The SVP of Payer & Public Sector Sales drives strategy and growth in the payer market, manages teams, develops sales strategies, and oversees operational excellence while ensuring regulatory compliance.
HHAeXchange is the leading technology platform for home and community-based care. Founded in 2008, HHAeXchange was born out of an idea to create a fully comprehensive end-to-end homecare solution to help people who are aging or have disabilities thrive in their homes and communities. Today, our 700+ team members across the globe are passionate about transforming the healthcare space by building the only homecare ecosystem that fully connects patients, personal care providers, managed care organizations, and states.
The SVP of Payer Sales is responsible for leading and executing on the strategy to drive revenue growth across Medicaid Managed Care Organizations (MCOs),State Medicaid Agencies and Federal Government. This role will lead a high-performing sales organization while personally owning strategic enterprise relationships and deal execution, ensuring multi-year growth and strong partnership alignment across the payer and public sector market. This leader will collaborate closely with Product, Operations, Marketing, and Executive Leadership to influence market strategy and solution development.
To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Essential Job Duties
- Strategy and Growth
- Develop and execute comprehensive business strategies to expand HHAeXchange's presence within the payer and public sector markets (specifically State Medicaid Agencies and Medicaid Managed Care Plans).
- Identify and prioritize opportunities for growth, market penetration, and revenue optimization.
- Partners with CFO to sustain pricing strategy in the different markets we serve and educates all stakeholders on emerging trends and strategy.
- Collaborate with cross-functional teams to align product offerings with market demands from an enterprise perspective.
- Convert business from services to SaaS pricing, delivery and support model.
- Lead development of market positioning beyond compliance-driven purchasing, with an emphasis on value-based and outcomes-driven selling.
- Shape dual-eligible and MLTSS go-to-market strategies in collaboration with Product leadership.
- Operational Excellence
- In partnership with FP&A, develop, enhance, and validate financial models.
- Implement a benchmarking and competitive analysis review against the payer operating plan and results.
- Identify operational deficiencies impacting revenue generation and partner with leaders to develop and execute plans to remedy, quickly.
- Track and forecast multi-year revenue pipelines and report performance metrics to Executive Leadership.
- Sales Leadership
- Lead the sales team in driving new business acquisition, pipeline development, and achievement of revenue targets.
- Build and execute enterprise sales strategies to win and expand MCO and state relationships.
- Foster relationships with key decision makers within payer organizations.
- Personally drive enterprise-level deal execution and closing activity with Medicaid Managed Care leadership at both plan-level and corporate-level.
- Ensure sales approach includes multi-stakeholder navigation across states, MCOs, and providers.
- Team Management
- Manage and mentor a high-performing team of sales professionals.
- Foster a collaborative and innovative team culture that encourages growth and success.
- In partnership with human resources, attract and hire key talent.
- Provide strategic leadership to compliment strong tactical closing capabilities on the team.
- Industry Leadership
- Stay informed about industry trends, regulatory changes, and competitive landscape in Medicaid and Medicare.
- Represent HHAeXchange at industry events, conferences, and forums.
Other Job Duties
- Other duties as assigned or requested
Travel Requirements
- Travel 25%-50%, including overnight travel
Required Education, Experience, Certifications and Skills
- Bachelor’s Degree in Business or related study and 15 + years of relevant business experience with at least 10 years leading payer sales teams in growing companies, or the equivalent combination of education and experience.
- 5+ years experience leading a business unit within a SaaS company
- Proven experience with contract negotiations and revenue optimization
- Strong understanding of the healthcare industry (home care a plus), with specific expertise with understanding market trends and healthcare regulations
- Experience driving state Medicaid RFP’s processes and managing strategic consultants/lobbyists
- In-depth knowledge of Medicaid and Medicare policies, regulations, and processes.
- Extensive experience in establishing, implementing and tracking the right KPIs to enhance and drive business performance and continuous improvement
- Demonstrated ability to communicate with all organizational levels, with the Board of Directors, and with customer c-suite team members
- Thinks strategically and understands trends in the marketplace and how they impact current and future organizational needs
- Visible and energetic leader that fosters employee engagement throughout all levels and leads and mentors direct reports effectively
- Ability to build trust and rapport with employees throughout the organization
- Proven track record of identifying and acquiring the best talent to meet the company and payer strategy
- Demonstrated ability to partner effectively with others
- Displays a natural curiosity to learn and integrate learning
- Willingness to explore and adopt AI tools responsibly to enhance productivity and innovation in your role
The base salary range for this US-based, full-time, and exempt position is $250,000-$275,000, not including variable compensation. An employee’s exact starting salary will be based on various factors including but not limited to experience, education, training, merit, location, and the ability to exemplify the HHAeXchange core values.
This is a benefits-eligible position. HHAeXchange offers competitive health plans, paid time-off, company paid holidays, 401K retirement program with a Company elected match, including other company sponsored programs.
HHAeXchange is an equal-opportunity employer. The Company offers employment opportunities to all applicants and employees without regard to race, color, religion, national origin, sex, sexual orientation, gender identity or expression, age, disability, medical condition, marital status, veteran status, citizenship, genetic information, hairstyles, or any other status protected by local or federal law.
Top Skills
SaaS
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