Sales Director (Healthcare Payer)

About the Role

As Sales Director, you will drive new business growth by identifying, developing, and closing new health plan customer relationships. This is a foundational role on our sales team - you won't just execute a playbook, you'll help write it. In a market where point solutions no longer win, you'll bring a consultative, relationship-driven approach centered on selling the vision of AI-enabled transformation - not a single tool for a single problem. You'll be the face of Abacus to prospective payer stakeholders ranging from technical architects to C-suite executives.

Beyond running your own pipeline, you'll partner closely with Sales Enablement, Product, and Engineering to shape solution packages that map directly to client needs and to help the broader organization move faster in delivering value to customers and prospects alike. This is an opportunity for a driven, entrepreneurial sales professional to have an outsized impact on both revenue and how Abacus goes to market.

Your day to day

• Own the full sales cycle - from prospecting and qualification through negotiation and close - for new health plan logos
• Build and manage a healthy, accurately forecasted pipeline that consistently delivers against quota, recognizing that enterprise payer deals typically run 6-12 month sales cycles
• Navigate complex, multi-threaded sales cycles involving diverse buyer personas across business, IT, and data/analytics functions within payer organizations
• Sell the broader transformation story rather than a single point solution - connecting Abacus capabilities across multiple problem areas into one cohesive vision for the customer
• Develop a deep command of the Abacus platform, our value proposition, and the competitive landscape, and translate that knowledge into compelling, tailored presentations for technical and executive audiences alike
• Build trusted, long-term relationships with economic buyers, executive sponsors, and end users grounded in genuine understanding of their business and operational pain points - not just relationship management
• Partner cross-functionally with Sales Enablement, Product, and Engineering to shape solutions that reflect real client requirements
• Act as a voice of the customer internally, helping identify ways Abacus can deliver value faster to both current customers and prospects
• Represent Abacus at industry events, conferences, and networking opportunities to build market presence and generate pipeline

What you bring to the team

• 10+ years of experience selling software products, platforms, or technical solutions in data management, analytics, or a related enablement space
• 5+ years of experience selling specifically into the healthcare payer market, with direct experience managing 6-12 month enterprise sales cycles
• Concentrated, non-point-solution experience: a demonstrated track record selling across at least two or more of the following areas - payment integrity, cost of care and medical cost containment, STARS/HEDIS quality, risk adjustment
• A genuine, working understanding of the value chain and business drivers behind these solution areas - able to speak fluently to customer pain points and processes, not just navigate a contact list
• Demonstrated success navigating complex sales cycles with multiple buyer personas across business and technology stakeholders in payer organizations
• A consistent track record of exceeding sales quota, with strong skills in pipeline development, deal strategy, and closing
• Experience selling within a SaaS business model; flexibility to extend / pivot to an AI enabled SaaS Model
• Excellent communication and presentation skills, with the ability to deliver in-depth, value-driven presentations to audiences ranging from technical practitioners to senior executives
• A collaborative mindset - comfortable working cross-functionally with Product, Engineering, and Sales Enablement to shape client-specific solutions
• Proven ability to build trusted relationships with executive sponsors, economic buyers, and enterprise end-users

What we'd like to see but not required

• Strong experience selling multiple solutions specifically within payment integrity or cost containment
• Experience at a growth-stage healthcare technology company, including building and bringing new products to market
• Experience selling software products/solutions on cloud platforms such as AWS, Azure, GCP, Databricks, or Snowflake

Compensation

Compensation for this role is based on experience, skills, and location, and includes base salary plus eligibility for performance bonuses and equity grants.

What you'll get in return

• Unlimited paid time off - recharge when you need it
• Work from anywhere - flexibility to fit your life
• Comprehensive health coverage - multiple plan options to choose from
• Equity for every employee - share in our success
• Growth-focused environment - your development matters here
• Home office setup allowance - one-time support to get you started
• Monthly cell phone allowance - stay connected with ease