Head of VBC/Payer Sales (Medtech AI)

TL;DR

Head of VBC/Payer Sales (Medtech AI): Own the payer and MSO revenue motion from first meeting to signed MSA with an accent on enterprise sales to regional health plans, Medicare Advantage organizations, Managed Medicaid MCOs, and value-based care MSOs. Focus on leading executive-level conversations, navigating complex multi-stakeholder procurement processes, and conducting 60-day Proof of Performance deployments against HEDIS/STAR metrics.

Location: United States

Company

Quadrivia is the health technology company behind Qu, a comprehensive, controllable, and customizable AI assistant built by clinicians for clinicians, addressing healthcare professional shortages with real-time support across the care continuum for providers, payers, and pharmaceutical companies.

What you will do

• Drive end-to-end enterprise sales cycles with regional health plans, Medicare Advantage organizations, Managed Medicaid MCOs, D-SNPs, and payer-aligned MSOs managing covered lives at scale
• Lead executive-level conversations with CMOs, VP Care Management, VP Member Experience, VP Quality, and CFOs, translating population health financial exposure into quantified AI value propositions
• Navigate complex multi-stakeholder procurement processes including actuarial review, compliance, IT security, legal negotiation, and medical management approval
• Conduct 60-day Proof of Performance deployments, define Success Scorecards against HEDIS/STAR metrics, manage internal champions, and convert to paid SOWs
• Develop territory strategy across regional payer markets and maintain pipeline accuracy for weekly CCO reviews
• Serve as the commercial voice of the payer market to product and clinical teams, influencing HEDIS measures, STAR use cases, and care management workflows

Requirements

• 10+ years in enterprise healthcare sales with track record of closing complex deals at regional/national health plans, Medicare Advantage, Managed Medicaid MCOs, or value-based care MSOs
• Direct experience selling to VP Care Management, VP Quality, CMOs, and CFOs at payer organizations, understanding purchasing decisions, budget authority, compliance, and actuarial reviews
• Demonstrated ability to manage 9–18 month enterprise payer sales cycles with actuarial, compliance, medical management, IT security, and legal stakeholders
• Quota performance proven by W2s and commission statements showing consistent overachievement at payer-facing companies
• Fluency in payer economics: MLR, PMPM cost structure, STAR rating bonus revenue, HEDIS measure economics, and value-based care shared savings

Nice to have

• Experience at care management technology, utilization management, population health platforms, or managed care services organizations
• Existing relationships at regional BCBS affiliates, Medicare Advantage plans, Medicaid MCOs, or value-based care MSOs for quick first meetings
• Familiarity with NCQA accreditation, CMS STAR rating methodology, HEDIS specifications, and Managed Medicaid quality reporting
• Experience selling solutions requiring clinical workflow or member outreach changes in compliance-heavy environments

Culture & Benefits

• Straightforward commission plan
• Full benefits: medical, dental, vision
• Early-stage commercial team environment where your wins shape strategy in real time
• Work with named strategic partners opening doors to payer leadership
• Thrive in playbook-writing environment, generating and closing your own pipeline