VP of Insurance Discovery Sales

R1 is the leading provider of technology-driven solutions that transform the patient experience and financial performance of hospitals, health systems and medical groups. We are the one company that combines the deep expertise of a global workforce of revenue cycle professionals with the industry’s most advanced technology platform, encompassing sophisticated analytics, AI, intelligent automation, and workflow orchestration.  

Our mission is to be the one trusted partner to manage revenue, so providers and patients can focus on what matters most. Our priority is to always do what is best for our clients, patients and each other. With our proven and scalable operating model, we complement a healthcare organization’s infrastructure, quickly driving sustainable improvements to net patient revenue and cash flows while reducing operating costs and enhancing the patient experience. 

** This role is sales commission eligible with an average base pay of $185k and target OTE ranging from $475k - $575k**    

The VP, Insurance Discovery Sales is a commercial leader responsible for driving quota-bearing revenue growth, market penetration, and strategic positioning of R1’s Insurance Discovery solutions. This role blends sales leadership, market development, and subject matter expertise, ensuring R1 wins and expands Insurance Discovery opportunities across health systems and hospitals.

This executive partners closely with regional sales leaders, account executives, product, marketing, finance, and operations to build pipeline, accelerate deal velocity, and ensure disciplined execution from lead generation through close. The leader will both personally drive new business opportunities and serve as a trusted specialist in complex pursuits, shaping solution strategy, articulating value, and closing executive-level opportunities.

Key Responsibilities

Revenue & Growth Leadership

• Own quota attainment and revenue growth targets for the Insurance Discovery portfolio

• Develop and execute go-to-market strategy in partnership with Sales Leadership, Product, and Marketing

• Create and drive pipeline generation programs targeting strategic accounts and whitespace opportunities

• Partner with Sales to establish pursuit priorities, deal strategy, executive engagement plans, and win themes

• Ensure disciplined pipeline management, forecasting accuracy, and execution accountability

Sales Collaboration & Deal Execution

• Serve as a senior specialist during complex enterprise sales cycles

• Partner with Account Executives to develop winning strategies and differentiation positioning

• Lead executive-level discovery to assess financial objectives, operational realities, and decision drivers

• Deliver compelling executive presentations that link Insurance Discovery to measurable business outcomes

• Shape future-state workflows and commercial strategy aligned to client objectives

Market Development & Demand Creation

• Identify and develop new growth opportunities across existing clients and prospects

• Build and maintain senior executive relationships to support strategic opportunity development

• Serve as national evangelist for Insurance Discovery, promoting solution impact and strategic value

• Support competitive positioning and strategic market messaging

Value Story & Financial Impact

• Lead ROI and value articulation for Insurance Discovery offerings

• Communicate revenue, cash acceleration, cost reduction, and operational performance impact

• Partner with production and operations to develop client-specific value models using available performance data

• Secure executive alignment and confidence in measurable value delivery

Internal Leadership & Partnership

• Provide strategic market insight to Product to inform roadmap development

• Collaborate with Implementation and Client Experience and Client Delivery teams to ensure successful delivery expectations

• Mentor and enable sales teams on Insurance Discovery strategy, positioning, and win approaches

• Support GTM evolution and commercial maturity development

Thought Leadership & Market Presence

• Maintain a deep understanding of healthcare revenue cycle trends and payer dynamics

• Represent R1 as an industry expert through conferences, executive forums, and webinars

• Support development of thought leadership content and market education strategy

Required Qualifications

• Extensive experience in healthcare revenue cycle, commercial strategy, or enterprise healthcare solution sales
• Demonstrated success in quota-bearing roles with proven achievement against annual revenue targets
• Deep knowledge of revenue cycle workflows including eligibility, coverage, self-pay, and bad debt strategies
• Experience leading complex enterprise or consultative solution sales engagements
• Strong executive presence and ability to engage CFO, revenue cycle leadership, and senior operations leaders
• Exceptional communication, strategic storytelling, and negotiation capability
• Strong analytical and financial acumen including business case and ROI development

Preferred Qualifications

• Experience with coverage discovery or hidden coverage identification platforms
• Familiarity with major EHR and RCM technologies
• Experience leading sales strategy or vertical solution go-to-market programs
• Bachelor’s degree or MBA preferred

The healthcare system is always evolving — and it’s up to us to use our shared expertise to find new solutions that can keep up. On our growing team you’ll find the opportunity to constantly learn, collaborate across groups and explore new paths for your career.

Our associates are given the chance to contribute, think boldly and create meaningful work that makes a difference in the communities we serve around the world. We go beyond expectations in everything we do. Not only does that drive customer success and improve patient care, but that same enthusiasm is applied to giving back to the community and taking care of our team — including offering a competitive benefits package.

R1 RCM Inc. (“the Company”) is dedicated to the fundamentals of equal employment opportunity. The Company’s employment practices , including those regarding recruitment, hiring, assignment, promotion, compensation, benefits, training, discipline, and termination shall not be based on any person’s age, color, national origin, citizenship status, physical or mental disability, medical condition, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status or any other characteristic protected by federal, state or local law. Furthermore, the Company is dedicated to providing a workplace free from harassment based on any of the foregoing protected categories.

If you have a disability and require a reasonable accommodation to complete any part of the job application process, please contact us at 312-496-7709 for assistance.

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To learn more, visit: R1RCM.com

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