Vice President of Strategic Sales

Our Ideal Candidate

We’re seeking a proven strategic sales leader with deep expertise in workers’ compensation, including bill review, PPOs, and medical provider contracting. As the Vice President of Strategic Sales, you excel at converting complex, high-value opportunities across private and public sectors into loyal clients. This role demands mastery in managing C-suite relationships, navigating multi-party organizations, and leading data-driven, multi-million-dollar negotiations. If you thrive in high-impact environments and consistently turn resistance into revenue, we want you on our team. This role will report to the General Manager of Workers’ Compensation (Comp42).

Responsibilities

• Architect and execute high-impact sales strategies to dominate the workers’ compensation market, focusing on high-value opportunities and managing the full sales lifecycle from pitch to implementation.
• Apply deep technical knowledge of EDI, InfoSec, HIPAA, HITRUST, clearing houses, and market players to inform sales strategy and client solutions.
• Lead complex, multi-million-dollar contract negotiations with carriers, employers, and government entities, aligning terms with strategic and financial goals.
• Deliver exceptional service by anticipating client needs, resolving issues with precision, and maintaining strong relationships across multi-party organizations.
• Oversee implementation of services with compliance to audits and pricing standards, ensuring accuracy across large-scale medical spend.
• Navigate complex stakeholder environments, redesign processes for RFP wins, and produce compelling sales materials tailored to client requirements.
• Leverage advanced data analysis and modeling tools (Excel, PowerPoint, Visio, AI platforms) to inform strategy and demonstrate client value.
• Maintain and prioritize a robust pipeline using CRM tools (e.g., Monday CRM, ZoomInfo) for consistent outreach and follow-up.
• Inspire and coordinate teams across operations, product, and IT to support strategic sales initiatives.
• Regularly report on sales metrics, pipeline status, and progress toward sales goals.

Qualifications

• Bachelor’s degree required; advanced degree (MBA, MHA, or related field) preferred.
• Minimum of 15 years of progressive experience in workers’ compensation, healthcare bill review, and payment integrity.
• Strong working knowledge of healthcare data and compliance standards, including EDI 837/835, FTP, BPO, clearinghouse integrations, InfoSec, DIR, HITRUST, HIPAA, HITECH, Cures Act, or TIC.
• Strong understanding of California’s Labor Code, Business and Professions Code, and workers’ compensation compliance regulations, including DWC and DIR.
• Familiarity with multi-state regulatory environments and ability to quickly learn and adapt to evolving state-specific requirements.
• Proven track record of executive leadership across technical, operational, sales, and customer service functions.
• Proven ability to consistently deliver measurable results in complex, high-stakes environments.
• Exceptional communication, negotiation, and strategic thinking skills.
• Proficiency in data analysis, CRM platforms, and AI business tools.
• Willingness to travel as needed to meet with clients and attend industry events.