Director - Payer Sales

About AbridgeAbridge was founded in 2018 with the mission of powering deeper understanding in healthcare. Our AI-powered platform was purpose-built for medical conversations, improving clinical documentation efficiencies while enabling clinicians to focus on what matters most—their patients.Our enterprise-grade technology transforms patient-clinician conversations into structured clinical notes in real-time, with deep EMR integrations. Powered by Linked Evidence and our purpose-built, auditable AI, we are the only company that maps AI-generated summaries to ground truth, helping providers quickly trust and verify the output. As pioneers in generative AI for healthcare, we are setting the industry standards for the responsible deployment of AI across health systems.We are a growing team of practicing MDs, AI scientists, PhDs, creatives, technologists, and engineers working together to empower people and make care make more sense. We have offices located in the Mission District in San Francisco, the SoHo neighborhood of New York, and East Liberty in Pittsburgh. The RoleWe are looking for a Director - Payer Sales to grow Abridge's business with health plans. This is a quota-carrying sales role: you will own a revenue number and build, manage, and close a pipeline of national and regional payers. You will articulate the value of Abridge's platform to payer executives, convert early engagements into long-term agreements, and serve as the commercial front line for a new, fast-growing part of our business.Abridge turns medical conversations into structured clinical notes, and increasingly into a system of action for coding, risk, and quality. That same documentation is what payers need—captured concurrently during the visit, rather than through retrospective chart reviews and in-home assessments. Your job is to turn that connection into payer revenue, selling a joint provider–payer value proposition: closing HCC gaps, reducing denials, and improving quality where care actually happens.Reporting to the Senior Director of National Accounts, you will work cross-functionally to move deals from first conversation to launch. You should be comfortable operating in a new commercial motion.The right candidate has spent years selling to payers, understands how health plans buy, and can hold credible conversations with an actuary, a network lead, a quality/Stars team, and a CMO in the same week.What You'll DoOwn a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plansArticulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflowDevelop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreementsLeverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositionsNavigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makersWork with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreementsPartner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economicsFeed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategyWork cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and successRepresent Abridge externally at payer industry events and in executive conversations across the payer ecosystemWhat You'll Bring10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plansDeep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamicsFamiliarity with the risk-adjustment, HRA, and quality vendor landscape and how payers evaluate and displace these solutionsDemonstrated track record of consultative selling at the C-suite level and consistent new-business growthPrevious responsibility for 7-figure contracts and multi-million dollar quotasStrong executive-level negotiation skills, including contract and business termsRelationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams)Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skillsTech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma)Ability to travel to support sales obje