ABOUT TOMORROW HEALTH
Tomorrow Health enables exceptional healthcare for patients and their families in the place they want to be most — home. At Tomorrow Heath, we build technology that rewires the way home-based care is ordered, delivered, and paid for. Tomorrow Health connects patients, providers, health plans, and home-based care suppliers, to ensure patients receive the correct and timely care they need to remain healthy at home.
We believe in putting patients first, that many perspectives are stronger than one, and in treating those we serve just as we would our own family members. We hope you’ll join us if you’re passionate about improving healthcare delivery, leveraging technology to help people, and working in a collaborative, diverse environment.
THE TEAM
Our Payor Sales team is responsible for the full lifecycle of health plan and strategic partnerships, from initial conversations to contract execution and ongoing relationship management. This team partners closely with Tomorrow Health’s Product, Engineering, and Go-to-Market teams to win new clients and drive positive outcomes for our partners and patients.
THE ROLE
The Vice President, Payor Sales will report to the Chief Growth Officer and be part of a humble yet ambitious commercial team. You will be focused on developing relationships with potential payor partners, negotiating contracts, and driving growth in Medicaid and Medicare plans. The ideal candidate excels in the development and negotiation of risk contracts with new partners. You have a proven track record in value-based sales with deep experience and exposure across health plan operations, such as financial management, network management, utilization management, quality analytics, clinical operations, and more.
In this position, you will be a major change agent at Tomorrow Health, having impact and influence with a high degree of autonomy and flexibility. You are obsessed with using data to shape our value story and enjoy iterating and learning based on market feedback. You are disciplined with your pipeline activity, action oriented, highly collaborative with an inspiring grit to secure the partnership. Above all, a team player that delivers results.
WHO YOU ARE
- A high-level individual contributor, sales hunter, and closer of new logos who has lead deals from prospecting through contracting
- You have closed seven-figure plus deals with health plans while selling complex savings-driving solutions; full-risk or capitation deal experience required
- Demonstrable examples of consistently meeting or exceeding quotas throughout your career
RESPONSIBILITIES
- Sales Execution: lead-generation-to-close, securing value-based contracts targeting Medicaid, Medicare, and Commercial lines of business
- Quota Attainment: develop and nurture pipeline, track and analyze sales funnel/activity and, meet or exceed annual sales quota
- Sales Strategy: payer sales targeting, collaborate in the deployment of Tomorrow Health assets and resources throughout the sales cycle including financial modeling for rull-risk deals, optimal relationship navigation across multiple stakeholder groups within payers
- Payor and DME Market Expertise: understand evolving details and dynamics of payer and DMEmarket, contract models (such us full risk and delegation), near term trends, and maintain a clear view on how the market will evolve over time
- Marketing Campaign Execution: Build awareness with key decision-makers within payers – collaborate with Marketing to execute regional/state/payer awareness campaigns; payer-related conference execution
- Voice of the Customer: provide prospect feedback to drive ongoing product innovation; field-level competitive intelligence gathering; trends impacting health plans
REQUIREMENTS
- 10+ years of experience in healthcare industry or health related field with experience in contracting, partnerships, business development, particularly in risk-based healthcare, or similar roles as a strategy consultant
- Demonstrated track record of exceeding quota; strong negotiation skills, ideally with 7+ figure deals
- Strong working understanding of the national payer and risk-bearing provider landscape
- Proven success in a startup environment: energetic, agile, and flexible
- Charismatic with excellent organizational, communication and interpersonal skills
- Experience in quantitative and qualitative market diligence and analysis, likely demonstrated through management consulting or operational business development roles
- A team player that will drive towards exceeding their own quota and deliver outstanding results, but never do so at the expense of a colleague or company
- Strong network of relationships across the payer ecosystem, preferred
BENEFITS
- 100% employer-paid medical, dental and vision benefits
- HSA and FSA (Dependent Care and Commuter)
- Fully covered membership in One Medical for on-demand primary care, and Teladoc for 24/7 virtual care
- 12 weeks of paid parental leave for all caregivers
- Free mental health support with BetterHelp through CONCERN EAP
- Short-term, and long-term disability plan availability
- Company-sponsored Life and AD&D insurance
- Educational reimbursement
- Monthly wellness stipend
- Commuter Benefits
- Competitive salary and meaningful equity
- Access to Vanguard 401k plan
- Unlimited vacation and 11 national holidays
- Thoughtfully curated, social-impact focused monthly hosted events including learning sessions, wellness sessions, and social events
- Personal and professional anniversary gifts
- Investor network support
First year target OTE: $400,000/yr, depending on experience and qualifications, plus equity
Learn more about our core values and work with us on our careers page!
Tomorrow Health is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.
