Note: The job is a remote job and is open to candidates in USA. Abridge is a healthcare technology company focused on improving clinical documentation through AI-powered solutions. They are seeking a Director - Payer Sales to drive business growth with health plans by managing a pipeline of national and regional payers and articulating the value of Abridge's platform to payer executives.
Responsibilities
- Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans
- Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow
- Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements
- Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions
- Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers
- Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements
- Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics
- Feed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategy
- Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success
- Represent Abridge externally at payer industry events and in executive conversations across the payer ecosystem
Skills
- 10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans
- Deep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics
- Familiarity with the risk-adjustment, HRA, and quality vendor landscape and how payers evaluate and displace these solutions
- Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth
- Previous responsibility for 7-figure contracts and multi-million dollar quotas
- Strong executive-level negotiation skills, including contract and business terms
- Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
- Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills
- Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma)
- Ability to travel to support sales objectives
- You have sold into both providers and payers, and can bridge the two
- You have experience with clinical documentation workflows, ambient AI, or scribe technology
- You are familiar with payer–provider data exchange platforms (e.g., Epic Payer Platform, claims/clinical data integration)
- You understand foundation AI models and their application in healthcare
Benefits
- Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees
- Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families.
- Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA.
- Paid Parental Leave: Generous paid parental leave for all full-time employees.
- Family Forming Benefits: Resources and financial support to help you build your family.
- 401(k) Matching: Contribution matching to help invest in your future.
- Personal Device Allowance: Tax free funds for personal device usage.
- Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.
- Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more.
- Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals.
- Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment.
- Compensation and Equity: Competitive compensation and equity grants for full time employees.
Company Overview