Director – Payer Sales

Abridge

Director - Payer Sales focusing on national and regional payer partnerships at Abridge. Driving healthcare solutions with generative AI for improved clinical documentation and patient care.

Posted 7/22/2026full-timeRemote • 🇺🇸 United StatesLead💰 $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in healthcare SaaS sales, particularly in navigating payer landscapes and building relationships with C-level decision makers. Proven ability to develop strategic account plans and articulate value propositions that resonate with payer economics.

Highest-signal resume keywords

10+ Years Direct Sales ExperiencePayer Landscape ExpertiseConsultative Selling at C-Suite LevelStrong Executive-Level Negotiation SkillsRelationships with Payer Executives

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Healthcare SaaS SalesRisk Adjustment (RAF/HCC)Quality Programs (HEDIS, Stars)Utilization ManagementValue-Based CareContract NegotiationBusiness Terms NegotiationNew-Business GrowthAccount PlanningPipeline Management

Soft Skills

Interpersonal SkillsTime ManagementPresentation SkillsCommunication SkillsInfluencing Skills

Tools & Technologies

SlackGoogle SuiteNotionFigma

Industry Keywords

Payer Revenue TargetHealth PlansC-Level Decision MakersPayer Buying CentersMulti-Year AgreementsROI and Economic ModelsMarket IntelligencePayer EcosystemExecutive ConversationsHealth System Partner Base

About the role

Key responsibilities & impact

Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans
Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow
Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements
Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions
Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers
Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements
Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics
Feed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategy
Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success
Represent Abridge externally at payer industry events and in executive conversations across the payer ecosystem

Requirements

What you’ll need

10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans
Deep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics
Familiarity with the risk-adjustment, HRA, and quality vendor landscape and how payers evaluate and displace these solutions
Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth
Previous responsibility for 7-figure contracts and multi-million dollar quotas
Strong executive-level negotiation skills, including contract and business terms
Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills
Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma)
Ability to travel to support sales objectives

Benefits

Comp & perks

Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees
Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families.
Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA.
Paid Parental Leave: Generous paid parental leave for all full-time employees.
Family Forming Benefits: Resources and financial support to help you build your family.
401(k) Matching: Contribution matching to help invest in your future.
Personal Device Allowance: Tax free funds for personal device usage.
Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.
Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more.
Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals.
Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment.
Compensation and Equity: Competitive compensation and equity grants for full time employees.