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Vice President, Payer Sales

2 months ago

Watertown, United States Firefly Health Full time
Job DescriptionJob Description

Be a part of the team building the future of healthcare

Firefly Health delivers a refreshingly personal and convenient healthcare experience. Firefly works with payers and self-funded employers to offer advanced virtual-first primary care and virtual-first health plans that integrate care, coverage, and navigation, delivering “always there” care for our members. By engaging members early and often, Firefly develops trust and rapport so members always know where to turn. And it works.

Firefly routinely earns high satisfaction ratings from members, with a 75+ Net Promoter Score (NPS). Member health outcomes for conditions like hypertension, diabetes, anxiety, and depression are 50-80% higher than industry benchmarks. And 84% of our members follow our recommendations, demonstrating our effectiveness in navigating our members to high quality, lower cost providers. It’s all proof that meaningful engagement builds trust. And trust leads to real results.

About this role

Firefly Health is bringing our risk-bearing primary care and coverage to a growing number of payers around the country. The Vice President, Payer Sales role is a critical role within the Firefly Commercial Team, driving strategic and sustainable growth across our growing book-of-business. This individual will be responsible for leading the development and expansion of our Payer Sales strategy and pipeline at Firefly.

First and foremost, this is a results-driven role. The right candidate will have a demonstrated track record of selling to national and regional payers. The right candidate understands that payer sales are complex, and will be able to demonstrate their experience in cultivating relationships with key executive decision-makers across multiple levels and functions to drive deals to close.

We are looking for a strategic and creative contributor who understands that acting as a value-added partner is critical to the sale. We aren’t selling widgets - we’re fundamentally changing the way healthcare is delivered in the U.S. - so clearly demonstrating the ability to consultatively sell will be critical.

The Vice President, Payer Sales should be an execution-focused team player who understands that “we win on the margin”, commanding trust and inspiring confidence both internally and externally; with excellent people skills, a willingness to take smart risks, thinking both strategically and tactically, and maintaining a positive outlook and sense of humor in the face of challenges.

This role will report to the Chief Commercial Officer.

You will:

  • Drive new sales with target payer accounts by developing strategies that drive top of funnel activity and efficiently moving prospects through each stage of the sales funnel to close
  • Understand the network synergy between payers, employers, consultants, and other influencers and harnesses that influence to create leverage in driving deals forward
  • Work cross-functionally internally to identify and solve gaps that will help move deals forward faster
  • Maintain comprehensive knowledge of prospect priorities and key business objectives
  • Work with Firefly’s marketing team to develop service adoption strategies that will lead to high levels of membership attribution and engagement, customized to specific customer populations
  • Maintain and update payer opportunities and track sales activity metrics in our Salesforce CRM

You Have:

  • 15+ years of relevant sales experience, preferably in earlier-stage virtual / digital health companies or who has worked at a payer organization before
  • Proven success at cultivating highly collaborative relationships across key payer functions, including Product, Clinical, National Accounts, Network, Legal and more
  • Experience working with both national and regional payers, with preferred experience with Blues plans
  • Experience with complex contract negotiations
  • Comfortability working independently
  • Superb project management, organizational and communication skills
  • Strong public speaking skills and a willingness to present in front of large audiences when needed
  • Ability to effectively manage multiple priorities in a fast-paced environment
  • Willingness to travel



Our office is in Watertown, Massachusetts, but we’ve developed a robust remote working structure to give us more geographical flexibility while hiring for many positions. This role can be done largely remotely, there are several times a year when staff come together onsite for planning and team building.

Firefly is an equal opportunity employer. We value diverse backgrounds and perspectives. We're committed to building and sustaining an inclusive workplace culture where individuals are treated with dignity and respect. All employment is decided on the basis of qualifications, merit, and business need. Firefly is an E-Verify employer.