Vice President, Payer Sales

About Health Data Innovations:

Founded in 2010, Health Data Innovations (HDI) is a high‑touch, tech‑enabled data integration services partner for healthcare organizations that enables providers and payers to seamlessly integrate external administrative data into their internal systems. HDI specializes in the acquisition, cleansing, standardization, and integration of complex claims and administrative data so that clients can spend more time using data and less time on data integration issues.

HDI combines proprietary tools and processes with deep domain expertise and hands‑on execution to deliver analytically ready data to value‑based care providers, health plans, and other risk‑bearing entities. Through this high‑touch services model, HDI simplifies the complexity of payer data integration and quality, providing mission‑critical data that underpins value‑based and risk‑bearing arrangements.

In 2023, Hughes & Company invested in HDI to build on the company’s success servicing health plans, including one of the top national plans, and enabling health systems in value-based care arrangements better manage clinical and financial performance. HDI provides clients with mission-critical data that is necessary for contractual obligations and underpins strategic programs of substantial value.

As demand grows for reliable, timely, and trusted claims data, HDI’s differentiated integration‑as‑a‑service capabilities are increasingly essential to support reporting, quality programs, network management, and population health initiatives.

Why Join HDI

· Do meaningful work that helps healthcare organizations improve outcomes, operate more effectively, and lower the cost of care by making complex claims and administrative data usable and reliable.

· Build deep expertise in healthcare data, payer operations, and service excellence in a place where craft is respected, methodological rigor matters, and niche mastery in claims data is a strategic focus.

· Join a company where clients trust the team with their hardest data problems and where that same trust shows up internally as a plainspoken, no‑surprises, low‑drama culture focused on follow‑through.

· Work in a no‑surprises culture, predictable in the good way, where people mean what they say and take weight off clients and off each other.

· Grow inside a business that combines excellence with clear priorities and governance discipline, rather than a reactive culture of chaos.

About the Role:

Health Data Innovations is seeking a commercially driven sales leader to own revenue growth in HDI’s payer segment, and to co‑develop the payer go‑to‑market strategy in close partnership with provider sales, marketing, product, and the broader leadership team. This individual will report to the CEO and work in close coordination with product, operations, and client-facing leaders.

This is a player-coach role. HDI needs someone who can personally drive pipeline and close deals while simultaneously building out the payer-segment processes, team, and infrastructure needed to scale a repeatable sales motion. The ideal candidate has deep experience selling data, analytics, or tech-enabled services into healthcare payer organizations and understands the buying dynamics, procurement cycles, and operational priorities of commercial health plans, Medicare Advantage plans, Medicaid managed care organizations, and benefits consultants/brokers serving self‑insured employers.

This is an opportunity to build and scale the payer go-to-market motion within a PE-backed, growth-oriented company that plays a critical role in enabling data-driven programs to better manage care and risk.

Primary Responsibilities:

• Own revenue growth and new logo acquisition for the payer segment in alignment with HDI’s overall growth objectives, in partnership with the CEO, the provider sales leader, and the go-to-market leadership team

• Act as a true player-coach: personally identify, engage, and close new business opportunities with health plans, Medicaid managed care organizations, Medicare Advantage plans, and benefits consultants/brokers serving self‑insured employers, while building and mentoring a high‑performing payer sales team

• Establish and scale a repeatable payer sales process including account targeting, pipeline development, qualification, and deal execution in alignment with HDI’s broader go‑to‑market and marketing programs.

• Partner with marketing to shape and execute demand generation and pipeline‑building initiatives for the payer segment, while leading targeted outbound efforts for high‑value strategic accounts

• Own the full sales cycle for new payer clients, from initial outreach and discovery through proposal, pricing, contracting, and handoff to implementation and account management teams

• Develop and maintain strong relationships with key decision-makers within payer organizations, including executives responsible for data strategy, analytics, network management, claims operations, and value-based care programs

• Collaborate with marketing and product to refine HDI’s positioning, messaging, and value proposition for payer audiences, ensuring that HDI’s high‑touch data integration services are clearly differentiated in the market

• Continuously capture and synthesize market feedback including buyer objections, competitive dynamics, pricing pressures, and emerging payer needs, and share structured insights with marketing, product, and executive leadership to inform roadmap and expansion priorities, positioning, and go‑to‑market strategy

• Conduct analysis of potential new payer segments and verticals, including commercial, Medicare Advantage, Medicaid, and employer‑focused intermediaries, to identify disruptive opportunities and inform prioritization

• Track payer-segment sales performance against established metrics and forecasting processes, providing regular visibility to the CEO and the broader commercial team on pipeline health and revenue trajectory

• Identify and execute on opportunities to expand revenue within existing client relationships through upsell, cross-sell, and deeper engagement around additional data sources, use cases, and lines of business

• Build, lead, and mentor a high-performing payer sales team, starting lean and scaling deliberately as revenue and pipeline justify additional investment

• Foster a culture of accountability, client focus, and data-driven decision-making within the payer sales team, aligned with HDI’s high‑touch, service‑oriented ethos

Qualifications:

• Bachelor’s degree required; MBA a plus.

• 8-15 years of progressive sales and commercial leadership experience in healthcare technology, tech-enabled services, or healthcare data/analytics businesses, with a significant portion of that experience focused on selling into payer organizations.

• Demonstrated track record of personally closing complex, enterprise sales with health plans, brokers serving self-insured employers, or other payer clients, with a strong existing network of payer relationships preferred.

• Experience selling data, analytics, interoperability, or tech-enabled services solutions into payer organizations, particularly those managing value-based care programs, risk-based arrangements, or claims and administrative data workflows.

• Proven ability to establish and scale a sales motion within an existing go-to-market function, including hiring, process design, CRM discipline, and pipeline management, in an early-stage or growth-stage environment.

• Strong understanding of the healthcare payer landscape, including claims data, administrative data, network management, and the operational realities of payers and payer‑adjacent intermediaries.

• Experience working cross‑functionally with marketing and product to develop and execute go‑to‑market strategies, refine positioning and messaging, and incorporate market feedback into ongoing iterations.

• Comfort operating as both an individual contributor and a team leader, with the ability to balance hands-on deal execution with building and scaling a team and process.

• Experience forecasting, setting and tracking KPIs, and reporting progress to executive leadership and Board audiences.

• Hands-on, entrepreneurial approach with a bias toward action, intellectual curiosity, and comfort operating in an evolving, high-growth environment.

• Experience working within PE-backed companies preferred, with an understanding of sponsor reporting and value creation expectations.