VP, Health Plan Sales

About the Company:

Octave is a modern behavioral health practice creating a new standard for care delivery that’s both high-quality and accessible. With in-person and virtual clinics in multiple states, the company offers evidence-based individual, couples, and family therapy, while pioneering relationships with payers to make care more affordable through insurance. By raising the bar on how care is delivered and how providers are supported, we are building a sustainable system that values equity, affordability, and effectiveness.

Job Summary:

The VP, Health Plan Sales is a senior individual contributor responsible for driving new revenue growth through strategic partnerships with health plans. This is a high-impact, commission-oriented “hunter” role with primary accountability for sourcing, developing, and closing net-new health plan customers.

This role is highly visible and entrepreneurial, requiring a sales-driven, results-oriented leader who can proactively engage health plan executives, build relationships from the ground up, and navigate complex enterprise sales cycles. The ideal candidate brings deep experience selling into health plans, strong consultative selling skills, and the ability to position Octave as a strategic solution to improve behavioral health access, quality, and cost outcomes.

Duties & Responsibilities: 

• Prospecting & Pipeline Development: Identify, target, and develop new sales opportunities with regional and national health plans, building a robust pipeline aligned to quota targets.
• Direct Health Plan Outreach: Engage senior stakeholders within health plans, including behavioral health leadership and payer IT teams, through outbound prospecting, referrals, and strategic networking.
• End-to-End Sales Ownership: Lead the full sales lifecycle with health plans, from initial outreach and discovery through proposal development, deal structuring, negotiation, and close.
• Consultative Sales Execution: Develop a deep understanding of each health plan’s priorities, translating Octave’s technical, operational, and clinical value into tailored solutions.
• Deal Strategy & Closing: Drive complex, multi-stakeholder sales processes within health plans, securing high-value, long-cycle contracts.
• Market Intelligence: Monitor health plan market trends, regulatory changes, and competitive dynamics to inform sales strategy and positioning.
• Cross-Functional Collaboration: Partner with Product, Clinical, Finance, and Implementation teams to shape solutions that meet health plan requirements and support successful deal execution.
• Sales Process Management: Maintain accurate pipeline tracking, forecasting, and CRM discipline; contribute to scalable and repeatable sales processes.
• Executive Presentations: Deliver high-impact presentations and proposals to health plan leadership, clearly articulating Octave’s differentiated value.
• Industry Engagement: Represent Octave in payer-focused forums, conferences, and events to build relationships and generate pipeline within the health plan market.
• Leverage AI tools as a core part of daily work (drafting, research, iteration) to improve efficiency, quality, and decision-making.

Required Skills:

• Proven track record of exceeding quota in a commission-driven or performance-based sales role.
• Strong experience selling health IT, infrastructure, or technical solutions into health plans, including contract values from mid-six figures to multi-million dollars.
• Strong understanding of health plan operations, including network strategy, medical cost management, and value-based care models.
• Strong consultative selling, discovery, and negotiation skills within complex health plan environments.
• Ability to navigate and sell into payer IT organizations, including working with technical buyers and influencing architecture and integration discussions.
• Excellent communication and presentation skills with executive presence.
• Entrepreneurial, self-directed, and comfortable building pipeline from 0–1.
• Willingness to travel to meet with clients and company leadership as needed (25%).
• Comfort using AI tools in day-to-day workflows, with a willingness to continuously rethink and improve how work gets done.
• Curiosity and openness to experimenting with new tools and approaches; prior experience with AI tools is a plus.

Education & Experience: 

• 10+ years of experience in healthcare sales, with a strong focus on selling directly to payors and/or health plans.
• 3+ years of experience selling health IT, digital health infrastructure, or enterprise technology solutions into health plans.
• Experience engaging payer IT stakeholders and technical buyers strongly preferred.
• Bachelor’s degree or equivalent experience required.
• Experience with CRM tools (Salesforce or similar) and disciplined pipeline management.
• Experience engaging and influencing health plan executives (C-suite, SVP, VP levels) across clinical, financial, and operational functions.

Octave's Company Values:

The below values drive our day-to-day operations.

