Director, Sales, Payer

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

The Director, Sales, Payer is responsible for leading a team of Payer sales executives and overseeing the achievement of annual revenue, renewal, and retention objectives within the payer market segment. This role defines and executes segment-specific sales strategies, develops and coaches sales talent, and drives market expansion among health plans, managed care organizations, government-sponsored programs, and other payer organizations. The Director serves as a strategic leader who aligns sales execution with organizational objectives while fostering strong relationships with payer stakeholders and ensuring sustainable revenue growth. 

You Will:

• Provide strategic direction and leadership to the sales team to achieve revenue, renewal, and retention goals aligned with organizational objectives. 
• Develop and implement payer-focused sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand MCG's presence within health plans and payer organizations. 
• Consistently achieve or exceed annual revenue objectives, including new sales, renewals, and retention benchmarks within assigned quotas. 
• Forecast sales performance, analyze market and sales data, and utilize insights to drive decision-making and business results. 
• Maintain disciplined use of sales metrics, pipelines, CRM tools, and performance analytics to effectively manage the business. 
• Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal stakeholders to align sales efforts with enterprise objectives and deliver a seamless customer experience. 
• Lead and oversee payer-focused RFP responses, coordinating cross-functional resources to develop compelling and competitive proposals. 
• Conduct market research and competitive analysis to identify payer market trends, customer priorities, emerging opportunities, and competitive threats. 
• Partner with Sales Leadership to develop and deploy segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business objectives. 
• Negotiate and oversee contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and maintain existing relationships. 
• Support the development and execution of strategies for industry conferences, payer-focused trade associations, and MCG-sponsored events. 
• Represent MCG at industry events, conferences, client meetings, and market-facing activities. 
• Recruit, develop, coach, and mentor a team of payer sales executives, ensuring strong sales execution and professional growth. 
• Lead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and enable Sales Executives to deliver a consistent, high-value customer experience while ensuring compliance with company policies and responsible AI use. 
• Establish clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues when necessary. 
• Foster a collaborative, inclusive, and high-performance culture that supports employee engagement, accountability, and results. 
• Partner with Sales Operations to support forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives. 
• Champion the effective use of AI-enabled sales tools, analytics, and automation capabilities to improve pipeline management, forecasting accuracy, sales productivity, and customer engagement. 

 What We're Looking For: 

• Bachelor's degree in Business Administration, Marketing, Healthcare Administration, or a closely related field. 
• At least 10 years of experience in enterprise software, healthcare technology, or healthcare services sales, demonstrating a consistent track record of revenue growth and quota attainment. 
• At least 5 years of experience leading and developing high-performing sales teams. 
• Significant knowledge of the healthcare payer market, including health plans, managed care organizations, utilization management, care management, and healthcare operations. 
• Knowledge of evidence-based clinical guidance, utilization management processes, and the role of clinical decision support solutions within payer organizations. 
• Advanced proficiency with CRM platforms, sales analytics, forecasting methodologies, and Microsoft Office applications. 
• Ability to travel up to 40% of the time to client sites, conferences, industry events, and MCG-sponsored meetings.   

Preferred Qualifications: 

• Excellent leadership and management skills, with the ability to recruit, train, coach, and mentor a team of sales professionals. 
• Experience leveraging AI-enabled tools and technologies to improve sales planning, account strategy, customer engagement, data analysis, and overall business productivity. 
• Exceptional communication and interpersonal skills, with the ability to build and maintain strong relationships with key stakeholders, including providers and healthcare organizations. 
• Strategic thinking and problem-solving abilities, with a focus on analyzing market trends, identifying opportunities for growth, and developing effective sales strategies to capitalize on them.  

This role will require up to 60% travel to territory locations. 

Pay Range (Base): $149,000 - $208,700

This role is eligible for variable compensation - OTE upwards of 500k and uncapped commission.

Perks & Benefits:  

💻 Remote work 

✈️ Travel expected 2-3 times per year for company-sponsored events

🩺 Medical, dental, vision, life, and disability insurance 

📈 401K retirement plan; flexible spending and health savings account 

🏝️ 15 days of paid time off + additional front-loaded personal days 

🏖️ 14 company-recognized holidays + paid volunteer days  

👶 up to 8 weeks of paid parental leave + 10 weeks of paid bonding leave  

🌈 LGBTQ+ Health Services 

🐶 Pet insurance  

📣 Check out more of our benefits here: https://www.mcg.com/about/careers/benefits/  

MCG Health is a Seattle, Washington-based company and is considering remote/hybrid candidates with some travel for company-sponsored events.  

The ideal candidate should be comfortable balancing the independence of remote/hybrid work with the collaborative opportunities offered by periodic in-person engagements. 

We embrace diversity and equal opportunity and are committed to building a team that represents a variety of backgrounds, perspectives, and skills. Only with diverse thoughtsand ideas will we be able to create the change we want in healthcare. The more inclusive we are, the better our work will be for it.

All roles at MCG are expected to engage in occasional travel to participate in team or company-sponsored events for the purposes of connection and collaboration. 

All roles at MCG are expected to engage in occasional travel to participate in team or company-sponsored events for the purposes of connection and collaboration. 

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Note on interviews: We may use AI tools to audio-record and transcribe interviews for note-taking purposes. These are used only by our hiring team and do not make decisions on their own. Let us know if you prefer an alternative.

MCG is a leading healthcare organization dedicated to patient-focused care. We value our employees' unique differences and are an Equal Employment Opportunity (EEO) employer. Our diverse workforce helps us achieve our goal of providing the right care to everyone. We welcome all qualified applicants without regard to race, religion, nationality, gender, sexual orientation, gender identity, age, marital status, veteran status, disability, pregnancy, parental status, genetic information, or political affiliation. We are committed to improving equity in healthcare and believe that a diverse workplace fosters curiosity, innovation, and business success. We are happy to provide accommodations for individuals. Please let us know if you require any support.