Director of Payer Sales
About the Role
Fabric is looking a Sales Director to lead and execute our growth strategy within the Payer vertical. This is a chance to transform our presence in the highly strategic West Coast market, driving revenue by building trusted relationships with executive stakeholders at key health plans. This role requires a strategic leader who can navigate complex sales cycles, tailor our value propositions to the evolving needs of payers, and help build out this critical vertical from the ground up. You will be empowered by a cross-functional support team—including marketing, solution design, product, and clinical experts—to create a compelling, credible sales experience and achieve significant growth targets. The ideal candidate has deep experience selling into health plans, understands the payer landscape, and has a track record of exceeding quota in high-growth, fast-paced environments.
What You'll Do
As a Sales Director, you will be instrumental in driving our growth within the Payer vertical. Your primary responsibilities will include: Identifying, engaging, and building strong relationships with executive stakeholders and key decision-makers at target accounts within your West Coast territory. Developing and managing a robust pipeline through a mix of outbound outreach, industry networking events, and collaboration with marketing-led demand generation. Leading end-to-end enterprise sales processes—from initial engagement to deal closure—navigating complex negotiations and contracting cycles. Delivering compelling, tailored presentations to payer audiences—including Health Plan Executives—clearly communicating the value of Fabric’s solutions. Partnering with internal teams—including executive leadership, solution design, clinical, product, and marketing—to develop impactful materials that support and accelerate sales cycles. Staying informed on payer trends, industry developments, and competitive dynamics; acting as a subject matter expert within the sales organization. Maintaining accurate pipeline, account activity, and forecast details in CRM and reporting tools. Collecting and sharing feedback from the field—market intelligence, customer insights, product feature needs—with internal teams to inform strategy and roadmaps. Why You Might Be a Good Fit You are motivated by the challenge of building a strategic market from the ground up within a high-growth environment. You possess deep experience selling complex solutions to health plans and understand the unique business drivers of the payer landscape. You are a self-starter who thrives on autonomy and a clear history of exceeding sales targets. You excel at building trust and influencing at the executive level with your excellent communication and presentation skills. You enjoy working in a collaborative, cross-functional environment where your insights from the field directly influence company strategy. This Might Not Be The Right Fit If... You prefer a highly established territory with a pre-existing market presence and pipeline. You are not motivated by working in a hyper-growth, fast-paced environment. You are not comfortable with the dual responsibility of building and maintaining a pipeline while also managing key client relationships. This role may not align with your preferences if you are less interested in the strategic work required to sell complex, multi-stakeholder solutions to the C-suite. Your Qualifications Bachelor’s degree or equivalent work experience. 5+ years of experience selling enterprise solutions to healthcare organizations, with a focus on health plans. Track record of success managing complex, multi-stakeholder sales cycles in SaaS, healthcare IT, or healthcare services. Demonstrated ability to meet or exceed quota in a high-growth or startup environment. Experience negotiating large, strategic deals with enterprise customers. Excellent communication and presentation skills, with the ability to build trust at the executive level. A self-starter with the ability to manage a territory and prioritize effectively in a dynamic, fast-paced setting. Ability to navigate strategic levels within customer organizations—identifying key decision-makers, building relationships with senior executives, and securing meetings with essential stakeholders. The national pay range for this role is $135,000.00– $170,000.00 per year. Actual compensation will be determined by factors such as the candidate's geographic market, experience, skills, and qualifications. Certain roles may also be eligible for additional compensation, including a comprehensive benefits package such as medical, dental, vision, unlimited PTO, and a 401(k) plan, stock options and bonuses. If your compensation requirement is greater than our posted range, please still consider applying; a determination can be made based on unique qualifications. Expected compensation ranges for this role may change over time. Apply To This Job