Director - Payer Sales

Abridge is a healthcare AI company focused on transforming medical conversations into structured clinical notes and actionable insights, with a mission to improve clinical documentation and healthcare delivery.

Location: Remote (US)

Salary: $200K

Responsibilities

• Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans
• Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow
• Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements
• Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions
• Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers
• Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements
• Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics
• Feed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategy
• Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success
• Represent Abridge externally at payer industry events and in executive conversations across the payer ecosystem

Requirements

• 10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans
• Deep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics
• Familiarity with the risk-adjustment, HRA, and quality vendor landscape and how payers evaluate and displace these solutions
• Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth
• Previous responsibility for 7-figure contracts and multi-million dollar quotas
• Strong executive-level negotiation skills, including contract and business terms
• Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)
• Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills
• Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma)
• Ability to travel to support sales objectives

Benefits

• Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees
• Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families.
• Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA.
• Paid Parental Leave: Generous paid parental leave for all full-time employees.
• Family Forming Benefits: Resources and financial support to help you build your family.
• 401(k) Matching: Contribution matching to help invest in your future.
• Personal Device Allowance: Tax free funds for personal device usage.
• Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.
• Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more.
• Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals.
• Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment.
• Compensation and Equity: Competitive compensation and equity grants for full time employees.

Additional Information

• This is a remote, US-based role. Proximity to major payer hubs is a plus but not required. This role will require approximately 30–50% travel to support sales objectives.