Vice President, Payer Growth

Core Requirement

This role requires a proven strategic payer sales leader with demonstrated success selling and expanding enterprise solutions with health plans, primary focus in Medicare Advantage and Medicaid, secondarily in Commercial markets. The ideal candidate understands the distinct business, regulatory, operational, and market dynamics of each line of business and can translate payer priorities into credible executive-level strategies that drive measurable growth.

Position Overview

The Vice President, Payer Growth is responsible for generating new business and expanding strategic health plan relationships within an assigned territory and account portfolio. This leader will develop territory and account strategies, build trusted relationships with payer executives, identify and quantify whitespace, and lead complex enterprise sales opportunities from initial engagement through contract execution.

A key focus of the role is creating a comprehensive growth strategy for an existing portfolio of health plan clients, meaning accelerate cross-sell opportunities; and pursuing new logo opportunities with national, regional, State sponsored, and other risk-bearing payers.

The successful candidate will connect payer priorities—including affordability, healthcare economics, risk and quality performance, value-based care, population health, member engagement, customer and group reporting, AI, and enterprise data strategy to the MedeAnalytics Health Performance Platform and broader solution portfolio. This individual must be equally effective as an enterprise seller, strategic account leader, healthcare advisor, and cross-functional team orchestrator.

Key Responsibilities

New Business and Revenue Growth

• Develop and execute a territory growth strategy across Medicare Advantage and Medicaid.
• Build and manage a qualified pipeline through executive relationships, market intelligence, targeted prospecting, partnerships, and industry engagement.
• Create account-specific strategies for priority health plans, including relationship maps, business hypotheses, solution alignment, and pursuit plans.
• Lead consultative conversations that connect payer business priorities to MedeAnalytics' data, analytics, AI, workflow, and advisory capabilities.
• Manage complex enterprise sales cycles from discovery and solution development through executive presentations, RFPs, commercial negotiations, and contract execution.
• Consistently achieve or exceed annual new-logo, expansion, ARR, and revenue targets.

Strategic Account Expansion

• Serve as the commercial growth leader for an assigned portfolio of existing health plan clients.
• Partner with Account Management to develop and execute strategic growth and success plans for each priority account.
• Build a deep understanding of each client's strategy, operating model, technology and analytics environment, financial objectives, transformation initiatives, and competitive landscape.
• Identify and quantify whitespace across the MedeAnalytics portfolio and convert it into actionable near- and long-term opportunities.
• Expand relationships beyond current users and buyers by developing executive sponsorship across business, clinical, financial, technology, analytics, and operational functions.
• Lead the commercial strategy for expansions, cross-sells, and upsells, positioning MedeAnalytics as a long-term enterprise partner.
• Coordinate executive sponsorship and internal resources around the highest-value growth opportunities.

Territory and Market Leadership

• Maintain a comprehensive territory plan covering current clients, priority prospects, market dynamics, competitive positioning, and revenue potential.
• Apply a strong understanding of the distinct priorities of Medicare Advantage, Medicaid, dual-eligible, and commercial health plans to shape relevant executive conversations and growth strategies.
• Monitor payer trends, policy changes, competitive activity, and emerging client needs, translating market intelligence into commercial opportunities.
• Represent MedeAnalytics at industry conferences, client events, executive meetings, and other payer forums.
• Establish MedeAnalytics as a strategic thought partner—not solely a technology or analytics vendor—with health plan leadership.

Cross-Functional Leadership and Operating Discipline

• Serve as the commercial lead for assigned strategic accounts, coordinating Account Management, Product, Marketing, Solution Consulting, Services, Partnerships, and executive leadership.
• Translate client needs and market intelligence into actionable input for product strategy, partnerships, messaging, and go-to-market priorities.
• Collaborate with solution and product leaders to develop compelling business cases tied to measurable clinical, financial, operational, and member outcomes.
• Lead regular account and territory reviews focused on pipeline, client health, revenue risk, whitespace, relationship coverage, and next actions.
• Maintain disciplined opportunity management, forecasting, account planning, and CRM hygiene.

Measures of Success

• New-logo ARR and revenue
• Expansion ARR and revenue from existing clients
• Qualified pipeline creation, progression, and conversion
• Growth of MedeAnalytics' footprint within strategic accounts
• Executive relationship depth and breadth
• Strategic account and territory plan execution
• Forecast accuracy
• Client advocacy and referenceability
• Achievement of annual territory revenue objectives

Required Qualifications

• Bachelor's degree or equivalent professional experience.
• 10+ years of successful enterprise sales, strategic account growth, or business development experience in healthcare technology, analytics, SaaS, consulting, or related solutions serving health plans.
• Demonstrated sales and account-expansion success across Medicare Advantage, Medicaid, and commercial health plan markets.
• Strong understanding of the distinct economics, regulatory requirements, operating models, purchasing dynamics, and strategic priorities of government-sponsored and commercial health plans.
• Proven ability to originate, develop, and close complex, multi-million-dollar enterprise opportunities.
• Experience developing and expanding relationships with large national, regional, Blue Cross Blue Shield, and/or provider-sponsored health plans.
• Strong understanding of payer priorities, including affordability, medical cost management, value-based care, risk adjustment, quality, population health, network performance, member engagement, and enterprise analytics.
• Working knowledge of healthcare data, including medical and pharmacy claims, clinical, financial, eligibility, provider, and social risk data.
• Ability to engage credibly with C-suite and senior executives across business, clinical, financial, operational, technology, and analytics functions.
• Experience navigating complex RFPs, procurement processes, contracting, and enterprise decision-making environments.
• Strong executive communication, presentation, negotiation, and relationship-management skills.
• Demonstrated ability to lead cross-functional teams and influence without direct authority.
• Highly self-directed, with the discipline to manage a large territory and portfolio of complex strategic accounts.

Preferred Qualifications

• Established executive relationships within the U.S. payer market.
• Experience selling enterprise healthcare data platforms, analytics, AI, population health, value-based care, quality, risk, or financial performance solutions.
• Understanding of modern healthcare data architecture, cloud platforms, interoperability, AI/ML, and enterprise analytics environments.
• Experience helping health plans unify fragmented data and analytics environments or expand enterprise adoption of a strategic platform.
• Demonstrated payer-market thought leadership and the ability to represent MedeAnalytics credibly with senior industry executives.

Leadership Profile

This is a senior individual contributor role with no direct reports. The ideal candidate will bring strong commercial ownership, strategic thinking, and executive relationship-building skills to manage their territory and account portfolio as a trusted partner to health plan leaders.

Additional Information:

MedeAnalytics believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is $165,000 - $195,000 USD + commission opportunities. Please note that actual compensation for all roles may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, relevant work experience, professional achievements/qualifications, skill level, business need, location and will be finalized at the time of offer.