The Senior individual contributor will bring focus on accelerating Vori Health's growth across Commercial ASO payer channels. This role will bring a consultative, value-based sales approach to building strategic payer relationships, expanding market presence, and positioning Vori Health as a differentiated MSK solution. With growth and opportunity, this role has the potential to expand to a leadership role.
This role reports to the SVP of Payer Sales and will collaborate closely with Vori Health Employer Sales, Client Services, Clinical Operations, Marketing, and the Actuarial/Analytics team to develop payer-specific value propositions, support cross-channel opportunities, and ensure a smooth transition from sale to implementation and ongoing partner success.
What You'll Do:- Essential Functions:
- Sales Strategy, Pipeline Development & Opportunity Growth
- Build and execute a sales plan to develop and grow health plan ASO channel partnerships.
- Develop and maintain a robust regional pipeline through new business development, new logo acquisition, and strategic expansion across payer and payer-adjacent channels, with pipeline coverage sufficient to support annual bookings targets.
- Identify, prioritize, and pursue high-value health plan prospects through proactive market development and direct outreach.
- Lead all stages of the ASO channel partnerships lifecycle - from prospecting and discovery through contract negotiation, pipeline growth and sales productivity.
- Own health plan ASO partnership productivity, including annual bookings attainment, qualified pipeline growth, new logo progression, expansion revenue opportunities, and deal-stage conversion discipline.
- Payer & ASO Relationship Management
- Cultivate, deepen, and expand C-suite and VP-level relationships with health plan commercial leaders, product/solution leaders, medical directors, and network contracting officers, and to support new logo growth and partnership expansions.
- Serve as a strategic partner to health plan decision-makers, positioning Vori Health as a differentiated MSK solution within commercial payer channels.
- Support in engaging with consultants and brokers to drive awareness, preference, and co-selling opportunities across payer and ASO channels.
- Value Communication & Sales Enablement
- Use a consultative, value-based selling approach to translate Vori Health's clinical model, outcomes data, utilization impact, and total cost-of-care savings into compelling ROI narratives tailored to payer ASO sales and account management teams.
- Partner with payer teams to develop effective sales materials, data-driven proposals, claims-based ROI analyses, and population health assessments.
- Guide payer stakeholders through needs discovery, business-case development, value validation, and consensus building across clinical, financial, network, and commercial buying groups.
- Cross-Functional Collaboration
- Coordinate with Vori Health Employer Sales, Implementation, Clinical Operations, and Client Success to ensure payer opportunities are aligned across channels and transition smoothly from close to launch and ongoing partner success.
- Provide market intelligence back to Product, Marketing, and Leadership to inform positioning, competitive differentiation, and solution roadmap priorities.
- Reporting & Forecasting
- Maintain accurate pipeline and activity data in CRM (Salesforce), providing monthly forecasts, deal status updates, pipeline coverage reporting, and progress against bookings and new logo targets to sales leadership.
- Track regional competitive dynamics and report on win/loss trends, pricing sensitivity, and objection patterns.
- Supervisory Responsibilities:
- Perform other projects and duties as assigned
Who You Are:- Required:
- 5+ years of progressive B2B healthcare sales experience, with at least 3 years focused on health plan partnership development
- Demonstrated track record of meeting or exceeding quota in complex, consultative, value-based sales cycles involving multiple payer stakeholders.
- Deep familiarity with self-funded plan mechanics and ASO structures.
- Experience indirectly selling point solutions, specialty benefits, or value-based care programs to through health plan ASO partnerships.
- Proven track record of sourcing, contracting and growing high-performance channel partnerships with health plans
- Strong financial acumen; ability to build and present ROI models, total cost-of-care analyses, and actuarial summaries.
- Excellent communication, executive presence, and presentation skills - comfortable engaging CMOs, CFOs, commercial leaders, and network leaders.
- Proficiency in Salesforce CRM and standard sales productivity tools.
- Ability to travel up to 30% within the assigned region.
- Nice-to-Haves:
- Experience in musculoskeletal, physical therapy, orthopedics, or broader specialty care sales.
- Existing relationships with regional health plan commercial and contracting teams.
- Background in digital health, virtual care, or population health management.
Work authorization/security clearance requirements:- Authorized or able to provide required documents to work in United States or Canada.
Physical Requirements/Work Environment:- Remote work environment.
- While performing the duties of this job, the employee may be regularly required to stand, sit, talk, hear, reach, stoop, kneel, and use hands and fingers to operate a computer, telephone, and keyboard.
- Specific vision abilities required by this job include close vision requirements due to computer work.
Company BenefitsAt Vori Health, we believe in fostering a supportive and rewarding work environment for our team members. We offer a comprehensive benefits package designed to support your overall well-being, growth, and work-life balance:
- Competitive Salary & Equity: We offer competitive pay based on experience and the value you bring to the team.
- Equity Options: As part of our commitment to long-term success, we offer equity options, giving you the opportunity to share in the growth of the company.
- Health & Wellness: Our health benefits include medical, dental, and vision coverage to keep you and your family healthy. We also offer wellness programs and mental health resources to help you thrive both personally and professionally.
- Retirement Plans: We provide a 401(k) plan and Roth options to help you plan for the future and enjoy peace of mind.
- Paid Time Off (PTO): Enjoy generous paid time off, including vacation days, holidays, and sick leave, to recharge and maintain a healthy work-life balance.
- Fully Remote Work: Work from your home or private office location! We offer a flexible, fully remote work environment that allows you to manage your workspace in a way that best suits your lifestyle.
- Professional Development: We encourage continuous learning and growth with access to training, workshops, and Professional Development stipend for further education.
- Parental Leave: We offer paid parental leave to support team members through important life moments, whether you're welcoming a child or expanding your family.
- Employee Assistance Program (EAP): Access confidential counseling and support for personal or work-related challenges to maintain your well-being along with additional employee assistance programs.
- We're committed to creating a workplace where you can grow, succeed, and achieve your best. Come join our team and enjoy the benefits of a company that values its team members we call Vorriors!
