About Stellar Health:
Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes.
At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way.
Stellar is a US-based Health-tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners) with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients.
About the position:
Stellar is looking for a Director, SMB Provider Sales who has a track record of leading and managing a growing team of Associate Account Executives that will be focused on growing our national network of primary care providers. The person will report to our VP of Network Strategy and Growth and will be responsible for leading a team responsible for the full sales cycle for our small to mid-size primary care providers. In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care evolution from FFS workflows to FFV workflows. This role is responsible for all small to mid-size sales across the country.
What you’ll do:
1. Sales Leadership & Performance Management- Accountability & Quota Attainment: Own all team KPIs and metrics on a weekly, monthly, and annual basis to achieve/exceed quota targets.
- Team Management & Coaching: Directly manage, mentor, and coach a team of Associate AEs / AEs, providing leadership, coaching, and active career development to ensure individual and collective success.
- Sales Execution: Act as the highest-performing seller on the team, ready to directly assist Account Executives in closing high-value opportunities as needed.
- Forecasting & Reporting: Utilize CRM (Salesforce) and analytical tools to accurately track quota performance, generate quarterly sales forecasts, and drive data-informed decisions.
- Process Design & Scale: Design, implement, and continuously scale new and optimized sales processes, methodologies, and best practices across the team.
- 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 effective sales process execution, prospecting scripts, objection handling, and overall performance effectiveness.
- Go-to-Market Strategy: Collaborate directly with Network Leadership to prioritize sales targets based on Customer needs.
- Implementation Hand-Offs: Partner with the Implementations and Provider Success teams to design and enforce optimal hand-off processes, ensuring smooth and effective transitions for newly onboarded practices.
- 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.
- Enterprise Alignment: Collaborate cross-functionally with the Enterprise Sales team to maintain status updates on provider contracting and ensure alignment across customer segments.
As a Director, you should have:
- 7+ years of sales experience, preferably in healthtech
- Experience exceeding quota targets
- Experience recruiting and hiring top performing ICs
- Experience building a team and developing team members to consistently improve both technical and soft skills
- Experience managing a sales team that is responsible for full sales cycle / closing new business
- Analytically minded with ability to drive forecasting and performance reporting that informs strategic direction of the team
- Experience evolving organizational structure and roles/responsibilities in a high growth environment to scale the function to meet growing market demands
- Critical thinker - when faced with obstacles, you are focused on solutions and success
- Experience operating in salesforce and ensuring strong CRM hygiene amongst the team
- 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
- Ideal candidate has a background in healthcare, with at least some knowledge of the value-based care space
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 growing and developing junior ICs
- Enjoy working in a team-based environment with individual autonomy and accountability for results.
- You seek for 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
Pay:
The salary range is $160,000 - $190,000 + $160,0000 variable compensation based upon attainment of personal quota. Where a new hire falls within this range will be based on their individual skills and experience, and how these competencies compare across other employees in the same role. Stellar's bands are designed to allow for individual compensation growth within the role. As such, new hires typically start at the lower end of the range. Stellar rewards performance and outcomes - should you join the company, you will have the opportunity to grow your salary over time.
Perks & Benefits:
Stellar offers a carefully curated selection of wellness benefits and perks to our employees:
- Medical, Dental and Vision Benefits
- Flexible PTO
- Universal Paid Family Leave
- Company sponsored One Medical memberships and Citibike memberships
- Medical Travel Benefits
- A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations
- Stock Options & a 401k matching program
- Career development opportunities like Manager Training, coaching, and an internal mobility program
- A broad calendar of company sponsored social events that for our in-office and remote employees
Diversity is the key to our success. Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status.
We believe that diverse teams -and the different identities, cultures, and life experiences our team members bring to the table- enable us to create amazing products, find creative solutions to interesting problems, and build an inclusive working environment.
Stellar Health Employment Privacy Notice
At Stellar Health, your privacy and security as a job seeker is a priority no matter where you are in the interview process. As recruiting scams have become more prevalent, please take note of the following practices to ensure the legitimacy of any interaction with our team.
- Please note that any communication from our recruiters and hiring managers at Stellar Health about a job opportunity will only be made by a Stellar Health employee with an @stellar.health email address.
- Stellar Health does not utilize third-party agencies for recruitment services and does not conduct text message or chat-based interviews. Any other email addresses, agencies, or forums may be phishing scams designed to obtain your personal information.
- We will not ask you to provide personal or financial information, including, but not limited to, your social security number, online account passwords, credit card numbers, passport information, and other related banking information until we begin onboarding activities, which will be coordinated by a member of the Stellar Health People Ops Team with an @stellar.health email address.
If you are ever unsure whether you are in contact with a legitimate Stellar Health teammate, please contact [email protected]. If you believe you've been a victim of a phishing attack, please mark the communication as “spam” and immediately report it by contacting the U.S. Federal Trade Commission.
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