and actuarial leader that centralizes, measures, and adjudicates value-based care contracts at scale. We enable payers and providers to design, measure, and execute value-based agreements with greater transparency, efficiency, and financial predictability.

We invest in hiring high potential and humble individuals who thrive in fast-paced environments and can rapidly grow their responsibilities as we continue to accelerate our growth.

We were co-founded by Brian Overstreet and Travis May (founder & former CEO of LiveRamp and Datavant, the two biggest data companies of the last 20 years), and are backed by Transformation Capital, Valtruis and other leading investors. In our first 2 years, Arbital Health has established itself as a trusted partner for over 40 payers, providers, and other stakeholders looking to navigate the complexities of risk-based contracting.

The VP, Payer Sales is a senior commercial leader responsible for driving Arbital Health's growth across the health plan market. Reporting to the Chief Commercial Officer, this individual will own the strategy, execution, and performance of Arbital's payer sales organization while building long-term executive relationships with regional and national health plans.

This leader will be responsible for originating and closing complex enterprise opportunities, expanding strategic partnerships, developing a high-performing team of Sales Directors, and helping shape Arbital's payer go-to-market strategy. The ideal candidate combines deep payer expertise with enterprise SaaS sales experience and thrives in an early-stage, high-growth environment.

Key Objectives

Own and exceed annual bookings, ARR, and pipeline targets across the payer segment.

Build and maintain executive relationships with regional and national health plan leaders.

Recruit, develop, and mentor a high-performing team of Sales Directors.

Drive disciplined pipeline generation, forecasting, account planning, and sales execution.

Partner cross-functionally with Product, Marketing, Delivery, and Customer Success to ensure exceptional customer outcomes and expansion opportunities.

Serve as Arbital's executive leader for the payer market, influencing commercial strategy, product direction, and market positioning.

Core Responsibilities

Own the full enterprise sales cycle from prospecting through contract execution.

Develop and execute strategic account plans for priority payer organizations.

Build trusted relationships with C-suite executives, clinical leaders, finance executives, actuaries, and operational stakeholders across regional and national health plans.

Lead complex, multi-stakeholder enterprise sales processes with long buying cycles.

Consistently achieve and exceed bookings and revenue objectives.

Team Leadership & Organizational Development

Recruit, coach, and develop a high-performing team of Sales Directors.

Establish performance expectations, sales processes, forecasting discipline, and pipeline rigor.

Mentor team members on executive selling, strategic account planning, negotiation, and commercial leadership.

Foster a collaborative, accountable, and high-performance sales culture.

Develop and execute Arbital's payer go-to-market strategy in partnership with executive leadership.

Identify new market opportunities, strategic partnerships, and expansion opportunities.

Provide competitive intelligence and market insights to inform product strategy and commercial investments.

Represent Arbital at industry conferences, executive briefings, and customer events as a senior commercial leader.

Cross-Functional Leadership

Partner closely with Product, Delivery, Customer Success, Marketing, and Actuarial teams to deliver an exceptional customer experience from initial engagement through expansion.

Ensure seamless transitions from sales through implementation while maintaining executive sponsorship for strategic accounts.

Collaborate on pricing strategy, proposals, contracting, and executive-level negotiations.

Requirements

10+ years of enterprise sales, business development, or commercial leadership experience selling to health plans, or equivalent leadership experience within a health plan.

Demonstrated success consistently exceeding enterprise SaaS bookings and revenue targets while managing complex, multi-million-dollar sales opportunities.

Deep understanding of the payer market, value-based care, healthcare economics, and health plan decision-making processes.

Experience selling enterprise SaaS solutions; experience selling technology paired with consulting or professional services is strongly preferred.

Previous startup or high-growth company experience with a demonstrated ability to build repeatable sales processes and scale commercial organizations.

Experience with strategic sales methodologies such as Miller Heiman Strategic Selling; Challenger Sales certification or experience is a plus.

Data-driven leader with strong forecasting, pipeline management, and account planning discipline.

Highly collaborative with demonstrated success partnering across Product, Delivery, Marketing, Customer Success, and Executive Leadership.

Comfortable operating in a fast-paced, high-growth startup environment with ambiguity, ownership, and evolving priorities.

Why Join Us?

We are assembling a team of creative, talented visionaries seeking to build a new technology that will change healthcare. You will be able to learn, build, and scale our team and technology in a collaborative, creative culture that values every team member.

We Offer:

Generous equity grants of ISO stock options

We offer an exceptional benefits package with high employer-paid contributions for health, dental, and vision insurance

4% 401(k) match

Flexible PTO, a weeklong winter shutdown, and 10 holidays each year

Occasional travel required - Quarterly team offsites

The opportunity to build a critical software platform that accelerates the American healthcare system's transition to value-based care