Director

What You'll Do

• 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

What You'll Bring

• 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

Bonus Points If…

• 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

Compensation and Benefits

• Competitive compensation and equity grants
• Generous Time Off: 14 paid holidays, flexible PTO for salaried employees
• Comprehensive Health Plans: Medical, Dental, and Vision coverage
• Generous HSA Contribution
• Paid Parental Leave
• Family Forming Benefits
• 401(k) Matching
• Personal Device Allowance
• Pre-tax Benefits: FSA and Commuter Benefits
• Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more
• Mental Health Support: therapy and coaching
• Sabbatical Leave after 5 years