Job Description

Your Role

The Business Development and Strategic Partnerships team advances Stellarus' growth by bringing differentiated healthcare solutions to market and building trusted relationships with health plans and strategic partners. The Sales Executive will report to the VP, Account Management.

In this role, you will be a senior individual contributor responsible for winning new health plan customers and generating new revenue for Stellarus. You will operate as a hunter, developing target accounts, creating new opportunities, building executive relationships, and leading complex sales pursuits from initial engagement through contract execution. You will combine healthcare payer knowledge, disciplined prospecting, consultative selling, and strong commercial judgment to identify customer needs and position Stellarus' products and partner-enabled solutions. The successful candidate will be expected to develop a deep knowledge of Stellarus' products and capabilities and use that knowledge to serve as a credible, technically fluent sales partner in customer conversations. Working across Market Strategy, Product, Partnerships, Clinical, Technology, Finance, Legal, Implementation, and other teams, you will orchestrate the resources needed to move opportunities forward and convert qualified prospects into new Stellarus customers.

Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow - personally, professionally, and financially. We are looking for leaders who are energized by creative and critical thinking, getting results the right way, influencing across teams, and fostering continuous learning.

Responsibilities

Your Work

In this role, you will be responsible for:

• New Account Acquisition & Revenue Growth
  • Own development and execution of new-business opportunities with health plans and other priority healthcare organizations, from initial prospecting through contract execution.
  • Build and continuously develop a portfolio of target accounts aligned with Stellarus' market strategy, product capabilities, and growth priorities.
  • Create new opportunities through proactive outreach, executive networking, industry relationships, referrals, consultants, partners, events, and other channels.
  • Establish relationships within prospective accounts before formal procurement processes begin and create opportunities where Stellarus can shape customer requirements and buying criteria.
  • Achieve defined new-business, pipeline, and revenue objectives while maintaining a sustained pipeline sufficient to support future growth targets.
  • Maintain a strong bias toward creating new opportunities rather than relying primarily on inbound leads or existing customer relationships.
• Strategic Prospecting & Account Development
  • Research and prioritize health plan prospects based on strategic fit, customer needs, market dynamics, organizational priorities, and potential commercial value.
  • Develop account-specific pursuit strategies, stakeholder maps, engagement plans, and value hypotheses for priority prospects.
  • Identify and engage senior and executive decision makers, influencers, champions, procurement stakeholders, and other participants in complex buying decisions.
  • Use compelling business insights, customer-specific hypotheses, and differentiated points of view to create interest and advance conversations with prospective customers.
  • Partner with Market Strategy, Business Development, Partnerships, and other teams to translate market intelligence into actionable prospecting and account-development strategies.
• Consultative & Executive Selling
  • Lead discovery with prospective customers to understand strategic priorities, operating challenges, financial considerations, desired outcomes, decision criteria, and procurement requirements.
  • Translate customer needs into a clear, differentiated value proposition connecting Stellarus capabilities to measurable customer outcomes.
  • Build credibility and trusted relationships with senior and executive-level stakeholders across health plan leadership, operations, clinical, technology, finance, procurement, and other functions.
  • Lead executive presentations, solution discussions, workshops, finalist meetings, and other strategic customer engagements.
  • Navigate complex organizations and long sales cycles while maintaining momentum, creating urgency, and advancing customers toward defined decisions and next steps.
• Opportunity & Pursuit Leadership
  • Serve as the commercial owner for assigned new-business pursuits and coordinate cross-functional teams throughout the sales process.
  • Develop opportunity strategies that address customer priorities, competitive positioning, stakeholder dynamics, pricing considerations, solution fit, risks, dependencies, and path to close.
  • Establish clear pursuit plans, milestones, responsibilities, decision points, and next actions for strategic opportunities.
  • Anticipate barriers to progress and proactively develop strategies to address objections, competitive threats, organizational complexity, and changing customer requirements.
  • Exercise strong judgment regarding where to invest Stellarus resources and when opportunities should be advanced, repositioned, or disqualified.
• RFP, Proposal, Pricing & Contracting
  • Lead the commercial strategy for RFIs, RFPs, proposals, finalist presentations, and other formal procurement activities associated with assigned opportunities.
  • Coordinate with Product, Partnerships, Clinical, Technology, Finance, Legal, Operations, and other subject-matter experts to develop differentiated and executable customer solutions.
  • Partner with Finance and business leaders to develop pricing approaches, business cases, financial models, and customer-specific commercial structures.
  • Lead or actively participate in commercial negotiations and support the contracting process through execution.
  • Ensure proposed commitments, assumptions, dependencies, implementation requirements, and commercial terms are clearly understood before agreements are finalized.
• Pipeline, Forecasting & Sales Discipline
  • Maintain complete and current opportunity information in the CRM, including stakeholder engagement, opportunity stage, probability, value, timing, risks, dependencies, competitive position, and next actions.
  • Maintain sufficient pipeline coverage across near-, mid-, and longer-term opportunities to support assigned growth objectives.
  • Provide accurate, evidence-based forecasts and clearly communicate changes in opportunity timing, probability, value, or risk.
  • Use disciplined qualification criteria to focus resources on opportunities with a credible path to customer and commercial value.
  • Track prospecting and conversion activity and continuously adjust account-development approaches based on results.
• Cross-Functional Collaboration & Customer Handoff
  • Mobilize and lead cross-functional pursuit teams without direct authority, establishing clear roles, decisions, deliverables, and timelines.
  • Translate customer needs into clear internal requirements and help teams distinguish between existing capabilities, configurable solutions, partner-enabled offerings, and future roadmap needs.
  • Represent the voice of prospective customers and provide market feedback that informs product, partnership, market, and go-to-market decisions.
  • Coordinate a disciplined handoff to Implementation, Customer Experience, and Account Management following contract execution, ensuring commercial commitments and customer expectations are clearly documented and understood.
  • Remain engaged during transition as appropriate while shifting ongoing relationship ownership to the teams responsible for implementation and account management.

