Note: The job is a remote job and is open to candidates in USA. RevSpring is seeking a consultative Solutions Sales Executive, Payer to serve as a payments specialist for its health plan commercial team. The role owns sales of the payer payments portfolio, partners with account executives to identify and close opportunities, leads solutioning and executive presentations, manages pipeline and forecasts, and supports complex enterprise deals through close.
Responsibilities
- Serve as the payments subject-matter expert on the health plan sales team, partnering with named-account Account Executives to identify, position, and close payments opportunities within their territories
- Own the sale of RevSpring's full payments portfolio for the payer market: member-to-plan (premium and consumer payments), plan-to-member (member disbursements/refunds), plan-to-provider (provider disbursement/claims payments), and provider-to-plan (overpayment and recovery collections)
- Lead discovery and solutioning for payments opportunities, translating a payer's current payment operations, vendor relationships, and pain points into a tailored RevSpring payments strategy
- Develop and deliver consultative, executive-level presentations and ROI narratives that position RevSpring's payments capabilities against incumbent and competitive vendors (e.g., Zelis, ECHO Health/PNC, Optum Financial/VPay, InstaMed)
- Partner with named-account AEs to build and execute account-based plans that introduce payments into new-logo pursuits and expand payments adoption within existing RevSpring accounts
- Lead the payments-specific sales cycle — from opportunity qualification through solution design, proposal, negotiation, and close — in close coordination with the account-owning AE
- Partner with Solutions Engineering, Product, Marketing, and Business Development (BDR) to build and progress a qualified payments pipeline sufficient to meet or exceed quota
- Maintain accurate, timely pipeline, forecast, and activity data in Salesforce for all payments opportunities to support territory planning and revenue forecasting
- Stay current on payer payments industry trends, competitive dynamics, M&A activity, and regulatory changes (e.g., NACHA, CAQH CORE, HIPAA EFT/ERA mandates) to effectively position RevSpring in payments pursuits
- Partner with Legal, Finance, and Product/Delivery to structure and close payments deals that set new and existing clients up for a smooth implementation and long-term partnership
- Represent RevSpring at industry conferences and events to build brand awareness for RevSpring's payments capabilities and generate new payments opportunities
- Provide accurate weekly/monthly pipeline updates and revenue forecasts for payments to sales leadership
Skills
- • Deep, demonstrated expertise in healthcare payments across some combination of: member/premium payments, member disbursements, provider disbursement (claims payments), and provider overpayment recovery
- • Working knowledge of payment rails and modalities used in the payer market — ACH/EFT, virtual card, digital wallets, check — and the operational and compliance considerations of each (NACHA, PCI, HITRUST, CAQH CORE)
- • Track record of selling complex, multi-stakeholder solutions to health plans, TPAs, or payer-adjacent organizations
- • Skilled at building relationships and credibility with C-level and senior finance/operations stakeholders (e.g., CFO, VP of Claims Operations, VP of Provider Network) at health plan clients and prospects
- • Strong consultative and solution-selling skills; ability to align RevSpring's payments offerings to a payer's strategic priorities, cost-reduction goals, and provider/member experience objectives
- • Comfortable navigating long, multi-stakeholder enterprise sales cycles common to the payer market, and effective operating as a specialist inside a team-selling motion
- • Disciplined use of CRM (Salesforce) for pipeline management, forecasting, and account/territory collaboration with AEs
- • Understand the buying process, procurement dynamics, and vendor-consolidation considerations for health plan organizations evaluating payments vendors
- • Ability to clearly differentiate RevSpring's payments capabilities against bank-owned and independent competitors in the space
- Bachelor's Degree
- 5+ years of quota-carrying sales or solutions-sales experience specific to healthcare payments in the payer (health plan) market — e.g., provider disbursement, member disbursement, premium/member payments, or overpayment recovery —
- Ideally including experience selling into health plans or TPAs directly (not solely to providers)
- Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations
- Ability to write reports, business correspondence and procedure manuals
- Ability to effectively present information and respond to questions from a variety of both internal and external sources
- Ideally in a specialist or overlay capacity alongside a broader account team
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