VP, Health Plan Sales

About Us

Simply put, we believe in the power of sleep.

As sleep health champions, we want more and more people to wake up to a brighter day every day. And, we are making daily progress, as we help more organizations see sleep as transformational and a foundational pillar of health. We strive to give more access to the technology and care they need to lead fuller lives.

Our depth of knowledge in the science of sleep gives us a unique perspective on sleep as a critical intervention strategy in chronic disease. We help people see the right problem and the right way forward, elevating not just our solutions but also advancing the field of sleep medicine.

Our vision is to work with our partners — employers, health systems, health plans, government agencies, provider groups and others committed to transforming care — to expand sleep health care to where it is needed, so it can take its rightful place in the healthcare ecosystem.

About the role

Nox Health is redefining the role of sleep in healthcare. As a leader in value-based sleep care, we help health plans and other healthcare stakeholders close a critical gap in chronic disease management by identifying, diagnosing, and treating sleep disorders through clinically integrated, technology-driven programs. Our SleepCharge product delivers comprehensive, patient-centered virtual care that replaces fragmented fee-for-service models with outcome-based solutions designed to reduce total healthcare costs and improve quality of life.

The Vice President, Health Plan Sales will own the strategy and execution required to grow Nox Health's health plan business. This executive will identify priority markets and accounts, build and manage a high-quality pipeline, and lead opportunities from initial engagement through contracting and close. The role requires confidence navigating complex, multi-stakeholder sales processes within national and regional health plans.

Success in this role requires a consultative, value-based approach that connects Nox Health's clinical model to payer priorities, including member outcomes, engagement, affordability, quality, and total cost of care. The Vice President will develop compelling business cases, shape value-based commercial structures and performance guarantees, and consistently achieve or exceed new-business revenue goals.

Reporting to the EVP, Sales, the Vice President, Health Plan Sales will serve as a senior member of the commercial team and collaborate closely with Customer Success, Clinical Operations, Product, Analytics, Finance, Legal, Marketing, and other cross-functional partners. This leader will ensure that proposed solutions are clinically sound, operationally feasible, contractually clear, and positioned for a successful transition from sale through implementation.

What you'll do

• Own and continuously refine the health plan sales strategy, including market segmentation, target-account prioritization, channel approach, value proposition, and annual execution plan.
• Build, own, and actively manage the health plan pipeline from prospect identification through contract execution; maintain clear account plans, next steps, risks, and close strategies.
• Achieve or exceed annual bookings, revenue, pipeline coverage, and other performance goals established by the executive team.
• Lead complex, consultative enterprise sales processes involving executive, clinical, financial, actuarial, network, quality, procurement, legal, information-security, and operational stakeholders.
• Translate Nox Health's diagnostic, clinical, and care management capabilities into differentiated payer value propositions tied to outcomes, member experience, quality improvement, and total cost of care.
• Develop value-based commercial proposals, including pricing models, measurable outcomes, performance guarantees, risk arrangements, and reporting requirements in partnership with Finance, Clinical Operations, Analytics, Legal, and other stakeholders.
• Coordinate closely with Customer Success, Clinical Operations, Product, Analytics, Implementation, Marketing, Finance, Legal, and other cross-functional teams throughout discovery, solution design, diligence, contracting, and implementation handoff.
• Lead responses to requests for information and proposals, presentations, demonstrations, finalist meetings, due diligence, procurement, and contract negotiations.
• Build trusted relationships with senior health plan leaders and other key stakeholders; develop and mobilize internal champions across each target account.
• Maintain accurate and timely opportunity, activity, probability, timing, and forecast data in Salesforce; provide disciplined weekly and monthly reporting on pipeline health and performance.
• Represent Nox Health at industry conferences, customer meetings, executive briefings, and other market-facing events; travel as required.
• Bring payer, competitor, and market insights back to leadership and cross-functional teams to inform positioning, product priorities, partnership strategy, and go-to-market decisions. Perform other duties as assigned.

Qualifications

• Bachelor's degree required; advanced degree in business, healthcare, public health, or a related field is a plus.
• Minimum ten years of B2B healthcare sales or business development experience, including meaningful experience selling to national or regional health plans.
• Demonstrated record of meeting or exceeding sales goals and closing large, complex, multi-year healthcare contracts within the health plan segment..
• Experience selling care management, population health, digital health, virtual care, clinical services, or a comparable platform; experience with a similar care management platform is a plus.
• Strong knowledge of health plan priorities, economics, organizational structures, budgeting cycles, procurement practices, and contracting processes.
• Experience developing and selling value-based arrangements, outcomes-based pricing, performance guarantees, shared-savings models, or other risk-aligned commercial structures.
• Ability to lead long, complex sales cycles involving multiple decision-makers, formal RFPs, clinical and financial diligence, information-security review, procurement, and legal negotiation.
• Established relationships with health plan executives and leaders across clinical, population health, quality, innovation, network, finance, and operations functions are preferred.
• Ability to understand clinical and analytical concepts and translate them into clear financial and strategic value for executive audiences.
• Strong pipeline management, forecasting, territory planning, and CRM discipline; Salesforce experience preferred.
• Excellent executive presence, presentation, negotiation, written communication, and storytelling skills.
• Highly collaborative, with the ability to align commercial objectives with clinical, operational, customer success, product, analytical, financial, and legal requirements.
• Strong analytical and problem-solving skills, including the ability to develop business cases and evaluate commercial tradeoffs.
• High integrity and sound judgment when representing clinical outcomes, financial value, implementation commitments, and contractual obligations.
• Comfortable operating with ambiguity in a dynamic, growth-stage environment; proactive, resilient, and biased toward action.
• Strong leadership and influence skills, with the ability to mobilize cross-functional teams without direct authority.
• Ability to travel as required.

Originally posted on Himalayas