Director, Payer Business Development - NYC

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 someone to help us build Abridge's payer vertical. This is a foundational role with full accountability: you will support defining the product strategy, bring new products to market, develop strategic partnerships, close deals and manage customer success. You own the outcomes.Reporting to the VP of New Verticals, you will work across the organization with Product, Engineering, Marketing, Strategic Finance, and our health system and health plan customers to identify payer use cases, shape the product roadmap, and build relationships with health plans and strategic technology partners.The right candidate will bring deep healthcare expertise (having specifically worked closely with payer executives), strong commercial instincts, and the ability to operate as a business owner. This individual is comfortable bringing 0 to 1 experiences to life, operates with a bias to action and knows how to to roll up their sleeves cross-functionally to deliver great results. This individual exhibits curiosity, executional prowess, high EQ/commercial judgement, strong collaboration DNA and is comfortable with high levels of ambiguity.This role has a hybrid, in - office requirement at our NYC SOHO office (3 days a week)What You’ll DoProduct Strategy & DevelopmentSupport the payer product vision and roadmap in partnership with Product and EngineeringIdentify high-value use cases for payers, diligence their market potential, and translate them into product requirements and commercial goals.Gather market intelligence from payer prospects, existing health system customers, and industry trends to inform product prioritiesBusiness Development & RevenueBuild, manage, and close a pipeline of national and regional health plans, developing and executing a customer relationship strategyOwn payer revenue targets, define and manage to the metrics that measure successLeverage Abridge's health system partner base to identify payer opportunities and develop joint value propositionsLead development of pricing models, ROI analysis for new products. Continue to evaluate Abridge’s competitive market position from first customer launch through early product market fit.Scaling to early product market fitExecute 0 to 1 product launches with customers, collaborating internally and externally to ensure ease of launchSupport development of new product scale, owning iteration around pricing models, product experience, success targets, implementation needs, etc.Identify and lead build / buy / partner conversations, in partnership with Strategic Finance, with potential strategic partners to accelerate Abridge’s capabilities.Cross-Functional LeadershipPartner with Marketing to develop payer-specific positioning, content, and conference strategyCollaborate with Strategic Finance to build business cases and ROI models that resonate with payer economicsRepresent Abridge externally at industry events and in executive conversations across the payer ecosystemWhat You’ll Bring7+ years in healthcare with experience spanning business development, product, partnerships, or strategy rolesDeep understanding of the payer landscape: health plan economics, value-based care, quality programs (HEDIS, Stars), utilization management, and network dynamicsTrack record of building and closing complex enterprise healthcare deals with measurable revenue impactExperience owning a number: whether a quota, P&L, or business unit targetExperience selling 0 to 1 : you've shaped what gets built, not just sold itRelationships with health plan executives and/or health IT platform leadersExperience building new business lines or verticals at growth-stage companiesComfort with ambiguity and the ability to move fluidly between strategy, execution, and closingBonus Points If…Experience with clinical documentation workflows, ambient AI, or scribe technologyFamiliarity with payer-provider data exchange platforms (e