• We’re human beings first. We operate with empathy and kindness – with our clients, with our collaborators, and with ourselves.
• People deserve better than status quo. We’re willing to tackle the intractable problems, no matter how big, because someone should. We ask big questions, we craft big solutions, and we challenge ourselves and others to make it happen.
• No bystanders. No stars. No tourists. Each person has been selected to be here, and with that comes a responsibility to bring your expertise, share your ideas, and help make this company better.
• Partnership paves the path ahead. We don’t operate in a silo, internally or externally. To transform the system, we believe in working with others to create something bigger, better, and stronger.
• Quality is crucial at scale. Quality is core to our business, and we refuse to sacrifice it as we grow.
• Progress is a process. In the pursuit of progress, we iterate, reflect, learn, adjust – and always leave things better than we found them.
• There are people behind every data point. We recognize that numbers tell only one part of the story, and we also do the work to understand impacts at the individual level.

Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer. 
• Must be able to frequently communicate with others through virtual meeting applications such as Zoom and Google Meet. 
• Must be able to observe and communicate information on company provided laptop. 
• Move up to 10 pounds on occasion. 
• Must be eligible to work in the United States without sponsorship now or in the future.

Compensation, Equity & Incentives:

Base Salary Range Octave is committed to pay equity and transparency. Our salary ranges are determined by role, level, and location/ zone. Final pay within the posted range will be decided based on a combination of job-related factors, including education, training, experience, and market demands.

• Geo 1 (All other states & D.C.): $175,000 - $178,300
• Geo 2 (CO, HI, MD, RI): $181700 - $196,100
• Geo 3 (AK, CA, CT, MA, NJ, NY, WA): $190,00 - $200,000

Variable Compensation & Equity

• Performance Bonus: This role is not currently eligible for bonus incentives.
• Equity Awards: This role is eligible to participate in Octave’s equity program via Stock Options, subject to the terms of the applicable Equity Incentive Plan.
• Remote Work Stipend: New full-time employees receive a $300 equipment reimbursement to support a home office setup.
• Internet & Phone Reimbursement: Full-time employees are eligible for a monthly reimbursement of up to $75 for internet and cell phone related expenses.

Octave is committed to pay equity and transparency. Octave will not discharge or in any other manner coerce, intimidate, threaten, discriminate or retaliate against employees or applicants because they have: (i)  inquired about, discussed, compared, or disclosed their own wages, benefits, or other compensation, or the wages, benefits, or other compensation of another employee or applicant; (ii) asked Octave to provide a reason for the employee's wages or lack of opportunity for advancement; or (iii) aided or encouraged others in exercising their rights to discuss wages, compensation, or benefits, or to seek pay equity.

However, except as otherwise provided by law, employees who have access to the compensation information of other employees or applicants as part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) in compliance with the company's legal duty to furnish information under applicable law .

Comprehensive Benefits:

At Octave, we believe in supporting the "human being first". Here’s a snapshot of the benefits available to eligible employees:

• Health & Wellness: Choose what works best for you with one High Deductible Health Plan (HDHP) and two PPO medical plan options, plus comprehensive Dental and Vision coverage.
• Medical Support: Enjoy access to a company-sponsored membership with One Medical for convenient, modern care.
• Retirement: Plan for your future with a 401(k) that offers both traditional and Roth options. 
• Paid Time Off: Time to recharge matters. Take advantage of a generous time off policy, up to 15 paid company holidays, and accrued sick time.
• Financial Protection: We’ve got you covered with company-paid Life, AD&D, and Disability insurance, plus optional extras like Pet, Legal, and Worksite plans (Critical Illness, Hospital Indemnity, and Accident).
• Parental Leave (Bonding Time): Growing your family? Full-time employees can take paid bonding leave after 6 months, whether it’s a new baby, adoption, or foster placement. Time off increases with tenure.
• Growth: Keep learning and leveling up with professional development reimbursement for role-related growth opportunities.

How We Use Technology in Hiring:

As part of our hiring process, we may use technology tools, including AI-supported systems, to assist with reviewing applications or documenting interviews. These tools are designed to support our team, not replace human judgment, and final hiring decisions are always made by our team.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.