Own an annual growth quota for health plans covering new-logo wins, new-market expansion, and revenue growth with existing clients, with a focus on BCBS plans and regional health plans

Build, qualify, and close pipeline through prospecting, your industry network, referrals, and events

Identify and win expansion opportunities with existing clients — new lines of business, new states and markets, new programs, and new populations

Partner with Account Management on joint account plans for existing clients: align on growth targets, executive relationships, and who leads each opportunity, and keep handoffs seamless

Lead complex, multi-stakeholder enterprise sales cycles with plan executives across quality and Star Ratings, population health, care management, product, and network

Craft tailored value propositions for each line of business — Medicare Advantage, ACA, commercial/fully insured, and Medicaid — tied to each plan's goals and budget owners

Develop strong pitch materials, proposals, RFP responses, and business cases in partnership with Marketing

Partner with Pricing, Finance, and Legal/Contracting to structure deals and own development of statements of work and contracts

Keep HubSpot current and accurate; forecast monthly, quarterly, and annual bookings to the Chief Commercial Officer

Partner with Account Management and Implementation for a smooth handoff and a clear growth path for every new client

Maintain in-depth knowledge of health plan priorities, market conditions, competitors, and market offerings

Represent Everlywell at conferences, seminars, webinars, and other external-facing events

Bring the voice of the market into product and commercial roadmaps

Report on business development metrics and KPIs (pipeline coverage, win rate, cycle time, new-logo and expansion bookings)

7+ years of enterprise business development or sales experience selling to health plans

Proven record of winning new logos with BCBS plans and regional health plans

Track record of growing revenue with existing health plan clients and expanding into new markets, lines of business, or programs

Medicare Advantage experience strongly preferred

Experience with health plan quality programs (e.g., HEDIS, Star Ratings), at-home diagnostics, or population health a plus

An established network of health plan executive relationships

Track record of meeting or exceeding quota on multi-million-dollar, multi-year enterprise deals

Bachelor's Degree required — business or science related field preferred; MBA or advanced degree a plus

Consultative, relationship-first approach to business development

Exceptional executive presence, with strong communication (verbal and written) and presentation development skills — comfortable in the room with client and internal C-suite leaders

Strong commercial acumen, including contract, pricing, and negotiation experience

Strong pipeline management skills, marked by a high degree of organization, attention to detail, and disciplined forecasting

Proven ability to lead cross-functional teams, both internally and externally, without direct authority

Ability to leverage and use AI with fluency and understanding

Results-focused and self-motivated, with a flexible and entrepreneurial mindset

Ability to thrive under pressure and manage multiple high-stakes priorities simultaneously

Exercises sound judgment and diplomacy with both clients and internal teams

Prior experience in a fast-paced and evolving environment a plus

Experience with HubSpot preferred