Qualifications

Your Knowledge and Experience

Required

• Bachelor's degree or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree.
• 10 years of prior relevant experience in enterprise healthcare sales, business development, strategic sales, or related commercial roles, including significant responsibility for acquiring new customers.
• Demonstrated hunter mentality and track record of originating, developing, and closing new-logo business, rather than primarily managing or expanding established accounts.
• Proven success selling, or advising on, complex B2B solutions to health plans, payers, or other large healthcare organizations with multiple stakeholders and extended sales cycles.
• Demonstrated ability to develop opportunities through proactive prospecting and executive relationship development, including engaging accounts where no established customer relationship exists.
• Strong understanding of the U.S. healthcare payer environment and the strategic, operational, financial, and technology priorities affecting health plans.
• Ability to quickly develop deep expertise in complex products, platform capabilities, and partner-enabled solutions, and translate that understanding into clear customer-facing value propositions.
• Demonstrated success managing complex enterprise opportunities from qualification and discovery through proposals, executive presentations, negotiations, contracting, and close.
• Strong executive presence with the ability to establish credibility and communicate effectively with senior customer decision makers.
• Strong consultative selling, discovery, negotiation, objection-handling, and closing skills.
• Demonstrated ability to influence without direct authority and orchestrate cross-functional teams across Product, Technology, Clinical, Partnerships, Finance, Legal, Operations, and other functions.
• Strong commercial judgment and analytical skills, including the ability to assess opportunity quality, customer value, competitive position, pricing considerations, and probability of close.
• Demonstrated discipline using CRM, pipeline management, forecasting, and sales productivity tools.
• Ability to travel as needed for prospect meetings, executive presentations, industry events, and other sales activities.

Preferred

• Direct experience selling healthcare technology, administrative services, clinical solutions, pharmacy solutions, platform capabilities, or other complex solutions to health plans.
• Established relationships with health plan executives, healthcare consultants, brokers, or other industry stakeholders that can support new-account development.
• Experience selling multiple or integrated solutions within a consultative, enterprise sales model.
• Experience operating in a high-growth, evolving, or entrepreneurial healthcare organization.
• MBA, MPH, or other relevant advanced degree.
• Familiarity with Salesforce CRM, LinkedIn Sales Navigator, and AI-enabled sales and productivity tools.

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

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