Director - Payer Sales

ABOUT ABRIDGE Abridge was founded in 2018 with the mission of powering deeper understanding in healthcare. Our AI-powered platform was purpose-built for medical conversations, improving clinical documentation efficiencies while enabling clinicians to focus on what matters most—their patients. Our enterprise-grade technology transforms patient-clinician conversations into structured clinical notes in real-time, with deep EMR integrations. Powered by Linked Evidence and our purpose-built, auditable AI, we are the only company that maps AI-generated summaries to ground truth, helping providers quickly trust and verify the output. As pioneers in generative AI for healthcare, we are setting the industry standards for the responsible deployment of AI across health systems. We are a growing team of practicing MDs, AI scientists, PhDs, creatives, technologists, and engineers working together to empower people and make care make more sense. We have offices located in the Mission District in San Francisco, the SoHo neighborhood of New York, and East Liberty in Pittsburgh. THE ROLE We are looking for a Director - Payer Sales to grow Abridge's business with health plans. This is a quota-carrying sales role: you will own a revenue number and build, manage, and close a pipeline of national and regional payers. You will articulate the value of Abridge's platform to payer executives, convert early engagements into long-term agreements, and serve as the commercial front line for a new, fast-growing part of our business. Abridge turns medical conversations into structured clinical notes, and increasingly into a system of action for coding, risk, and quality. That same documentation is what payers need—captured concurrently during the visit, rather than through retrospective chart reviews and in-home assessments. Your job is to turn that connection into payer revenue, selling a joint provider–payer value proposition: closing HCC gaps, reducing denials, and improving quality where care actually happens. Reporting to the Senior Director of National Accounts, you will work cross-functionally to move deals from first conversation to launch. You should be comfortable operating in a new commercial motion. The right candidate has spent years selling to payers, understands how health plans buy, and can hold credible conversations with an actuary, a network lead, a quality/Stars team, and a CMO in the same week. WHAT YOU'LL DO - Own a payer revenue target and the metrics that measure success; build, manage, and close a pipeline of national and regional health plans - Articulate the value of Abridge's platform to payer executives—risk adjustment accuracy, how gaps in care impact quality measures, and reduced denials—captured prospectively in the clinical workflow - Develop territory and account plans that penetrate new payer accounts and expand existing relationships into multi-year agreements - Leverage Abridge's health system partner base to source payer opportunities and build joint provider–payer value propositions - Navigate payer buying centers—actuarial, network, quality/Stars, medical economics, CMO, and innovation/digital health—and build relationships with C-level decision makers - Work with payers to define success criteria for initial usage and convert pilots and early deployments into long-term customer agreements - Partner with Strategic Finance and RevOps to build the ROI and economic models (PMPM, outcomes-based) that resonate with payer economics - Feed market intelligence from payer prospects and health system customers back to Product to inform priorities—contributing to, not owning, product strategy - Work cross-functionally with Product, Partner Experience, Marketing, and Legal to enable customer launch and success - Represent Abridge externally at payer industry events and in executive conversations across the payer ecosystem WHAT YOU'LL BRING - 10+ years of direct sales experience in healthcare SaaS and technology solutions, with substantial, demonstrated experience selling to payers / health plans - Deep understanding of the payer landscape: health plan economics, value-based care, risk adjustment (RAF/HCC), quality programs (HEDIS, Stars), utilization management, and network dynamics - Familiarity with the risk-adjustment, HRA, and quality vendor landscape and how payers evaluate and displace these solutions - Demonstrated track record of consultative selling at the C-suite level and consistent new-business growth - Previous responsibility for 7-figure contracts and multi-million dollar quotas - Strong executive-level negotiation skills, including contract and business terms - Relationships with payer executives (actuarial, network, quality, medical economics, CMO, and/or innovation and digital health teams) - Ability to communicate and influence at all organizational levels, with strong interpersonal, time management, and presentation skills - Tech-forward when it comes to learning new internal tools (Slack, Google Suite, Notion, Figma) - Ability to travel to support sales objectives BONUS POINTS IF… - You have sold into both providers and payers, and can bridge the two - You have experience with clinical documentation workflows, ambient AI, or scribe technology - You are familiar with payer–provider data exchange platforms (e.g., Epic Payer Platform, claims/clinical data integration) - You understand foundation AI models and their application in healthcare LOCATION & TRAVEL This is a remote, US-based role. Proximity to major payer hubs is a plus but not required. This role will require approximately 30–50% travel to support sales objectives. WHY WORK AT ABRIDGE? At Abridge, we’re transforming healthcare delivery experiences with generative AI, enabling clinicians and patients to connect in deeper, more meaningful ways. Our mission is clear: to power deeper understanding in healthcare. We’re driving real, lasting change, with millions of medical conversations processed each month. Joining Abridge means stepping into a fast-paced, high-growth startup where your contributions truly make a difference. Our culture requires extreme ownership—every employee has the ability to (and is expected to) make an impact on our customers and our business. Beyond individual impact, you will have the opportunity to work alongside a team of curious, high-achieving people in a supportive environment where success is shared, growth is constant, and feedback fuels progress. At Abridge, it’s not just what we do—it’s how we do it. Every decision is rooted in empathy, always prioritizing the needs of clinicians and patients. We’re committed to supporting your growth, both professionally and personally. Whether it's flexible work hours, an inclusive culture, or ongoing learning opportunities, we are here to help you thrive and do the best work of your life. If you are ready to make a meaningful impact alongside passionate people who care deeply about what they do, Abridge is the place for you. HOW WE TAKE CARE OF ABRIDGERS: - Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees - Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families. - Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA. - Paid Parental Leave: Generous paid parental leave for all full-time employees. - Family Forming Benefits: Resources and financial support to help you build your family. - 401(k) Matching: Contribution matching to help invest in your future. - Personal Device Allowance: Tax free funds for personal device usage. - Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits. - Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more. - Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals. - Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment. - Compensation and Equity: Competitive compensation and equity grants for full time employees. - ... and much more! EQUAL OPPORTUNITY EMPLOYER Abridge is an equal opportunity employer and considers all qualified applicants equally without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability. We're committed to providing reasonable accommodations throughout the interview process. Once you submit your application, we'll follow up with details on how to request an accommodation for interviewing, completing any assessments, or otherwise participating in the selection process. STAYING SAFE - PROTECT YOURSELF FROM RECRUITMENT FRAUD We are aware of individuals and entities fraudulently representing themselves as Abridge recruiters and/or hiring managers. Abridge will never ask for financial information or payment, or for personal information such as bank account number or social security number during the job application or interview process. Any emails from the Abridge recruiting team will come from an @abridge.com http://abridge.com email address. You can learn more about how to protect yourself from these types of fraud by referring to this article https://consumer.ftc.gov/consumer-alerts/2023/05/scammers-are-hijacking-job-ads-heres-how-spot-fakes. Please exercise caution and cease communications if something feels suspicious about your interactions.