B2B Healthcare Sales - Payers

Council Capital is a healthcare-focused private equity firm based in Nashville, Tennessee, managing over $350 million in committed capital.

We invest in lower middle market healthcare companies where we see the potential to scale purpose and performance. Our investments span control and minority positions in businesses with enterprise values between $10 million and $100 million.

What sets us apart is the Council Model—a proven framework that surrounds founders and leadership teams with a powerful combination of support: our CEO Council of seasoned operators, our Strategic Healthcare Investors who bring real-world insight and access, and our internal Value Creation Team, focused on enabling growth through talent, systems, and strategy.

At Council Capital, we’re not just backing companies—we’re helping build enduring businesses that improve lives and shape the future of healthcare.

Health plans hire us for the technical work behind their most challenging claims issues: claims system conversions, platform modernization, data work, and the project and program talent needed to achieve results. Our clients are payers, and our credibility is built on experience, not just talk.

This is a new role. Until now, sales have been handled by the founders and leaders with other primary responsibilities, yet the business has continued to grow. We are hiring the first dedicated sales professional for our services side so growth won’t depend solely on executives who are also running the company.

You will be responsible for generating new business from the ground up. You’ll have access to a real market, an established reputation for delivery, and a leadership team with direct experience selling these services, ready to help you with pricing and positioning. You won’t get a lead list, a proposal desk, or a large support team. This is a builder role with real autonomy.

What You Will Own

• New logo revenue for payer technology services. You will be responsible for net new services business, closing deals from first outreach through signed agreements.

• Pipeline creation. In your first six months, build a qualified pipeline that is a multiple of your annual target, measured by live meetings held and proposals delivered—not just by names in a CRM.

• Full-cycle sales execution, including prospecting, lead generation, discovery, value proposition development, proposal writing, pricing conversations, and closing. You will involve delivery leaders and subject matter experts at the right moments and manage proposals yourself.

• A deal mix that reflects how our business operates: tactical engagements that can close in weeks, as well as fixed-price projects with longer sales cycles.

• Activity from week one. Start outreach, make calls, and set meetings in your first days, while you deepen your knowledge of our services.

Who Thrives in This Role

• A true hunter who enjoys opening cold accounts; outbound work is not something you delegate.

• Well-versed in the payer domain, able to contribute meaningfully from the first meeting. You understand health plan needs, decision-makers, and blockers.

• A commercially creative thinker able to find new approaches to challenging accounts. Health plans are busy and typically have existing vendors—a new script won’t suffice, but a better idea will.

• Someone with a credible executive presence, welcomed by clients at conferences, on-site visits, and in boardroom-level discussions.

• A relationship builder whose network is based on trust, reliability, and delivering practical value. Clients answer your calls.

• A direct communicator who advances opportunities and asks for the close, while respecting delivery partners.

• A resilient operator who candidly explains misses, quickly adjusts, and maintains momentum through challenging services sales cycles.

• High tolerance for the challenges of a difficult sell and low tolerance for mediocrity. You persist regardless of obstacles.

What You Bring

• Five or more years in a closing sales role, managing the process end to end. Experience only in sales development or pod models will not translate.

• Proven success selling technology services, consulting, or professional staffing into health plans—payer-side specifically, not provider-side.

• A verifiable record of quota attainment. We will ask about your targets and actual results each year, and we’ll confirm this with former managers.

• A network of payer relationships built over several years that you can reactivate. A book of business is not required.

• Fluency in claims operations and systems work. Familiarity with key claims platforms and conversion processes is a strong advantage.

• Comfort writing your own proposals and developing your own value propositions.

Location and Compensation

• Location: Remote

• Travel: Approximately 10%

Council Capital and our portfolio companies are committed to building high-performing teams by hiring the best talent—period.

We believe in putting the right people in the right seats, regardless of background, and we’re always looking for individuals who bring fresh thinking, grit, and a drive to make a difference.

Thank you for considering a role with one of our companies. We’re excited to learn more about you.