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Abacus Insights is transforming how data works for health plans by making healthcare data usable so decision-makers can act faster with confidence. The company helps health plans break down data silos to create a single, trusted data foundation that powers better decisions, improves outcomes, reduces waste, and delivers better member and provider experiences. Backed by $100M in funding, Abacus is leveraging GenAI to deliver clean, connected, and reliable healthcare data.
As Sales Director, you will drive new business growth by identifying, developing, and closing new health plan customer relationships. This is a foundational role on the sales team where you won't just execute a playbook—you'll help write it. You'll bring a consultative, relationship-driven approach to a market that rewards trust and technical credibility, serving as the face of Abacus to prospective payer stakeholders ranging from technical architects to C-suite executives.
Your responsibilities include owning the full sales cycle from prospecting through close for new health plan logos; building and managing a healthy, accurately forecasted pipeline that consistently delivers against quota; navigating complex, multi-threaded sales cycles typically lasting 6–18 months involving diverse buyer personas across business, IT, and data/analytics functions within payer organizations; developing deep command of the Abacus platform, value proposition, and competitive landscape; translating that knowledge into compelling, tailored presentations for technical and executive audiences; building trusted, long-term relationships with economic buyers, executive sponsors, and end users; partnering cross-functionally with Sales Enablement, Product, and Engineering to shape solutions reflecting real client requirements; acting as a voice of the customer internally to identify ways Abacus can deliver value faster; and representing Abacus at industry events, conferences, and networking opportunities to build market presence and generate pipeline.
Requirements:
- 10+ years of experience selling software products, platforms, or technical solutions in data management, analytics, or related enablement space
- 5+ years of experience selling specifically into the healthcare payer market, with direct experience managing 6–18 month sales cycles
- Demonstrated success navigating complex sales cycles with multiple buyer personas across business and technology stakeholders in payer organizations
- Consistent track record of exceeding sales quota, with strong skills in pipeline development, deal strategy, and closing
- Experience selling within a SaaS business model
- Excellent communication and presentation skills, with ability to deliver in-depth, value-driven presentations to audiences ranging from technical practitioners to senior executives
- Collaborative mindset—comfortable working cross-functionally with Product, Engineering, and Sales Enablement to shape client-specific solutions
- Proven ability to build trusted relationships with executive sponsors, economic buyers, and enterprise end-users
Nice-to-have:
- Experience at a growth-stage healthcare technology company, including building and bringing new products to market
- Experience selling software products/solutions on cloud platforms such as AWS, Azure, GCP, Databricks, or Snowflake
