The VP of Payor Partnerships will drive revenue and growth through enterprise sales to TPAs, develop strategies, collaborate across teams, and ensure success metrics are met.
We were tired of hearing that healthcare is broken, so we decided to do something about it. At Nomi Health, we believe the care itself isn’t broken — it’s the business of healthcare that gets in the way. Every year, more than $1 trillion is wasted on paperwork, delays, and middle layers that drive up costs and keep people from the care they need.
We’re rebuilding the system so it works the way it should: clear prices you can trust, faster payments that keep providers focused on patients, and data that helps employers make better decisions. Our work has already touched more than 30 million lives — from local communities in Michigan to some of the largest companies in the country.
We are looking for a VP, Payor Partnerships to join our team. We’re building a world-class commercial organization to transform how healthcare spend is managed and moved. In this position, you’ll be responsible for owning growth and driving execution in one of our highest priority market segments: Third Party Administrators (TPAs) and Health Plans. You’ll be part of a senior sales leadership team, working shoulder to shoulder with other segment leaders to deliver outsized growth.
How you will make an impact
- Drive TPA Revenue Growth:
- Own Payor channel bookings and revenue targets — with accountability for both new logo acquisition and strategic account expansion.
- Build and manage a high-velocity pipeline focused on top TPAs, health plans, networks, and payor aggregators.
- Lead enterprise deal cycles from first call to close, setting the bar for team execution.
- Accelerate time to revenue through disciplined pipeline management, strategic targeting, and rapid follow-through.
- Execute and Evolve the Payor GTM Strategy:
- Define and execute the Payor go-to-market strategy, including ICP, value proposition, sales motions, and pricing structure.
- Partner with Marketing, RevOps, and Product to run targeted campaigns and convert demand into booked revenue.
- Identify high-leverage channel and partner opportunities to expand reach and velocity.
- Iterate fast: test, learn, and refine GTM plays to maximize win rates and deal velocity
- Support the Development of a Payor-focused Sales Pod:
- Develop Payor-specific sales assets, enablement tools, and pipeline strategies
- Collaborate with peers across Employer, Broker/Consultant, and Network segments to coordinate cross-sell plays.
- Instill a high-accountability culture with clear activity metrics and performance expectations.
- Collaborate Across the Business
- Work closely with Product and Technology teams to align capabilities with market needs.
- Partner with Client Experience to ensure clean handoffs and shorten time to value.
- Serve as the Payor market voice — informing pricing, roadmap, and strategic partnerships.
- Engage directly with C-suite executives to shape strategic relationships.
What we are looking for
- 10+ years of enterprise sales experience, with strong experience selling to TPAs and healthcare payers
- Proven track record of hitting or exceeding $7.5M+ annual bookings quotas
- Experience building segment strategies and GTM plays within a broader sales organization
- Ability to both hunt and lead — comfortable carrying a quota while coaching a small team
- Deep understanding of payor workflows, claims/payment processes, and ecosystem dynamics
- Exceptional C-level selling, negotiation, and deal-structuring skills
- Thrives in fast-moving, high-growth environments
- Bachelor’s degree required; advanced degree a plus
- Exceeds bookings targets and pipeline growth goals.
- Helps to scale a repeatable, efficient GTM playbook for the Payor channel.
- Demonstrates shorter sales cycles, higher ACV, and strong expansion rates.
- Contributes to a high-performing Payor-pod that consistently hits and surpasses quota.
- Strengthens Nomi’s position as a go-to payments partner for Payors.
Success Metrics
Nomi Health delivers disruptive healthcare solutions, in partnership with like-minded employers, public sector organizations, advisors (brokers/consultants), and payers/TPAs. We’re a team of 300+ people who show up every day with the same mindset: don’t settle for “that’s just how it is.” Real change happens when you challenge the system, cut through the excuses, and build something better together.
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