[Hiring] Health Plan Sales Executive @Carda Health

Role Description

You will own Carda's health plan revenue, from first meeting through pilot, expansion, and multi-market or national contract. You will sell to national carriers (UnitedHealthcare, Aetna, Cigna, Elevance, Humana, CenterWell, etc.) and regional plans (BCBS affiliates, provider-sponsored and MA-focused plans such as SCAN and Devoted). Medicare Advantage is the primary book; commercial, Medicaid, duals (D-SNP), and potentially employer lines are secondary (the majority of the focus will be in MA focused).

This is a builder seat. You bring the relationships; Carda brings proven outcomes and a team ready to scale.

What you will do:

• Own a named list of national and regional health plans and build multi-threaded relationships across Medicare products, Stars and quality, care management, network, value-based contracting, and procurement.
• Run the full cycle: discovery, ROI modeling, pilot design, contracting, launch, and pilot-to-scale conversion while working with Sr. leadership to ensure alignment to overall Go-to-market strategy.
• Design pilots that are built to convert: pre-agreed success metrics, a measurement plan, and an expansion trigger written into the agreement.
• Structure deals across fee-for-service, PMPM, outcomes-based, and shared-savings models, partnering with finance on pricing and with legal on contracting.
• Translate Carda outcomes into plan priorities: Star Ratings, readmissions, MLR, HEDIS, member experience, and total cost of care.
• Work alongside the Strategic Account Manager to drive expansion on existing relationships.
• Forecast accurately in Salesforce and keep a stage-gated pipeline current every week.
• Represent Carda at National Events with a heavy influence on what events and organizations we should join based on the strategy.
• Feed market intelligence back to product, clinical, and leadership to drive Carda's innovation and ensure Health Plan clients see us as a strategic lever to pull for years to come.
• Negotiate and renew national contracts to expand access to care and/or Carda's offering (through additional services) on a national level.

Qualifications

• 3++ years selling directly to health plans as a quota-carrying seller.
• Medicare Advantage selling experience is required. Commercial-only or Medicaid-only backgrounds will not be considered.
• At least one deal you personally carried from pilot through multi-market or national partnership.
• A current network of decision-makers at national and regional plans.
• Fluency in MA economics: Star Ratings, risk adjustment, MLR, benefit design, and the bid cycle.
• Experience pricing and negotiating PMPM, case-rate, or value-based contracts.
• Comfort with 6–24 month sales cycles and a disciplined pipeline process.
• An ecosystem of trusted partners that are able to be leveraged for strategic insight, opportunity development, and market insight.
• Industry expertise that allows Carda to be a pioneer in the space; leveraging news, publications, legislation, and CMS regulations to better position ourselves in Health Plans.

Nice to have

• Experience selling a digital health, virtual care, or care management solution.
• Cardiology, chronic disease, or post-acute experience.
• D-SNP, Medicaid, or employer (self-funded) selling experience.
• Prior experience at a growth-stage company with lean resources.