Director, Enterprise Sales

Stellar Health

Director of Enterprise Sales leading business development and relationship expansion with health plans at Stellar Health. Engaging C-suite decision makers while navigating complex sales cycles.

Posted 6/3/2026full-timeRemote • 🇺🇸 United StatesLead💰 $160,000 - $190,000 per yearWebsite

About the role

Key responsibilities & impact

Own net new logo acquisition from national and regional health plans and payers, owning prospecting, outreach, and pipeline development from the ground up.
Partner with our customer success team to identify expansion opportunities within existing accounts, and then own the process for landing these expansions.
Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations.
Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals.
Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e.g., CMO, VP Quality, VP Value-Based Programs).
Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly.
Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams.
Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership.
Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG.
Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience.
Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy.

Requirements

What you’ll need

7+ years of enterprise sales experience with a demonstrated track record of closing net new business — not account management alone.
Proven experience selling into health plans, payers, or managed care organizations is required.
Direct experience navigating and closing complex enterprise deals with sales cycles of 6–18 months.
Consistent history of quota attainment in a role requiring net new logo generation.
Strong understanding of payer economics, value-based care models, quality measurement (HEDIS, Stars), and how health plans evaluate and buy technology.
Ability to build executive-level trust with senior payer leadership (C-suite, VP-level) and manage multi-stakeholder buying processes.
Experience with SaaS-based healthcare technology solutions.
Skilled in consultative selling, deal structuring, and complex contract negotiation.
Strong pipeline management and CRM discipline; comfortable with long-cycle forecasting.
Strong written and verbal communication skills; able to translate platform value into clear outcomes for payer audiences.
Comfortable operating in a high-growth environment with significant autonomy and accountability.
Ability to travel 25–30% for in-person prospect meetings and industry events.

Benefits

Comp & perks

Medical, Dental and Vision Benefits
Flexible PTO
Universal Paid Family and Caregiver Leave
Wellhub+ Gym Memberships
Pre-tax commuter benefits, HA, FSA plans
Company sponsored One Medical memberships and Citibike memberships
Medical Travel Benefits
JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them
Stock Options & a 401k matching program
A broad calendar of company sponsored social events that for our in-office and remote employees
Company sponsored lunch for all NY HQ employees

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

enterprise salesquota attainmentconsultative sellingdeal structuringcontract negotiationpipeline managementCRM disciplineSaaS-based healthcare technology

Soft Skills

relationship buildingcommunicationtrust buildingstakeholder managementautonomyaccountability