Abridge - Director - Payer Sales

Remote - USA+ Equity1w ago

Remote Director NA Digital Health Artificial Intelligence Art Director CMO Prospecting Product Marketing Notion Hedera Slack Figma Clinical Documentation Close Travis CI PMP

Requirements

• 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 • LOCATION & TRAVEL • This is a remote, US-based role. Proximity to major payer hubs is a plus but not required. This role will require approximately 30–50% travel to support sales objectives.

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

Benefits

• At Abridge, we’re transforming healthcare delivery experiences with generative AI, enabling clinicians and patients to connect in deeper, more meaningful ways. Our mission is clear: to power deeper understanding in healthcare. We’re driving real, lasting change, with millions of medical conversations processed each month.