VP of Business Development, National Payers

Responsibilities:

• Own an annual growth quota for national payers covering new-logo wins, new-market expansion, and revenue growth with existing clients

• Build, qualify, and close pipeline through prospecting, your industry network, referrals, and events

• Identify and win expansion opportunities with existing national payer clients — new lines of business, business units, states and markets, programs, and populations

• Partner with Account Management on joint account plans for existing clients: align on growth targets, executive relationships, and who leads each opportunity, and keep handoffs seamless

• Develop enterprise account strategies for each target payer: map business units, budget owners, decision process, and procurement path

• Lead complex, multi-stakeholder enterprise sales cycles with payer executives across quality and Star Ratings, population health, care management, product, network, and procurement/vendor management

• Craft tailored value propositions for each line of business — Medicare Advantage, ACA, commercial/fully insured, and Medicaid — and for enterprise-wide agreements

• Develop strong pitch materials, proposals, RFP responses, and business cases in partnership with Marketing

• Partner with Pricing, Finance, and Legal/Contracting to structure enterprise deals (e.g., master agreements, multi-line statements of work) and own development of statements of work and contracts

• Keep HubSpot current and accurate; forecast monthly, quarterly, and annual bookings to the Chief Commercial Officer

• Maintain in-depth knowledge of national payer priorities, market conditions, competitors, and market offerings

• Represent Everlywell at conferences, seminars, webinars, and other external-facing events

• Bring the voice of the market into product and commercial roadmaps

• Report on business development metrics and KPIs (pipeline coverage, win rate, cycle time, new-logo and expansion bookings)

Who You Are / Job Requirements:

• 10+ years of enterprise business development or sales experience selling to health plans

• Proven record of winning new logos and growing business with major national health plans (e.g., UnitedHealthcare, Elevance Health, Humana, Aetna/CVS Health, Cigna, Centene)

• Track record of expanding existing national payer relationships into new markets, lines of business (Medicare Advantage, ACA, commercial, and Medicaid), and programs

• Established enterprise-level executive relationships at national payers

• Experience navigating national payer procurement, vendor management, and enterprise contracting

• Track record of meeting or exceeding quota on multi-million-dollar, multi-year enterprise deals

• Experience with health plan quality programs (e.g., HEDIS, Star Ratings), at-home diagnostics, or population health a plus

• Bachelor's Degree required — business or science related field preferred; MBA or advanced degree a plus

Skills & Abilities Required:

• Consultative, relationship-first approach to business development

• Exceptional executive presence, with strong communication (verbal and written) and presentation development skills — comfortable in the room with client and internal C-suite leaders

• Ability to navigate large, matrixed organizations and build consensus across many stakeholders

• Strong commercial acumen, including contract, pricing, and negotiation experience

• Strong pipeline management skills, marked by a high degree of organization, attention to detail, and disciplined forecasting

• Proven ability to lead cross-functional teams, both internally and externally, without direct authority

• Ability to leverage and use AI with fluency and understanding

• Results-focused and self-motivated, with a flexible and entrepreneurial mindset

• Ability to thrive under pressure and manage multiple high-stakes priorities simultaneously

• Exercises sound judgment and diplomacy with both clients and internal teams

• Prior experience in a fast-paced and evolving environment a plus

• Experience with HubSpot preferred