Sales Director (Healthcare Payer)

About Us Abacus Insights is transforming how data and AI work for health plans. Our mission is simple: make healthcare data usable, so the people responsible for care and cost decisions can act faster, with confidence. As the AI and Data Platform for Payer Intelligence, we help health plans break down data silos to create a single, trusted data foundation. That foundation powers better decisions—so plans can improve outcomes, reduce waste, and deliver better experiences for members and providers alike. Backed by $100M from top investors, we're tackling big challenges in an industry that's ready for change. Our platform enables GenAI use cases by delivering clean, connected, and reliable healthcare data to support automation, prioritization, and decision workflows—and it's why we are leading the way. Our innovation begins with people. We are bold, curious, and collaborative—because the best ideas come from working together. We embrace the thoughtful use of AI and automation to drive innovation and efficiency, and we look for individuals who are curious and adaptable—those excited to leverage emerging technologies to enhance how we work—while keeping human insight, connection, and our clients at the center of every decision. Ready to make an impact? Join us and let's build the future together. About the Role As Sales Director, you will drive new business growth by identifying, developing, and closing new health plan customer relationships. This is a foundational role on our sales team — you won't just execute a playbook, you'll help write it. In a market where point solutions no longer win, you'll bring a consultative, relationship-driven approach centered on selling the vision of AI-enabled transformation — not a single tool for a single problem. You'll be the face of Abacus to prospective payer stakeholders ranging from technical architects to C-suite executives. Beyond running your own pipeline, you'll partner closely with Sales Enablement, Product, and Engineering to shape solution packages that map directly to client needs and to help the broader organization move faster in delivering value to customers and prospects alike. This is an opportunity for a driven, entrepreneurial sales professional to have an outsized impact on both revenue and how Abacus goes to market. Your day to day Own the full sales cycle — from prospecting and qualification through negotiation and close — for new health plan logos Build and manage a healthy, accurately forecasted pipeline that consistently delivers against quota, recognizing that enterprise payer deals typically run 6–12 month sales cycles Navigate complex, multi-threaded sales cycles involving diverse buyer personas across business, IT, and data/analytics functions within payer organizations Sell the broader transformation story rather than a single point solution — connecting Abacus capabilities across multiple problem areas into one cohesive vision for the customer Develop a deep command of the Abacus platform, our value proposition, and the competitive landscape, and translate that knowledge into compelling, tailored presentations for technical and executive audiences alike Build trusted, long-term relationships with economic buyers, executive sponsors, and end users grounded in genuine understanding of their business and operational pain points — not just relationship management Partner cross-functionally with Sales Enablement, Product, and Engineering to shape solutions that reflect real client requirements Act as a voice of the customer internally, helping identify ways Abacus can deliver value faster to both current customers and prospects Represent Abacus at industry events, conferences, and networking opportunities to build market presence and generate pipeline What you bring to the team 10+ years of experience selling software products, platforms, or technical solutions in data management, analytics, or a related enablement space 5+ years of experience selling specifically into the healthcare payer market, with direct experience managing 6–12 month enterprise sales cycles Concentrated, non-point-solution experience: a demonstrated track record selling across Payment Integrity and at least one or more of the following areas — cost of care and medical cost containment, STARS/HEDIS quality, risk adjustment A genuine, working understanding of the value chain and business drivers behind these solution areas — able to speak fluently to customer pain points and processes, not just navigate a contact list Demonstrated success navigating complex sales cycles with multiple buyer personas across business and technology stakeholders in payer organizations A consistent track record of exceeding sales quota, with strong skills in pipeline development, deal strategy, and closing Experience selling within a SaaS business model ; flexibility to extend / pivot to an AI enabled SaaS Model Excellent communication and presentation skills, with the ability to deliver in-depth, value-driven presentations to audiences ranging from technical practitioners to senior executives A collaborative mindset — comfortable working cross-functionally with Product, Engineering, and Sales Enablement to shape client-specific solutions Proven ability to build trusted relationships with executive sponsors, economic buyers, and enterprise end-users What we’d like to see but not required Strong experience selling across multiple solutions including all of the following: payment integrity, cost of care and medical cost containment, STARS/HEDIS quality, risk adjustment Experience at a growth-stage healthcare technology company, including building and bringing new products to market Experience selling software products/solutions on cloud platforms such as AWS, Azure, GCP, Databricks, or Snowflake Compensation Compensation for this role is based on experience, skills, and location, and includes base salary plus eligibility for performance bonuses and equity grants. What you’ll get in return Unlimited paid time off – recharge when you need it Work from anywhere – flexibility to fit your life Comprehensive health coverage – multiple plan options to choose from Equity for every employee – share in our success Growth-focused environment – your development matters here Home office setup allowance – one-time support to get you started Monthly cell phone allowance – stay connected with ease Our Commitment as an Equal Opportunity Employer As a mission-led technology company helping to drive better healthcare outcomes, Abacus Insights believes that the best innovation and value we can bring to our customers comes from diverse ideas, thoughts, experiences, and perspectives. Therefore, we dedicate resources to building diverse teams and providing equal employment opportunities to all applicants. Abacus prohibits discrimination and harassment regarding race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation,