Enterprise Account Executive - National & Regional Payors

HiLabs is an AI company on a mission to clean healthcare's dirty data and unlock its hidden potential. Our MCheck® platform automates and improves the provider, network, contract and clinical data that health plans depend on. We partner with 5 of the 10 largest U.S. health plans, representing more than 83 million lives, and received a 2025 KLAS Points of Light award for using AI to automate provider directory management at a national payer. Founded in 2014 and headquartered in Bethesda, Maryland, we're backed by Denali Growth Partners, Eight Roads Ventures and F-Prime Capital. The Role This is a full-cycle, individual contributor sales role owning a defined territory of National and Regional Payors, reporting to the VP of Sales. You'll generate your own pipeline and close complex, consultative deals — a hunter role for someone with an entrepreneurial mindset and a bias for action. You'll also work with the VP of Sales and Marketing to build proactive pipeline generation motions as HiLabs scales its GTM engine. This is a ground-floor opportunity to help shape how we sell, not just execute an established playbook. Our Solution Disciplines You'll bring depth in at least one of these, and the curiosity to learn how they connect across a health plan: • Provider Data — Provider data accuracy and roster automation; CMS and No Surprises Act compliance. Buyers: provider data management, network operations, compliance. • Network & Contracting — NetworkIQ, rate benchmarking and ContractsAI: network adequacy, reimbursement benchmarking, contract extraction and payment configuration. Buyers: network strategy, provider contracting, pricing configuration, finance. • Clinical — MCheck® Clinical Data Ingestion: turning fragmented, unstructured clinical data into clean data that drives HEDIS gap closure, Stars performance and care management. Buyers: quality and Stars, clinical data operations, enterprise data. What You'll Do Own pipeline generation in your territory — an ongoing part of the role, not just a ramp-up activity. Source net-new opportunities through outbound prospecting, targeted outreach, industry events and your own network. Partner with the VP of Sales and Marketing to design, test and launch new PG motions and campaigns built for payor buyers. Run the full sales cycle: discovery, solutioning, RFP response, negotiation and contract signature. Diagnose payor business problems before proposing solutions — sell consultatively, not transactionally. Help institutionalize a consistent consultative motion through playbooks, discovery frameworks and objection handling. Land new National and Regional Payor logos and build senior-level relationships to expand within them. Work with the VP of Sales on territory strategy, forecasting and account prioritization, and keep CRM pipeline and forecast data current. What You'll Bring 5+ years of full-cycle, individual-contributor sales experience selling into National and/or Regional Payors, health plans, or the broader healthcare/payor ecosystem; healthtech, diagnostics or laboratory experience preferred. Domain depth in at least one discipline: provider data (directories, rosters, credentialing), network management and provider contracting (adequacy, reimbursement, contract configuration), or clinical data (quality/HEDIS, Stars, interoperability). A hunter mentality with a track record of building and closing sourced pipeline. Entrepreneurial mindset with a strong bias for action; energized by ambiguity and building process where none exists. Experience with, or strong aptitude for, consultative/solution selling. Solid understanding of payor structures, health plan operations and the dynamics of selling into payor organizations. Excellent communication, negotiation and presentation skills, with the ability to engage senior payor executives. Bachelor's degree in Business, Healthcare Administration or a related field preferred. Why Join HiLabs Land-and-expand opportunity within a large, largely untapped TAM — significant room to grow your book and your earnings. A seat on a nimble, fast-moving GTM team where you'll help shape the sales motion. Competitive salary and performance-based incentives. Comprehensive benefits including health, dental, vision and retirement options. HiLabs is an equal opportunity employer. We're committed to building a diverse and inclusive workforce and do not discriminate on the basis of gender, marital or family status, color, race, ethnic origin, religion, disability, age, or any other basis prohibited by applicable law.