stellar-health - Director Network Enterprise
Requirements
• 8+ years of sales experience, including direct selling and closing new business, preferably in healthtech (required) • At least 4 years of people management experience leading a sales team responsible for the full sales cycle and closing new business (required) • Value-based care experience (required), including working knowledge of Payor incentive programs and different VBC models • Consistent record of meeting or exceeding quota, as an individual seller and as a leader (required) • Experience recruiting, hiring, developing, and retaining top-performing ICs • Experience selling to complex, multi-stakeholder provider organizations such as enterprise medical groups, CINs, IPAs, or ACOs • Analytically minded with ability to drive forecasting and performance reporting that informs strategic direction of the team • Experience operating in Salesforce and ensuring strong CRM hygiene amongst the team • Critical thinker - when faced with obstacles, you are focused on solutions and success • Self-starter who has the desire to learn, grow, and excel in their role • Excellent communication skills and persistent follow-through on commitments • Thrive at collaborative and demanding environments • Who will love this job: • You are passionate about healthcare, interested in working with both payors and providers to improve patient health and care delivery outcomes. • You are a strong leader who enjoys developing and retaining high-performing Account Executives • You enjoy complex, multi-stakeholder deals where strategy matters as much as activity • Enjoy working in a team-based environment with individual autonomy and accountability for results. • You want the career experience of working collaboratively with both Payors and providers for the greater good of the patient. • Thrive in complex and challenging environments that deliver career accelerating experiences. • You get things done and you love working in a dynamic environment; we move quickly and we need a teammate who will too
Responsibilities
• 1. Sales Leadership & Performance Management • Accountability & Quota Attainment: Own the Network Enterprise ARR goal and all team KPIs on a monthly, quarterly, and annual basis to achieve/exceed quota targets. • Team Management & Coaching: Directly manage, mentor, and coach a team of Account Executives and a Business Development Representative through weekly 1:1s, funnel reviews, and call coaching, providing active career development to ensure individual and collective success. • Develop & Retain a High-Functioning Team: Hire, onboard, and ramp new team members against defined milestones, and build the development paths that keep top performers growing at Stellar. • Deal Leadership: Partner with Account Executives on complex, high-value opportunities, bringing positioning, value framing, and next-step discipline while the AE remains the deal owner. • Strategic Networks: Lead engagements with Strategic Networks (CINs, IPAs, and ACOs) to secure alignment and an agreed path to practice-level activation across member groups. • Forecasting & Reporting: Utilize CRM (Salesforce) and analytical tools to track quota performance, generate quarterly sales forecasts, and report attainment, risk, and priorities to Network Leadership. • 2. Process Optimization & Operational Excellence • Process Design & Scale: Design, implement, and continuously improve the Network Enterprise sales process, playbooks, and best practices, aligned with SMB to one Network north star while reflecting the differences between the two sales motions. • Adoption & Compliance: Ensure full team adoption and adherence to the designated sales process and all associated documentation requirements within the CRM to guarantee accurate and reliable reporting. • Training & Development: Own the continuous training and development of the team on sales process execution, value-based care, Stellar's Payor programs, objection handling, and overall performance effectiveness. • Target List Prioritization: Prioritize and assign enterprise targets from Payor lists and Strategic Network • 3. Cross-Functional Strategy & Collaboration • Program Expertise: Become an expert in Stellar's Payor programs and translate program changes into team positioning and enablement. • Go-to-Market Strategy: Collaborate with Network Leadership and Payor-facing teams to prioritize sales targets based on Customer needs, and consolidate field feedback for Payor partners. • Implementation Hand-Offs: Partner with the Implementations and Provider Success teams to maintain and enhance optimal hand-off processes, ensuring smooth and effective transitions for newly onboarded practices to maximize their performance on Stellar. • Data & Dashboarding: Collaborate with Network Operations to design, configure, and maintain performance management dashboards for aggregate functional KPIs, individual AE performance, and customer-level tracking. • SMB Alignment: Partner with the Director, SMB Provider Sales on account assignment, shared process, and training to operate toward one Network north star.
Benefits
• Stellar offers a carefully curated selection of wellness benefits and perks to our employees: • Universal Paid Family and Caregiver Leave • Wellhub+ Gym Memberships • Pre-tax commuter benefits, HA, FSA plans • Company sponsored One Medical memberships and Citibike memberships • JOON, a flexible lifestyle spending account that gives our team a monthly stipend to spend on what matters most to them • Stock Options & a 401k matching program • A broad calendar of company sponsored social events that for our in-office and remote employees • Company sponsored lunch for all NY HQ employees
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