Vice President, Enterprise Market Lead – Strategic Accounts

About Opportunity 

Machinify is seeking a Vice President, Enterprise Market Lead, Strategic Accounts to own the full commercial relationship with a portfolio of our most complex health plan clients and to win new business in the market around them. This is a senior commercial leadership role accountable for revenue retention, expansion inside assigned accounts, and closing named prospective accounts across the Machinify payment integrity portfolio. 

The role carries 100 percent of assigned account revenue plus a growth target on top of it. Growth comes from two places: expanding services inside accounts we already serve, and converting named prospects in the assigned market. Both run across Right Payer Solutions (recovery: coordination of benefits, third-party liability, subrogation, RAC and government recovery) and Complex Payment Solutions (editing and audit: DRG validation, itemized bill review, outpatient APC, behavioral health, specialty drug review, secondary code editing). 

This person owns the entire strategic sales life cycle on the new business side, from first contact through business case, deal structure, and implementation handoff, while holding a multi-year relationship together on the installed base. Account strategy is set jointly with Client Success; the Enterprise Market Lead is accountable for the result. The teams who deliver the work do not report to this role, so influence across the business matters as much as commercial execution. 

What you’ll do 

Revenue Ownership and Account Planning 

• Own total revenue for an assigned portfolio of strategic national accounts, including renewal and expansion. 

• Meet or exceed monthly, quarterly, and annual sales objectives across both installed base growth and new business. 

• Maintain a current account plan for every relationship: what we sell today, what we do not sell yet, who buys each service, and the specific path to each opportunity. 

• Own the forecast for the portfolio and keep pipeline and account records accurate in the CRM, including legacy entity tagging where it still applies. 

• Own renewal strategy and timeline. Raise retention risk early, with evidence, rather than at renewal. 

New Business Development 

• Identify and qualify prospective health plan accounts in the assigned market, evaluate their needs, and build the business case for a Machinify solution. 

• Manage the full sales life cycle on new business: first contact, discovery, product and business case presentation, deal structure, close, and handoff to Implementation. 

• Structure creative deals with Finance and Legal, including pilots, phased rollouts, and performance-based pricing. 

• Represent Machinify at conferences, educational forums, and industry events, and turn those relationships into qualified pipeline. 

Executive Relationships 

• Build durable relationships across payment integrity, claims operations, network, finance, compliance, and procurement, up to and including the executive sponsor. 

• Meet with payer executives to educate them on the portfolio and match the right solutions to what they are being measured on. 

• Serve as the escalation point the client calls first, and close the loop internally when they do. 

• Run quarterly and annual business reviews that show measured results, not activity. 

Expansion Inside the Installed Base 

• Identify white space across the full Machinify portfolio and convert it, working with the service and product owners who deliver it. 

• Lead scoping, pricing, and contracting with Finance, Legal, and the service line, including pilots and phased expansions. 

• Bring the payer perspective back to Product and Clinical: what the client is being asked to solve, what competitors are proposing, and where our gaps cost us revenue. 

Cross-Functional Orchestration