COMPANY OVERVIEW:
HealthAxis is a prominent provider of core administrative processing system (CAPS) technology, business process as a service (BPaaS), and business process outsourcing (BPO) capabilities to healthcare payers, risk-bearing providers, and third-party administrators. We will transform the way healthcare is administered in the United States by providing innovative technology and services that uniquely solve critical healthcare payer challenges negatively impacting member and provider experiences.
We prioritize the well-being, needs, and dignity of individuals with empathy guiding all interactions. We embrace curiosity, foster creativity, and leverage technology to enhance healthcare accessibility and efficiency. We uphold the highest ethical standards, maintain transparency, and take responsibility to build trust. We drive excellence through teamwork, partnerships, and dedication to continuous improvement. We are committed to equitable, purpose-built healthcare solutions that benefit all communities.
We're not just about business – we're about people. Our commitment to a people-first approach shapes everything we do, from collaborating as a team to serving our valued clients. We believe that creating a vibrant and human-centric environment can inspire engagement, empower our team members, and ignite a sense of purpose in all that we accomplish.
PURPOSE AND SCOPE:
HealthAxis is seeking a Chief Sales Officer to own enterprise revenue growth across the company’s payer technology, core administration, claims, and technology-enabled services portfolio. The CSO will be responsible for defining and executing a disciplined commercial strategy that expands HealthAxis’ presence with Medicare Advantage, Medicaid, ACA, SNP, and other government-program and commercial health plan segments.
This executive will build a high-performance sales motion around complex, consultative, multi-stakeholder pursuits involving core administrative processing systems, claims operations, BPaaS / managed services, care management, utilization management, interoperability, analytics, and related partner solutions. The role requires credibility with health plan CEOs, COOs, CIOs, CTOs, CFOs, growth leaders, operations executives, and procurement teams.
ROLE MANDATE:
- Create and execute a scalable sales strategy that drives new logo acquisition, expansion within existing accounts, and strategic channel / partner-sourced revenue.
- Translate HealthAxis’ platform, operations, and services capabilities into clear market positioning for payer executives evaluating modernization, transformation, outsourcing, and administrative efficiency initiatives.
- Build predictable pipeline coverage, stage discipline, opportunity qualification, pricing rigor, and executive-level deal governance.
- Lead complex pursuits from initial market development through RFP, solution design, commercial negotiation, contracting, implementation handoff, and account expansion planning.
- Serve as an executive voice of the market, informing product strategy, service-line packaging, pricing, implementation approach, and competitive differentiation.
PRINCIPAL RESPONSIBILITIES AND DUTIES:
- Own annual bookings, revenue, pipeline, win-rate, average deal size, and sales-cycle performance across assigned HealthAxis offerings and markets.
- Develop a segmented go-to-market strategy for Medicare Advantage, Medicaid, ACA, D-SNP / C-SNP / FIDE-SNP / HIDE-SNP, commercial, TPA, and other payer-adjacent opportunities.
- Define target account prioritization, territory/account coverage, vertical messaging, and executive outreach strategy.
- Create disciplined sales operating rhythms, including pipeline reviews, forecast calls, deal reviews, pricing governance, and executive sponsor alignment.
- Partner with the CEO and executive team on board-level reporting, growth strategy, market expansion, M&A integration opportunities, and strategic account decisions.
- Lead complex enterprise sales cycles involving core claims administration platforms, claims operations, managed services, interoperability, analytics, portals, premium billing, care management, utilization management, and adjacent payer capabilities.
- Develop compelling value propositions tied to administrative cost reduction, regulatory readiness, operational performance, member/provider experience, implementation speed, and long-term platform modernization.
- Orchestrate internal solution, operations, implementation, product, finance, legal, and executive resources to pursue and close large-scale opportunities.
- Shape RFP strategy, win themes, pricing architecture, implementation assumptions, commercial terms, and executive presentations.
- Maintain senior-level buyer relationships and build multi-threaded relationships across operational, technical, financial, clinical, and procurement stakeholders.
- Partner with account management, client success, operations, and delivery leaders to identify expansion opportunities within the existing customer base.
- Develop account plans for strategic clients, including whitespace analysis, renewal strategy, retention risk assessment, executive relationship maps, and expansion motions.
