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Carda Health is building a patient-centered virtual heart and lung platform, starting with cardiac and pulmonary rehabilitation. The company addresses a critical gap: only 10% of eligible patients access rehab today. Carda partners with leading hospitals and insurers to expand access to life-saving, home-based programs.
In this role, you will own Carda's health plan revenue stream end-to-end, from initial outreach through pilot design, contracting, launch, and expansion to multi-market or national scale. You will develop relationships with national carriers (UnitedHealthcare, Aetna, Cigna, Elevance, Humana, CenterWell) and regional plans (BCBS affiliates, provider-sponsored plans, MA-focused plans like SCAN and Devoted). Medicare Advantage is the primary focus; commercial, Medicaid, duals (D-SNP), and employer lines are secondary.
Key responsibilities include: owning a named list of health plans and building multi-threaded relationships across Medicare products, Stars and quality, care management, network, value-based contracting, and procurement. You will run the full sales cycle—discovery, ROI modeling, pilot design, contracting, launch, and conversion—while aligning with senior leadership on go-to-market strategy. You will design pilots built to convert, with pre-agreed success metrics, measurement plans, and expansion triggers embedded in agreements. You will structure deals across fee-for-service, PMPM, outcomes-based, and shared-savings models, partnering with finance on pricing and legal on contracting. You will translate Carda's clinical outcomes into plan priorities (Star Ratings, readmissions, MLR, HEDIS, member experience, total cost of care). You will work alongside the Strategic Account Manager to drive expansion on existing relationships, maintain an accurate Salesforce pipeline with weekly updates, represent Carda at national industry events, feed market intelligence back to product and clinical teams, and negotiate and renew national contracts to expand access and Carda's service offerings.
Requirements: 3+ years of direct, quota-carrying sales experience to health plans. Medicare Advantage selling experience is required; commercial-only or Medicaid-only backgrounds will not be considered. You must have personally carried at least one deal from pilot through multi-market or national partnership. You must have a current network of decision-makers at national and regional plans. Fluency in MA economics is essential: Star Ratings, risk adjustment, MLR, benefit design, and the bid cycle. Experience pricing and negotiating PMPM, case-rate, or value-based contracts. Comfort with 6–24 month sales cycles and disciplined pipeline processes. An ecosystem of trusted partners for strategic insight and market intelligence.
Nice to have: experience selling digital health, virtual care, or care management solutions; cardiology, chronic disease, or post-acute care background; D-SNP, Medicaid, or employer (self-funded) selling experience; prior experience at a growth-stage company with lean resources.
