Director, Enterprise Sales

About Stellar Health: Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes. At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way. Stellar is a US-based Health-tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners) with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients. About the position: The Director, Enterprise Sales will lead a critical revenue function at Stellar Health: driving new business and growing existing relationships with health plans and payers within a defined territory. This is a field sales role for an experienced enterprise hunter who thrives in complex, consultative environments and can navigate the unique dynamics of the payer ecosystem. This individual will own the full sales cycle from prospecting through close — identifying net new logo opportunities at national and regional health plans, building executive-level relationships, and expanding revenue within existing payer accounts. The role demands someone who can operate effectively within a 6–18 month enterprise sales cycle, sustaining momentum and advancing complex deals through multiple stakeholder layers. The right candidate brings deep credibility in the health plan and payer market, a relentless drive to win new business, and the discipline to manage a robust pipeline over long sales cycles. They will serve as a trusted advisor to senior leaders at health plans, translating Stellar’s platform value into outcomes that matter most to payers: improved quality performance, reduced medical costs, and stronger provider partnerships. How you'll make an impact: - Own net new logo acquisition from national and regional health plans and payers, owning prospecting, outreach, and pipeline development from the ground up. - Partner with our customer success team to identify expansion opportunities within existing accounts, and then own the process for landing these expansions. - Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations. - Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals. - Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e.g., CMO, VP Quality, VP Value-Based Programs). - Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly. - Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams. - Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership. - Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG. - Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience. - Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy. What you'll bring: - 7+ years of enterprise sales experience with a demonstra