- Support commercial strategy for amendments, service expansions, new modules, additional lines of business, and partner-enabled opportunities.
- Ensure handoffs from sales to implementation and operations are clean, commercially accurate, and aligned with contracted scope and client expectations.
- Build and scale the sales organization, including enterprise sellers, business development resources, sales engineering / solution support, proposal support, and partner-channel support as appropriate.
- Develop sales enablement assets, objection handling, competitive battlecards, executive decks, ROI models, pricing frameworks, and case-study narratives.
- Use data to manage the business, including pipeline coverage, conversion rates, sales-cycle velocity, source attribution, activity quality, forecast accuracy, and contract conversion.
- Maintain a detailed view of competitor positioning, including core administration vendors, BPO/BPaaS providers, payer technology platforms, niche claims vendors, and consulting-led transformation firms.
- Represent the voice of the market in product roadmap, services packaging, pricing, implementation, and partner strategy discussions.
- Work with marketing to refine payer-facing messaging, campaign strategy, ABM targeting, conference strategy, thought leadership, and demand generation programs.
- Support strategic alliances with complementary organizations, including consulting, clinical operations, care management, interoperability, AI, analytics, and outsourcing partners.
- Achievement of annual bookings, contracted revenue, ARR / recurring revenue, and gross margin targets.
- Material growth in qualified pipeline, target-account penetration, and late-stage opportunity volume.
- Improved forecast accuracy, stage conversion, sales-cycle discipline, and executive visibility into revenue risk.
- Expansion of HealthAxis’ market presence with priority payer segments and strategic accounts.
- Development of a repeatable sales operating model that can scale beyond founder/executive-led selling.
- Higher win rates in competitive RFPs and complex enterprise pursuits.
- 12+ years of enterprise sales, growth, or commercial leadership experience, with significant exposure to healthcare payer technology, claims administration, core administrative systems, BPaaS, BPO, managed services, or payer operations.
- Demonstrated success selling complex, high-value solutions to health plans, TPAs, risk-bearing provider organizations, or payer-adjacent enterprises.
- Proven ability to sell into C-suite and senior executive buyer groups across operations, technology, finance, clinical, government programs, and procurement.
- Experience leading large pursuits involving RFPs, pricing, solution design, contracting, implementation scoping, and cross-functional deal governance.
- Strong command of payer economics, administrative cost drivers, claims operations, regulatory complexity, CMS-related operating requirements, and health plan modernization priorities.
- History of building or professionalizing a sales operating model, including CRM discipline, pipeline management, forecasting, compensation alignment, and sales process design.
- Excellent executive presence, written communication, negotiation skill, and ability to simplify complex operational and technical concepts for buyer audiences.
- Prior executive sales leadership role in a payer technology, healthcare SaaS, healthcare services, claims administration, core admin, or health plan operations company.
- Experience with Medicare Advantage, Medicaid, ACA, SNP products, delegated risk, provider-sponsored plans, and government-program operations.
- Familiarity with core administration platforms, claims adjudication, enrollment, premium billing, provider/member portals, EDI, encounters, interoperability, care management, utilization management, and related health plan workflows.
- Experience structuring SaaS, PEPM/PMPM, per-claim, implementation, managed services, and hybrid commercial models.
- Experience working in private equity-backed, growth-stage, turnaround, carve-out, or post-transaction environments.
- Established relationships across U.S. payer executives, consultants, channel partners, and industry influencers.
- Commercially rigorous: manages pipeline, pricing, margin, scope, and contract risk with discipline.
- Strategic but hands-on: able to define the market thesis while personally advancing large, complex deals.
- Credible with operators: understands implementation realities, claims operations, service delivery, and client obligations.
- Executive-level communicator: can present clearly to boards, CEOs, operating teams, buyer committees, and implementation leaders.
- Collaborative: works effectively across product, operations, finance, legal, marketing, client success, and delivery functions.
- Accountable: creates measurable operating cadence and expects forecast accuracy, CRM hygiene, and disciplined execution.
Travel is expected for executive buyer meetings, strategic account reviews, conferences, partner meetings, board or ownership meetings, and internal operating sessions. Travel requirements will vary based on pipeline activity, client needs, and company priorities.
