Own New Business & Full Sales Cycle: Drive new business development within the Accountable Care Organization (ACO) and value-based care market, with a primary focus on sourcing and closing net-new clients. Lead the full sales cycle from initial outreach through contract execution, including discovery, needs assessment, solution positioning, proposal development, and negotiation.

Targeted Prospecting & Market Presence: Identify, prioritize, and actively prospect ACOs and risk-bearing provider groups through targeted outbound outreach, referrals, and industry engagement. Represent the company at conferences and networking events to generate leads and expand market presence within the ACO ecosystem.

Strategic Relationships: Build and maintain relationships with key executive stakeholders (e.g., population health leaders, CFOs, clinical leadership) to drive deal momentum and close complex, multi-stakeholder sales.

Value Strategy & Expertise: Demonstrate and maintain mastery of ACO REACH, MSSP, and commercial ACO models, including understanding of attribution mechanics, shared savings, and quality scoring. Develop a deep understanding of ACO business models and tailor value propositions to clearly articulate ROI and impact on clinical, operational, and financial performance.

Internal Collaboration: Partner with Product, Clinical, Operations, Finance, and Marketing teams to shape solutions that meet the needs of prospective ACO clients and support targeted outbound strategies.

Reporting & Intelligence: Maintain accurate pipeline data and activity tracking in CRM systems (e.g., Salesforce) to support forecasting and performance reporting. Stay informed on industry trends, regulatory changes, and the competitive landscape within value-based care.

Experience: 10+ years of quota-carrying sales experience, with a strong emphasis on new business (hunter) sales, and a proven track record of generating pipeline and closing net-new business, ideally within healthcare or value-based care environments.

Domain Expertise: Demonstrated success selling solutions tied to total cost of care, care management, risk adjustment, or quality improvement. Experience selling into ACOs, MSOs, health systems, or other risk-bearing entities strongly preferred.

Target Market Acumen: Experience working with ACO conveners, enablement platforms, or delegated‑risk MSOs (e.g., Aledade, Privia, agilon, Wellvana, Vytalize, Pearl, etc.). Ability to map and segment the national ACO landscape, identifying high‑value targets across REACH, MSSP, and delegated‑risk MSOs.

Advanced Sales Skills: Strong outbound prospecting skills and ability to operate independently in building a territory. Experience navigating complex, multi-stakeholder sales cycles.

Executive Access: Ability to leverage existing executive relationships with ACO CEOs, CMOs, CFOs, and VBC contracting teams to accelerate access and shorten sales cycles.

Technical & Education: Proficiency with CRM tools such as Salesforce. Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field preferred. Familiarity with value-based care models, population health, and healthcare economics is a plus.