Head of Healthplan Sales (B2B)

Blueberry's Mission:

Our mission is to turn every family's living room into a pediatric urgent care by combining at-home diagnostic kits and concierge-like access to Pediatricians, 24/7. With Blueberry, every family has affordable and immediate 24/7 access to the same (or better!) care they’d receive at an urgent care or ER. We believe that every child deserves access to top-quality healthcare, and we're committed to making that vision a reality!

Blueberry Pediatrics is trusted by tens of thousands of families and growing fast! We've proven that we can drive better health outcomes for children and families, and dramatically reduce medical costs for parents and companies.

We are a mission and values driven company. Our core values are: We Champion The Mission; We Get Things Done; We Do The Right Thing; We Care For People; We Focus On Family; We Improve By Learning. 🫐 💙 You can view more about our values HERE.

Note: Beware of Scammers. Blueberry will NEVER ask you to download software/apps or request sensitive personal information like bank accounts or social security numbers. If you received an email requesting this information it is likely a scam. We are only accepting candidates through our job board.

The Opportunity:

We’ve proved Blueberry Pediatrics can reduce ER utilization by 40-50%, resulting in massive savings for health plans and organizations that take on risk for their patients. We’re now looking for a high performing salesperson to come in and accelerate our Medicaid managed care sales.

As our resident expert in health plan sales, you’ll work to build out a sales playbook that our growing revenue organization will use as we scale. You will roll up your sleeves and work directly with our future managed care clients as an individual contributor while also managing a small team of former healthcare execs who fill our pipeline (and your calendar). As we grow, so will this role.

If you thrive in fast-paced startup environments, crave extreme ownership, and are passionate about ensuring every family has access to high quality pediatric care, read on!

What You'll Own:

• Develop and Drive Revenue Strategy: Lead the development and execution of a comprehensive payer partnership strategy that accelerates revenue growth, expands Blueberry’s market presence, and positions us as a key partner for health plans.

• Achieve and Exceed Sales Targets: Take full ownership of meeting and exceeding revenue targets. Closing business is the  number one priority of this role coming in. You’ll work closely with our sales advisors and leadership team to ensure robust pipeline generation and strategic account progression.

• Lead the Sales Process from End-to-End: Oversee the full sales cycle, from prospecting through to contract negotiation and closing. Develop and refine sales processes that create efficiencies and drive conversion rates at each stage. Your dependency on others to close deals should become increasingly limited as you ramp.

• Stay Informed on Industry Trends and Regulatory Changes: Continuously monitor industry developments, payer policies, and regulatory changes to inform sales strategy and proactively address potential challenges.

• When Appropriate, Build a High-Performing Sales Team: As Blueberry grows, you’ll build a high performing team to scale revenue and drive strategic goals.

Experience You'll Need:

• 5+ years of senior sales experience with health plans: A proven track record in senior sales roles with hands on experience in payer sales. Deep understanding of the healthcare payer landscape and its barriers is essential.

• Demonstrated sales leadership & closing expertise: You’re a strategic thinker and effective closer with a history of exceeding quotas and driving high-value partnerships.

• Skilled in high-stakes negotiations and deal structuring: Extensive experience in proposal development, pricing strategy, contract negotiation, and deal structuring for complex, high-impact deals

• Proven ability to develop and execute sales strategies: Expertise in building and scaling sales strategies that align with organizational goals and adapt to changing market conditions.

• Startup mindset: Familiarity with the dynamics of a startup environment and ability to operate with urgency, adaptability, and innovation. Remember: low-resourced environment; team of one. Think scrappy!

The Interview Process: This role will have a tremendous impact on Blueberry’s growth/success. As such, our interview process is designed to practically evaluate a candidate’s skill set so that the right person is set up for success.

The process includes: Early meetings with our Head of People and CEO; a practical exercise to evaluate a candidate’s ability to define sales strategy and build/scale a B2B sales function; a 20 minute pitch of Blueberry’s services to a Health Plan; One on one meetings with a few of our senior leaders; final meeting with a member or two of Blueberry’s BOD. 

*Expected compensation for this role: 130k-175k base salary. OTE 260k-350k OTE (50/50 split) Placement within range depends on experience and location.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.