Director of Health Plan Sales

• The Director of Health Plan Sales will open and close new partnerships with national and regional health plans
• This is an individual contributor role for a seller who already knows the health plan landscape, has the relationships to get meetings fast, and wants to own deals from first conversation to signed contract
• You will build two kinds of partnerships:
• Network provider partnerships: 9amHealth joins a plan’s provider network as an in-network virtual care provider, so members can access our clinicians and programs as a covered benefit
• Vendor partnerships: 9amHealth is contracted by the plan as a value-added clinical program (for example, cardiometabolic or GLP-1 management) offered to its fully insured and ASO/self-funded clients
• You will report to the Chief Commercial Officer and can be based anywhere in the US
• Open doors fast. Use your existing health plan network to secure early meetings with decision-makers across network management, provider contracting, clinical programs, product, and medical management
• Own the full sales cycle. Source, qualify, and close new health plan partnerships, from first outreach through proposal, negotiation, and signed contract
• Build network provider partnerships. Lead in-network contracting conversations, including credentialing requirements, reimbursement models, billing and coding approach, and network adequacy fit
• Build vendor partnerships. Position 9amHealth as a plan-contracted clinical program, shaping deal structures such as PMPM, value-based, and outcomes-guaranteed pricing, and plan-to-client (ASO/fully insured) distribution
• Navigate complex buying groups. Map stakeholders, build internal champions, and manage procurement, vendor vetting, security reviews, and legal redlines
• Shape the story. Tailor our clinical and financial value case (ROI, outcomes data, member engagement) to each plan’s priorities, quality metrics, medical cost trend, and GLP-1 spend
• Partner cross-functionally. Work with our COO, Chief Medical Officer, marketing, finance, and implementation teams on proposals, pricing, collateral, and a smooth handoff to launch
• Bring the market back in. Serve as our in-house expert on the health plan industry, sharing competitive intelligence and buyer feedback to inform product, pricing, and go-to-market strategy
• Forecast with discipline. Maintain an accurate pipeline in HubSpot and report activity, pipeline, and forecast to the executive team
• Show up in the market. Represent 9amHealth at industry conferences and events (e.g., AHIP) to build relationships and generate pipeline

Benefits

• Health, vision, and dental plans
• 20 vacation days (for full-time employees)
• Flexible, hybrid working model

• Deep knowledge of how health plans work: lines of business (commercial, ASO/self-funded, Medicare Advantage, Medicaid), network contracting, credentialing, claims and reimbursement, quality programs, and vendor procurement
• 8+ years of enterprise sales or business development experience in healthcare, with at least 5 years selling directly to commercial health plans
• A strong, active network across national and regional health plans, and the ability to secure senior-level meetings quickly
• Experience running long, complex sales cycles with many stakeholders on your own, with little support needed
• Fluency in value-based and outcomes-based contracting, and comfort building a clinical and financial ROI case with plan actuaries and medical leadership
• A track record of closing new health plan partnerships, whether as a network provider agreement, a vendor contract, or both, with deal sizes and timelines you can walk us through
• Clear, credible written and verbal communication with executives, clinicians, and contracting teams
• Ability to travel up to 40% for client meetings, conferences, and time at our Encinitas office
• Experience selling digital health, virtual care, or chronic condition management (diabetes, obesity, hypertension) programs to payers
• Experience with GLP-1, pharmacy benefit, or PBM-adjacent solutions
• Experience selling an emerging product at a growth-stage company
• Prior work on the health plan side, such as network management, provider contracting, or clinical programs
• An entrepreneurial mindset and comfort building a channel from the ground up
• Experience with HubSpot or a similar CRM