B2B Healthcare Sales - Payers

What You Will Own

• New logo revenue for payer technology services. You will be responsible for net new services business, closing deals from first outreach through signed agreements.
• Pipeline creation. In your first six months, build a qualified pipeline that is a multiple of your annual target, measured by live meetings held and proposals delivered-not just by names in a CRM.
• Full-cycle sales execution, including prospecting, lead generation, discovery, value proposition development, proposal writing, pricing conversations, and closing. You will involve delivery leaders and subject matter experts at the right moments and manage proposals yourself.
• A deal mix that reflects how our business operates: tactical engagements that can close in weeks, as well as fixed-price projects with longer sales cycles.
• Activity from week one. Start outreach, make calls, and set meetings in your first days, while you deepen your knowledge of our services.

Who Thrives in This Role

• A true hunter who enjoys opening cold accounts; outbound work is not something you delegate.
• Well-versed in the payer domain, able to contribute meaningfully from the first meeting. You understand health plan needs, decision-makers, and blockers.
• A commercially creative thinker able to find new approaches to challenging accounts. Health plans are busy and typically have existing vendors-a new script won’t suffice, but a better idea will.
• Someone with a credible executive presence, welcomed by clients at conferences, on-site visits, and in boardroom-level discussions.
• A relationship builder whose network is based on trust, reliability, and delivering practical value. Clients answer your calls.
• A direct communicator who advances opportunities and asks for the close, while respecting delivery partners.
• A resilient operator who candidly explains misses, quickly adjusts, and maintains momentum through challenging services sales cycles.
• High tolerance for the challenges of a difficult sell and low tolerance for mediocrity. You persist regardless of obstacles.

What You Bring

• Five or more years in a closing sales role, managing the process end to end. Experience only in sales development or pod models will not translate.
• Proven success selling technology services, consulting, or professional staffing into health plans-payer-side specifically, not provider-side.
• A verifiable record of quota attainment. We will ask about your targets and actual results each year, and we’ll confirm this with former managers.
• A network of payer relationships built over several years that you can reactivate. A book of business is not required.
• Fluency in claims operations and systems work. Familiarity with key claims platforms and conversion processes is a strong advantage.
• Comfort writing your own proposals and developing your own value propositions.

Location and Compensation

• Location: Remote
• Travel: Approximately 10%

Additional information

Council Capital and our portfolio companies are committed to building high-performing teams by hiring the best talent-period.

We believe in putting the right people in the right seats, regardless of background, and we’re always looking for individuals who bring fresh thinking, grit, and a drive to make a difference.

Thank you for considering a role with one of our companies. We’re excited to learn more about you.