SVP of Sales, Payer

Healthtech | AI | Enterprise Sales

About the Company

Our client is a high-growth healthtech business leveraging AI and technology to transform how healthcare organisations operate and deliver value. The business is growing at 3x year over year, with a goal of reaching $100M ARR over the next 3 to 5 years.

With significant momentum in the market and a growing opportunity to work with some of the largest healthcare payers in the US, the business is entering an exciting phase of growth. New regulatory requirements around healthcare data accessibility and API interoperability are creating additional demand for innovative technology solutions.

The company is looking for a commercially minded sales leader who can help turn this opportunity into a scalable, high-performing payer business.

The Role

As SVP of Sales, Payer, you will own the payer business end-to-end, driving new enterprise customer acquisition while maximising growth across existing strategic accounts.

This is a hands-on, player-coach role for someone who enjoys building as much as closing. You will take ownership of the commercial strategy, establish the sales processes and frameworks needed to support growth, and personally lead complex enterprise sales cycles with major US healthcare payers.

You will have the opportunity to shape the go-to-market strategy, develop a high-value enterprise pipeline and build a repeatable approach to winning and expanding strategic accounts. You will also work closely with the executive team and board, providing clear visibility into commercial performance, pipeline health, forecasting and growth opportunities.

This is not a role for someone looking to inherit a mature sales organisation. It is an opportunity to build the function, influence company strategy and make a direct impact on the next stage of growth.

Key Responsibilities

Commercial strategy and revenue ownership

• Own the payer business end-to-end, including new logo acquisition, existing account growth and overall revenue performance.

• Develop and execute a commercial strategy to accelerate growth across the US healthcare payer market.

• Identify opportunities to expand strategic accounts, unlock new use cases and increase the value of existing relationships.

• Build a balanced growth engine across new business and account expansion.

Enterprise sales and business development

• Personally lead complex, high-value enterprise sales cycles with major US health insurance payers.

• Build and develop senior-level relationships with payer executives and key decision-makers.

• Navigate complex stakeholder environments, procurement processes and long sales cycles.

• Develop a strong pipeline of strategic opportunities, converting market demand into meaningful commercial outcomes.

• Bring a consultative, value-led approach to selling innovative technology, particularly where customers are investing in new capabilities and future-state solutions.

Build and scale the sales function

• Establish the sales framework, processes, metrics and operating rhythm needed to support sustained growth.

• Build on existing business development resources and identify where additional investment or headcount will accelerate performance.

• Create a repeatable approach to pipeline generation, deal qualification, forecasting and account planning.

• Bring structure without unnecessary bureaucracy, building a sales function that can scale alongside the business.

Executive and board-level engagement

• Report on commercial performance, pipeline, forecasts, risks and opportunities to the executive team and board.

• Translate sales activity into clear, data-driven insights and actionable recommendations.

• Challenge assumptions, identify opportunities and develop commercially grounded plans to achieve ambitious growth targets.

• Work cross-functionally to align sales priorities with the wider business strategy.

What We're Looking For

• Proven enterprise payer sales experience: A track record of winning and growing business with major US healthcare payers, with at least one meaningful enterprise payer deal closed within the last three years.

• A hunter with a strategic mindset: Equally comfortable opening new doors, building executive relationships and expanding existing accounts. You create opportunities rather than wait for them to arrive.

• Experience building through growth: Ideally, you have helped a startup or scale-up move from a relatively early commercial stage to a more mature, scalable sales operation.

• Complex enterprise deal expertise: Comfortable navigating multi-stakeholder sales cycles, developing business cases and closing high-value deals, ideally worth $2M or more.

• A hands-on approach: You enjoy being close to customers and deals, and are willing to build the playbook rather than rely on established infrastructure or large supporting teams.

• AI and technology fluency: You understand how to position innovative technology and AI-driven solutions, communicate their value to senior buyers and use data to inform commercial decisions.

• Strong commercial judgement: Able to challenge targets, identify untapped revenue potential and build credible plans around what is realistically achievable.

• Executive presence: Confident presenting to a board, communicating risks and opportunities clearly, and holding yourself accountable to measurable outcomes.

• The right mindset: A combination of grit, wit and cultural fit. You bring resilience, intellectual curiosity, commercial creativity and the ability to thrive in a fast-moving environment.

Experience in healthtech, healthcare AI or adjacent technology markets is particularly relevant.

Prioritised management experience is less important than the ability to sell strategically, build relationships and deliver results. The ideal candidate is comfortable operating with limited infrastructure and knows how to turn an ambitious vision into a practical commercial plan.

Why Apply?

• Build something meaningful: Take ownership of a major commercial function at a pivotal stage in the company's growth.

• Shape the strategy: Have a genuine voice in how the business approaches the market, develops its sales capability and prioritises investment.

• Sell at the highest level: Build relationships with some of the largest healthcare organisations in the US and lead commercially significant enterprise deals.

• Make a visible impact: Work directly with the executive team and board, with a clear line of sight between your decisions and the company's growth.

• Join a business with momentum: Be part of a company growing at 3x year over year, with an ambitious vision for its next stage of expansion.

• Be rewarded for performance: Competitive executive-level compensation, with base salary, variable compensation and potential equity participation to be discussed.

Interested?

If you're an experienced enterprise sales leader who knows how to win in the payer market and wants the opportunity to build, rather than simply inherit, a sales function, we'd love to hear from you.

Get in touch for a confidential conversation to learn more about the business, the opportunity and what success could look like in this role.