Vice President Sales, Health Plan and PBM

Lark Health; Mountain View (CA); Remote; USD 148,000 - 232,000; Full time

Job summary

A leading company in digital health is seeking a Vice President of Sales to drive growth and build relationships with health plans and PBMs. This role requires strategic leadership, a deep understanding of healthcare economics, and the ability to close large enterprise deals. Join a remote team focused on innovative cardiometabolic care, leveraging AI to enhance patient outcomes.

Benefits

Comprehensive benefits package

Potential bonuses

Stock awards

Qualifications

• 10+ years of sales or business development experience in healthcare.
• Experience selling digital health or healthcare technology to health plans.

Responsibilities

• Lead payer sales strategy and manage the entire sales funnel.
• Build executive-level relationships with key stakeholders.
• Negotiate complex enterprise agreements.

Skills

Leadership

Strategic Thinking

Communication

Data-Driven Mindset

Job description

Vice President Sales, Health Plan and PBM

Join to apply for the Vice President Sales, Health Plan and PBM role at Lark Health.

About Lark

At Lark Health, we’re leading the way into a new era of cardiometabolic care, leveraging advanced AI techniques–including deterministic and generative models–to provide scalable, affordable, and compassionate care. We help our healthcare partners manage over 30 million lives and prevent conditions like obesity, hypertension, type II diabetes, and behavioral health. Our platform delivers real-time personalized counseling and health monitoring for each patient. By providing compelling and actionable insights, we empower every user to live happier, healthier lives. Come join our team!

The Role

We are looking for a strategic and experienced Vice President of Sales to lead and grow our digital health commercial initiatives with major health plans and Pharmacy Benefit Managers (PBMs). This role is responsible for building and scaling a high-performing, payer-focused sales team, developing and managing key executive relationships, leading contract negotiations, and driving revenue growth through strategic partnerships and enterprise-level engagements.

What You'll Do

• Lead end-to-end payer sales strategy across commercial, Medicare, and Medicaid health plans, as well as national and large regional PBMs.
• Manage the entire sales funnel—from prospecting to contract close—ensuring accurate forecasting, strong pipeline development, and consistent revenue growth.
• Build and maintain executive-level relationships with key stakeholders, including Medical Directors and leaders in Pharmacy, Population Health, Digital Innovation, and IT/Engineering.
• Partner cross-functionally with marketing, clinical, product, and implementation teams to craft compelling value propositions, align go-to-market strategies, and ensure strong product-market fit.
• Represent the company at industry events, conferences, and strategic meetings with partners, customers, and potential clients.
• Provide actionable payer insights and market intelligence to inform product development and overall commercial strategy.
• Lead the design and negotiation of complex enterprise agreements, including pilot programs, preferred vendor arrangements, and value-based contracts.

What You Need

• Deep network of executive-level payer relationships and proven success in closing large, multi-year enterprise deals.
• Strong understanding of healthcare economics, payer priorities, pharmacy benefit management, and digital health adoption dynamics.
• Strategic thinker with a data-driven mindset and the ability to scale a national sales team.
• Strong leadership, executive presence, and communication skills.
• Experience in startup or high-growth environments preferred.
• Experience with digital therapeutics, behavioral health, chronic care management, or remote monitoring.
• Familiarity with Medicare Advantage, Medicaid managed care, and value-based reimbursement models.
• 10+ years of sales or business development experience in healthcare, with at least 5 years selling digital health, healthcare technology, or services to health plans and/or PBMs.

Working at Lark

Lark operates as a remote organization, requiring all employees to reside within the United States. The specific salary offered will depend on various factors, including location, job level, and verified experience. Candidates are eligible for a comprehensive benefits package, potential bonuses, and stock awards where applicable.

Lark is an Equal Opportunity and Affirmative Action Employer. We believe diverse teams foster innovation and enhance our mission-driven culture. We strongly encourage people from underrepresented groups to apply.

Compensation Range: $148.4K - $231.6K

Additional Details

• Seniority level: Executive
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Hospitals and Healthcare

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