What are the responsibilities and job description for the Sales Director - HLS/Payor position at Brillio?
Job Title: Director / Senior Director – Healthcare Payer (Hunter / New Logo Sales)
Role Summary:
We are looking for a pure hunter to drive net-new logo acquisition across Healthcare Payers organizations.
This role is focused on opening new accounts, creating demand, and closing first deals across digital transformation, data, cloud, and platform modernization initiatives.
This is not an account-farming role. Success is measured by new logos, pipeline creation, and first-deal wins.
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- Own net-new logo acquisition across Healthcare Payer organizations
- Build and execute territory and target account plans
- Prospect and engage CXOs (CIO, CDO, CTO, COO, Digital, Operations leaders)
- Create demand around:
- Digital transformation programs
- Data, analytics, and platform modernization
- Digital front door and customer experience initiatives
- Call center, operations, and workflow transformation
- Cloud migration, application modernization, and product engineering
- Drive opportunities from cold start → qualification → deal close
- Shape deals, articulate value, and lead commercial negotiations
- Partner closely with industry leadership, pre-sales, and delivery teams
- Maintain strong pipeline hygiene and forecast accuracy
- 10–18 years in enterprise B2B services sales
- Proven hunter track record in net-new logo acquisition
- Experience selling:
- IT services, digital engineering, or consulting
- Data, cloud, application modernization, or platform programs
- Demonstrated success closing $2M–$10M first deals
- Strong understanding of healthcare business workflows
- Executive presence with CXO-level storytelling and negotiation skills
- Experience working with global delivery and offshore/nearshore models
What “Good” Looks Like
- Creates pipeline from zero
- Opens doors where no relationship exists
- Sells value and outcomes, not staff augmentation
- Comfortable with white-space and ambiguity
- Highly resilient, metrics-driven, and self-directed
KPIs & Success Metrics
- Net-new logos won
- Qualified pipeline generated
- First-deal ACV
- Sales cycle velocity
- Win rates
Preferred (Nice to Have)
- Existing CXO relationships in Healthcare Payer Organizations
- Experience selling large transformation programs
- Background with mid-to-large IT services or consulting firms
- Strong collaboration skills in fast-growth environments