Stellar Health
Director, SMB Provider Sales
at
Stellar Health
About Stellar Health Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes. At Stellar Health, we help primary care providers put patient health first. Our platform – a mix of technology, people, and analytics – supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and payors save money in reduced healthcare costs along the way. Stellar is a US-based health‑tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners) with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients.
About the position Stellar is looking for a Director, SMB Provider Sales who has a track record of leading and managing a growing team of Associate Account Executives that will be focused on growing our national network of primary care providers. The person will report to our VP of Network Strategy and Growth and will be responsible for leading a team responsible for the full sales cycle for our small to mid‑size primary care providers. In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care evolution from FFS workflows to FFV workflows. This role is responsible for all small to mid‑size sales across the country.
What you’ll do
Sales Leadership & Performance Management
Accountability & Quota Attainment:
Own all team KPIs and metrics on a weekly, monthly, and annual basis to achieve/exceed quota targets.
Team Management & Coaching:
Directly manage, mentor, and coach a team of Associate AEs / AEs, providing leadership, coaching, and active career development to ensure individual and collective success.
Sales Execution:
Act as the highest-performing seller on the team, ready to directly assist Account Executives in closing high-value opportunities as needed.
Forecasting & Reporting:
Utilize CRM (Salesforce) and analytical tools to accurately track quota performance, generate quarterly sales forecasts, and drive data-informed decisions.
Process Optimization & Operational Excellence
Process Design & Scale:
Design, implement, and continuously scale new and optimized sales processes, methodologies, and best practices across the team.
Adoption & Compliance:
Ensure full team adoption and adherence to the designated sales process and all associated documentation requirements within the CRM to guarantee accurate and reliable reporting.
Training & Development:
Own the continuous training and development of the team on effective sales process execution, prospecting scripts, objection handling, and overall performance effectiveness.
Cross-Functional Strategy & Collaboration
Go-to-Market Strategy:
Collaborate directly with Network Leadership to prioritize sales targets based on Customer needs.
Implementation Hand-Offs:
Partner with the Implementations and Provider Success teams to design and enforce optimal hand-off processes, ensuring smooth and effective transitions for newly onboarded practices.
Data & Dashboarding:
Collaborate with Network Operations to design, configure, and maintain performance management dashboards for aggregate functional KPIs, individual AE performance, and customer-level tracking.
Enterprise Alignment:
Collaborate cross-functionally with the Enterprise Sales team to maintain status updates on provider contracting and ensure alignment across customer segments.
As a Director, you should have
7+ years of sales experience, preferably in healthtech
Experience exceeding quota targets
Experience recruiting and hiring top performing ICs
Experience building a team and developing team members to consistently improve both technical and soft skills
Experience managing a sales team that is responsible for full sales cycle / closing new business
Analytically minded with ability to drive forecasting and performance reporting that informs strategic direction of the team
Experience evolving organizational structure and roles/responsibilities in a high growth environment to scale the function to meet growing market demands
Critical thinker - when faced with obstacles, you are focused on solutions and success
Experience operating in Salesforce and ensuring strong CRM hygiene amongst the team
Self‑starter who has the desire to learn, grow, and excel in their role
Excellent communication skills and persistent follow-through on commitments
Thrive at collaborative and demanding environments
Ideal candidate has a background in healthcare, with at least some knowledge of the value-based care space
Who will love this job
You are passionate about healthcare, interested in working with both payors and providers to improve patient health and care delivery outcomes.
You are a strong leader who enjoys growing and developing junior ICs
Enjoy working in a team-based environment with individual autonomy and accountability for results.
You seek the career experience of working collaboratively with both payors and providers for the greater good of the patient.
Thrive in complex and challenging environments that deliver career accelerating experiences.
You get things done and you love working in a dynamic environment; we move quickly and we need a teammate who will too
Pay The salary range is $160,000 - $190,000 + $160,0000 variable compensation based upon attainment of personal quota. Where a new hire falls within this range will be based on their individual skills and experience, and how these competencies compare across other employees in the same role. Stellar's bands are designed to allow for individual compensation growth within the role. As such, new hires typically start at the lower end of the range. Stellar rewards performance and outcomes - should you join the company, you will have the opportunity to grow your salary over time.
Perks & Benefits
Medical, Dental and Vision Benefits
Flexible PTO
Universal Paid Family Leave
Company‑sponsored One Medical memberships and Citibike memberships
Medical Travel Benefits
A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations
Stock Options & a 401k matching program
Career development opportunities like Manager Training, coaching, and an internal mobility program
A broad calendar of company‑sponsored social events for our in‑office and remote employees
Diversity is the key to our success Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status.
