Director, Commercial

Arbital Health helps health plans understand and actively manage the financial performance of their value-based care contracts. Our actuarial AI platform brings together contracts, claims, attribution, and benchmarks to help teams measure performance, understand financial risk, identify opportunities, and act earlier.
Co-founded by Brian Overstreet and Travis May and backed by leading healthcare investors, Arbital combines actuarial expertise with technology to bring greater transparency, efficiency, and financial predictability to value-based care.
We hire driven, curious, and humble people who enjoy building, work collaboratively, and take ownership in a fast-paced environment.

About the Role

We’re looking for an experienced enterprise sales executive to grow Arbital’s health plan business. This is an individual contributor role focused on acquiring new health plan customers, building executive relationships, and closing complex technology agreements.

You will own the full sales cycle, from identifying target accounts and generating opportunities through discovery, demonstrations, proposals, negotiation, and contracting. You will engage CFOs, actuarial leaders, medical economics teams, and value-based care executives, connecting their business priorities to Arbital’s capabilities.

The ideal candidate has a demonstrated record of selling enterprise technology to health plans, understands how payer organizations evaluate and purchase solutions, and can clearly communicate the financial value of a complex platform.

What You'll Do

- Deliver revenue growth. Meet or exceed assigned sales targets by winning new health plan customers.

- Build and manage your territory. Develop account plans, prioritize target health plans, and generate a qualified pipeline through direct outreach, industry relationships, marketing programs, and partner introductions.

- Lead complex sales cycles. Own opportunities from initial engagement through signature, navigating executive sponsorship, business evaluation, procurement, security review, legal negotiations, and budget approval.

- Develop relationships across the buying team. Build trusted relationships with finance, actuarial, medical economics, value-based care, and other stakeholders. Establish executive champions and a clear understanding of decision-making authority.

- Run effective discovery. Understand each prospect’s current processes, financial priorities, contract complexity, and decision criteria. Determine where Arbital can deliver measurable value.

- Demonstrate the platform. Deliver compelling presentations and tailored product demonstrations that connect Arbital’s capabilities to the prospect’s business needs.

- Build the business case. Develop proposals and ROI narratives with support from actuarial, Delivery, Product, and Commercial colleagues.

- Negotiate and close. Structure pricing and commercial terms within company guidelines and coordinate internal resources to move agreements to signature.

- Maintain sales discipline. Keep CRM records, opportunity stages, next steps, and forecasts accurate. Identify risks early and maintain clear plans for advancing opportunities.

- Support successful handoffs. Partner with Implementation, Delivery, and Client Success to ensure commitments, scope, and customer expectations are clearly documented.

- Help strengthen our commercial approach. Share market feedback, refine messaging, and collaborate with Marketing and Partnerships on targeted campaigns and account strategies.

What You Bring

- 8+ years of enterprise sales experience , including demonstrated success selling technology or SaaS solutions directly to health plans.

- A consistent record of meeting or exceeding quota and closing complex, high-value agreements.

- Experience engaging senior health plan executives and navigating multiple stakeholders, long buying cycles, and formal procurement processes.

- The ability to explain complex financial, analytical, or data-driven concepts in clear business terms.

- Strong discovery, presentation, product demonstration, negotiation, and relationship-building skills.

- Experience building your own pipeline alongside marketing and partner-generated opportunities.

- A disciplined approach to account planning, qualification, forecasting, and CRM management.

- The ability to operate independently, prioritize effectively, and seek coaching or support when needed.

- A collaborative, entrepreneurial mindset and comfort working through ambiguity.

- ### Preferred Experience

Selling solutions to health plan finance, actuarial, or medical economics teams.

- Knowledge of value-based care, risk-based contracting, medical cost management, and health plan financial performance.

- Experience selling actuarial, financial analytics, contract management, or related enterprise platforms.

- Experience in a startup or rapidly growing healthcare technology company.

- An established network of relevant health plan relationships.

Tools and Travel

Comfort working in Google Workspace and CRM platforms such as HubSpot or Salesforce. Willingness to travel for customer meetings, industry events, and team gatherings.