Director, SMB Provider Sales

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:

Stellar is looking for a Director, SMB Provider Sales who has a track record of leading and managing a growing team of Associate Account Executives that will be focused on growing our national network of primary care providers.  The person will report to our VP of Network Strategy and Growth and will be responsible for leading a team responsible for the full sales cycle for our small to mid-size primary care providers. In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care evolution from FFS workflows to FFV workflows. This role is responsible for all small to mid-size sales across the country.

What you’ll do:

1. Sales Leadership & Performance Management

• Accountability & Quota Attainment: Own all team KPIs and metrics on a weekly, monthly, and annual basis to achieve/exceed quota targets.
• Team Management & Coaching: Directly manage, mentor, and coach a team of Associate AEs / AEs, providing leadership, coaching, and active career development to ensure individual and collective success.
• Sales Execution: Act as the highest-performing seller on the team, ready to directly assist Account Executives in closing high-value opportunities as needed.
• Forecasting & Reporting: Utilize CRM (Salesforce) and analytical tools to accurately track quota performance, generate quarterly sales forecasts, and drive data-informed decisions.

2. Process Optimization & Operational Excellence

• Process Design & Scale: Design, implement, and continuously scale new and optimized sales processes, methodologies, and best practices across the team.
• Adoption & Compliance: Ensure full team adoption and adherence to the designated sales process and all associated documentation requirements within the CRM to guarantee accurate and reliable reporting.
• Training & Development: Own the continuous training and development of the team on effective sales process execution, prospecting scripts, objection handling, and overall performance effectiveness.

3. Cross-Functional Strategy & Collaboration

• Go-to-Market Strategy: Collaborate directly with Network Leadership to prioritize sales targets based on Customer needs.
• Implementation Hand-Offs: Partner with the Implementations and Provider Success teams to design and enforce optimal hand-off processes, ensuring smooth and effective transitions for newly onboarded practices.
• Data & Dashboarding: Collaborate with Network Operations to design, configure, and maintain performance management dashboards for aggregate functional KPIs, individual AE performance, and customer-level tracking.
• Enterprise Alignment: Collaborate cross-functionally with the Enterprise Sales team to maintain status updates on provider contracting and ensure alignment across customer segments.

As a Director, you should have:

• 7+ years of sales experience, preferably in healthtech
• Experience exceeding quota targets
• Experience recruiting and hiring top performing ICs
• Experience building a team and developing team members to consistently improve both technical and soft skills
• Experience managing a sales team that is responsible for full sales cyc