# Director

**Company:** [Abridge](https://hotfix.jobs/companies/abridge)
**Location:** Remote
**Role:** Sales Engineering
**Salary:** $200k – $200k/yr
**Experience:** 10+ years
**Skills:** healthcare saas, payer sales, risk adjustment, raf, hcc, hedis, stars, value-based care, utilization management, c-suite selling, roi modeling, pmpm, epic payer platform
**Posted:** 2026-07-22

> Quota-carrying Director of Payer Sales responsible for building and closing pipeline with national and regional health plans. Sell Abridge's AI clinical documentation platform to improve risk adjustment, quality measures, and reduce denials via joint provider-payer value propositions. Requires 10+ years healthcare SaaS sales experience with deep payer landscape knowledge.

## Job Description

## 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

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