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9amHealth is an AI-enabled virtual specialty care platform managing high-cost chronic conditions (obesity, diabetes, hypertension, dyslipidemia) at scale. The company partners with employers, health plans, and pharmacy benefit managers to deliver cost-effective medical care through specialized clinicians, at-home lab testing, prescription medications, and lifestyle support. Founded in 2021, 9amHealth is backed by Define Ventures, SemperVirens, 7Wire Ventures, and The Cigna Group Ventures.
As Director of Health Plan Sales, you will own the full sales cycle for new health plan partnerships, from first conversation to signed contract. This is an individual contributor role reporting to the Chief Commercial Officer.
Key responsibilities:
- Use your existing health plan network to secure early meetings with decision-makers across network management, provider contracting, clinical programs, product, and medical management.
- Own the complete sales cycle: source, qualify, and close new health plan partnerships.
- Build network provider partnerships by leading in-network contracting conversations, including credentialing requirements, reimbursement models, billing/coding, and network adequacy fit.
- Build vendor partnerships by positioning 9amHealth as a plan-contracted clinical program, shaping deal structures (PMPM, value-based, outcomes-guaranteed pricing).
- Navigate complex buying groups by mapping stakeholders, building internal champions, and managing procurement, vendor vetting, security reviews, and legal redlines.
- Tailor clinical and financial value cases (ROI, outcomes data, member engagement) to each plan's priorities, quality metrics, medical cost trends, and GLP-1 spend.
- Partner cross-functionally with COO, Chief Medical Officer, marketing, finance, and implementation teams on proposals, pricing, collateral, and launch handoffs.
- Serve as in-house expert on the health plan industry, sharing competitive intelligence and buyer feedback to inform product, pricing, and go-to-market strategy.
- Maintain accurate pipeline in HubSpot and report activity, pipeline, and forecast to the executive team.
- Represent 9amHealth at industry conferences and events (e.g., AHIP) to build relationships and generate pipeline.
Travel to client meetings, industry events, and the Encinitas, CA office is expected (~40%). You can be based anywhere in the US.
REQUIREMENTS:
- 8+ years of enterprise sales or business development experience in healthcare, with at least 5 years selling directly to commercial health plans.
- Track record of closing new health plan partnerships (network provider agreements, vendor contracts, or both) with specific deal sizes and timelines you can articulate.
- Strong, active network across national and regional health plans with ability to secure senior-level meetings quickly.
- Deep knowledge of how health plans work: lines of business (commercial, ASO/self-funded, Medicare Advantage, Medicaid), network contracting, credentialing, claims and reimbursement, quality programs, and vendor procurement.
- Fluency in value-based and outcomes-based contracting, and comfort building clinical and financial ROI cases with plan actuaries and medical leadership.
- Experience running long, complex sales cycles with many stakeholders independently, with minimal support needed.
- Clear, credible written and verbal communication with executives, clinicians, and contracting teams.
- Ability to travel up to 40% for client meetings, conferences, and time at Encinitas office.
NICE TO HAVE:
- Experience selling digital health, virtual care, or chronic condition management programs (diabetes, obesity, hypertension) to payers.
- Experience with GLP-1, pharmacy benefit, or PBM-adjacent solutions.
- Prior work on the health plan side (network management, provider contracting, clinical programs).
- Experience selling an emerging product at a growth-stage company.
- Entrepreneurial mindset and comfort building a channel from the ground up.
- Experience with HubSpot or similar CRM.
