Director, Enterprise Sales - Northeast Region

About Stellar Health:

Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes. 

At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way.  

Stellar is a US-based Health-tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners)​​ with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients.

About the position:

The Director, Enterprise (B2B) Sales will be responsible for leading a key area of Stellar Health’s growth function: our sales to payers and risk bearing provider entities. Serving in a leadership role as Stellar accelerates into our next stage of growth, this role will be responsible for managing revenue growth and sales activities across the US.

Reporting to the VP, Enterprise Sales, this position will be charged with lead generation and closing contracts, while supporting the implementation of processes and infrastructure necessary to enable the high growth environment of Stellar. Additionally, the Director will introduce best practices as an established sales leader when it comes to the selling methodology, go-to-market strategy and channel growth across the healthcare ecosystem.  This position is expected to be skilled at consultative selling, managing the complex selling cycle of enterprise sales, and navigating the healthcare ecosystem necessary to close deals. 

What you’ll do:

• Achieve new sales targets across a diversified customer and a graphic footprint
• Have direct responsibility for increasing the customer base, top-line financial growth for the business
• Development and execution of new sales processes and workflows that improve the effectiveness and scalability of the sales team
• Directly lead and close selling opportunities
• Develop and maintain key customer relationships with target accounts
• Maintain high level of product and market knowledge
• Broker and negotiate complex contracts for health systems, ACOs, MSOs, and national and regional payer accounts
• Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals and booking appointments with target accounts
• Maintain executive relationships with client champions, business owners, and executive sponsors as the account manager, responsible for client expansions and renewals.
• Sell to senior leaders and C-level executives at National and Regional Health Plans
• Manage and prepare for key prospect sales meetings (both onsite and remote)
• Contract review and management (MSA, SOW, NDAs, BAAs, SRAs, SLAs)
• Provide meeting and conference support as required, including scheduling required executive meetings at and attend key industry trade events (e.g. Becker’s, APG, RISE, AHIP, HFMA, Blues Summit)

As the Director, Enterprise Sales you should have:

• A proven history of building strategic relationships, selling and closing complex deals within Enterprise technology sales
• A minimum of 5-10 years of senior level sales experience
• Experience selling within complex environments required
• Strong documented success as a enterprise sales executive selling SaaS-based software (in the healthcare ecosystem is required)
• Deep experience in navigating negotiations that achieve short-term and long-term objectives
• Deep experience selling and navigating the environment of national payers and large health systems
• Strong experience thriving and navigating the environment of a high growth company
• Relationship-oriented, people-centric contributor; track record of being a strong leader as well as a collaborative colleague
• Strong analytical, creative problem solving and presentation skills
• Strong communication skills, both written and verbal
• High degree of personal organization, time management and ability to multi-task
• Must be c