The Senior Vice President Sales, Go-To-Market for Optum Real (Payer/ACO) is an enterprise leader accountable for end-to-end commercialization strategy, market positioning, and scaled adoption of Real across payer and ACO segments.
This role owns the design and activation of Real's value proposition, packaging, and messaging, ensuring the platform is clearly differentiated, commercially viable, and consistently positioned across markets. It operates at the intersection of Product, Growth, Markets, and Sales, translating Real capabilities into compelling, market-ready solutions that drive adoption, revenue, and category leadership.
This role does not own product build or roadmap delivery but does own how Real is commercialized and scaled in Payer and ACO markets.
This leader is responsible for shaping how Real is understood in the market and establishing it as a category defining platform, including its role in advancing payer/ACO performance, experience transformation, and value-based care outcomes.
Scope & Impact- Enterprise accountability for GTM strategy and commercial success of Optum Real within payer and ACO markets
- Defines and operationalizes category positioning and narrative for Real (internally and externally)
- Direct influence on growth strategy, revenue realization, and market expansion
- Shapes cross-portfolio alignment across Product, Optum Insight, Optum Health, and Markets
- Oversees scalable GTM operating model, including segmentation, packaging, pricing, alignment, and field enablement
- Establishes Optum Real as a market category, including external positioning with client, partners, and industry stakeholders
This role also serves as a primary external voice for Optum Real in these markets, sharing industry narrative, client perception, and category definition.
You'll enjoy the flexibility to work remotely * from anywhere within the U.S. as you take on some tough challenges.
For all hires in the Minneapolis or Washington, D.C. area, you will be required to work in the office a minimum of four days per week.
Primary Responsibilities: GTM Strategy & Growth- Define and execute the GTM strategy for Optum Real across payer and ACO markets
- Identify target segments, commercialization pathways, and scalable growth opportunities
- Drive repeatable sales motions that accelerate adoption, revenue, and market expansion
Market Positioning & Value Proposition- Own Optum Real's value proposition, positioning, and messaging
- Develop differentiated narratives that resonate with payer and provider executives
- Ensure consistency across sales, marketing, product, and executive communications
Offering & Commercial Strategy- Lead packaging, pricing, and commercial model development in partnership with Product and Finance
- Design simple, customer-centric offerings that support adoption, expansion, and long-term value realization
Commercialization & Sales Enablement- Partner with Sales and Growth to develop commercialization strategies, playbooks, and launch plans
- Enable field teams to effectively communicate value and drive consistent market execution
- Monitor results and continuously optimize GTM performance
Cross-Functional Leadership & Market Insight- Serve as the primary GTM leader across Product, Marketing, Growth, and Sales
- Align stakeholders, influence roadmap decisions, and establish operating rhythms that accelerate execution
- Leverage customer, market, and performance insights to refine strategy, improve outcomes, and drive growth
AI Responsibilities & Use- Use enterprise-approved AI tools to streamline workflows, automate tasks and drive continuous improvement
- Evaluate emerging trends to inform solution design and strategic innovation
You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.
Required Qualifications:- 15+ years in enterprise owning enterprise-scale GTM strategy and commercial performance ideally for platform-based healthcare solutions
- Deep experience in payer, ACO, or value-based care markets
- Proven success in defining, packaging, and scaling platform-based offerings with measurable revenue outcomes
- Experience building differentiated value propositions, market positioning, and category narratives in complex B2B environments
- Ability aligning products, sales and marketing into a unified commercialization engine
- Driving revenue growth through structured GTM systems and repeatable sales motions
- Solid track record of influencing in highly matrixed organizations
- Ability to travel between 25-50%
*All employees working remotely will be required to adhere to UnitedHealth Group's Telecommuter Policy
Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. In addition to your salary, we offer benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with us, you'll find a far-reaching choice of benefits and incentives. The salary for this role will range from $200,400 to $343,500 annually based on full-time employment. We comply with all minimum wage laws as applicable.
