Sales VP - National Accounts

About the Role

The Sales VP role is a highly visible position within the organization, requiring a seasoned professional with a proven track record of driving sales growth and leading complex enterprise sales cycles. You will be responsible for developing and executing territory strategies, managing sales pipelines, and providing sales leadership with clear visibility into deal progression and growth potential.

As a member of the National Accounts team, you will be part of a dynamic and collaborative environment, working closely with cross-functional teams to advance strategic enterprise opportunities and deliver results. You will have the opportunity to work with a range of stakeholders, from health plan C-level executives to procurement leaders and functional decision-makers, and will need to be able to build trust and credibility with these groups.

What You Will Do

• Develop and execute disciplined account plans and territory strategies to drive new sales growth within the National Accounts segment
• Identify, prioritize, and advance enterprise health plan opportunities through expanding executive relationships and building strategic pipelines
• Lead complex, multi-stakeholder sales pursuits from prospecting through negotiation, contracting, and close
• Build and maintain trusted relationships with health plan C-suite executives, business owners, procurement leaders, and functional decision-makers
• Orchestrate cross-functional resources across product, marketing, consulting, legal, finance, implementation, and executive leadership to advance strategic enterprise opportunities
• Develop compelling value propositions and solution positioning tailored to National Accounts priorities across Cotiviti's full Healthcare portfolio
• Maintain rigorous pipeline, opportunity, and forecast discipline, and provide sales leadership with clear visibility into deal progression, risk, and growth potential
• Monitor market trends, competitive activity, pricing dynamics, and customer priorities to inform go-to-market strategy and account pursuit plans
• Represent Cotiviti in client meetings, industry events, and conferences to elevate executive market visibility and generate new business opportunities

What We Are Looking For

• Bachelor's degree or equivalent experience required
• 12+ years of enterprise hunter sales experience, including prospecting, pipeline development, and closing new business
• Demonstrated success as a senior strategic individual contributor with responsibility for enterprise account growth, complex sales execution, and quota attainment
• Proven track record of selling software, analytics, BPO, or services into health plans, including National Accounts and other large, complex payer organizations
• Extensive experience calling on and selling to Health Plan C-level executives, SVP business owners, procurement leaders, and senior functional stakeholders
• Strong executive presence and the ability to quickly establish credibility with senior decision-makers across large health plans
• Experience with Adjust and Excel, with the ability to analyze data and inform sales strategies

Nice to Have

• Experience selling across Cotiviti's Healthcare portfolio, including Payment Integrity, Analytics, Population Health, Risk Adjustment, Quality/HEDIS, Stars, Encounter Management, Enrollment Solutions, and Healthcare Interoperability
• Knowledge of the healthcare industry, including trends, challenges, and regulatory requirements
• Certification in sales or a related field, such as a CSP or CSS

Benefits and Perks

• Competitive salary and bonus structure
• Comprehensive health insurance, including medical, dental, and vision coverage
• 401(k) matching program
• Generous paid time off and holiday schedule
• Remote work stipend and equipment allowance
• Opportunities for professional development and growth within the company
• Access to a collaborative and dynamic work environment with a team of experienced professionals

• Develop a strong understanding of the healthcare industry, including trends, challenges, and regulatory requirements, to inform your sales strategy and build credibility with clients.
• Utilize Adjust and Excel to analyze data and identify new business opportunities, and be prepared to demonstrate your expertise in these tools during the interview process.
• Build a strong portfolio of sales successes, including case studies and testimonials from previous clients, to demonstrate your ability to drive growth and deliver results.
• Be prepared to discuss your experience working with cross-functional teams and building strategic relationships with executive-level decision-makers.
• Research the company's products and services, including Payment Integrity, Analytics, and Population Health, and be prepared to discuss how you can leverage these solutions to drive growth and deliver value to clients.
• Practice your negotiation skills, as the salary and benefits for this role are not disclosed, and be prepared to discuss your expectations and requirements during the interview process.
• Be aware of the company's focus on remote work and be prepared to discuss your experience working in a remote environment and your ability to self-motivate and manage your time effectively.