Seniority level Director
Employment type Full-time
Job function Sales and Business Development
Industries Hospitals and Health Care
#J-18808-Ljbffr
at
Stellar Health
About Stellar Health Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes. At Stellar Health, we help primary care providers put patient health first. Our platform – a mix of technology, people, and analytics – supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and payors save money in reduced healthcare costs along the way. Stellar is a US-based health‑tech backed by Top VCs (General Atlantic, Point72, & Primary Venture Partners) with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients.
About the position Stellar is looking for a Director, SMB Provider Sales who has a track record of leading and managing a growing team of Associate Account Executives that will be focused on growing our national network of primary care providers. The person will report to our VP of Network Strategy and Growth and will be responsible for leading a team responsible for the full sales cycle for our small to mid‑size primary care providers. In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care evolution from FFS workflows to FFV workflows. This role is responsible for all small to mid‑size sales across the country.
What you’ll do
Sales Leadership & Performance Management
Accountability & Quota Attainment:
Own all team KPIs and metrics on a weekly, monthly, and annual basis to achieve/exceed quota targets.
Team Management & Coaching:
Directly manage, mentor, and coach a team of Associate AEs / AEs, providing leadership, coaching, and active career development to ensure individual and collective success.
Sales Execution:
Act as the highest-performing seller on the team, ready to directly assist Account Executives in closing high-value opportunities as needed.
Forecasting & Reporting:
Utilize CRM (Salesforce) and analytical tools to accurately track quota performance, generate quarterly sales forecasts, and drive data-informed decisions.
Process Optimization & Operational Excellence
Process Design & Scale:
Design, implement, and continuously scale new and optimized sales processes, methodologies, and best practices across the team.
Adoption & Compliance:
Ensure full team adoption and adherence to the designated sales process and all associated documentation requirements within the CRM to guarantee accurate and reliable reporting.
Training & Development:
Own the continuous training and development of the team on effective sales process execution, prospecting scripts, objection handling, and overall performance effectiveness.
Cross-Functional Strategy & Collaboration
Go-to-Market Strategy:
Collaborate directly with Network Leadership to prioritize sales targets based on Customer needs.
Implementation Hand-Offs:
Partner with the Implementations and Provider Success teams to design and enforce optimal hand-off processes, ensuring smooth and effective transitions for newly onboarded practices.
Data & Dashboarding:
Collaborate with Network Operations to design, configure, and maintain performance management dashboards for aggregate functional KPIs, individual AE performance, and customer-level tracking.
Enterprise Alignment:
Collaborate cross-functionally with the Enterprise Sales team to maintain status updates on provider contracting and ensure alignment across customer segments.
As a Director, you should have
7+ years of sales experience, preferably in healthtech
Experience exceeding quota targets
Experience recruiting and hiring top performing ICs
Experience building a team and developing team members to consistently improve both technical and soft skills
Experience managing a sales team that is responsible for full sales cycle / closing new business
Analytically minded with ability to drive forecasting and performance reporting that informs strategic direction of the team
Experience evolving organizational structure and roles/responsibilities in a high growth environment to scale the function to meet growing market demands
Critical thinker - when faced with obstacles, you are focused on solutions and success
Experience operating in Salesforce and ensuring strong CRM hygiene amongst the team
Self‑starter who has the desire to learn, grow, and excel in their role
Excellent communication skills and persistent follow-through on commitments
Thrive at collaborative and demanding environments
Ideal candidate has a background in healthcare, with at least some knowledge of the value-based care space
Who will love this job
You are passionate about healthcare, interested in working with both payors and providers to improve patient health and care delivery outcomes.
You are a strong leader who enjoys growing and developing junior ICs
Enjoy working in a team-based environment with individual autonomy and accountability for results.
You seek the career experience of working collaboratively with both payors and providers for the greater good of the patient.
Thrive in complex and challenging environments that deliver career accelerating experiences.
You get things done and you love working in a dynamic environment; we move quickly and we need a teammate who will too
Pay The salary range is $160,000 - $190,000 + $160,0000 variable compensation based upon attainment of personal quota. Where a new hire falls within this range will be based on their individual skills and experience, and how these competencies compare across other employees in the same role. Stellar's bands are designed to allow for individual compensation growth within the role. As such, new hires typically start at the lower end of the range. Stellar rewards performance and outcomes - should you join the company, you will have the opportunity to grow your salary over time.
Perks & Benefits
Medical, Dental and Vision Benefits
Flexible PTO
Universal Paid Family Leave
Company‑sponsored One Medical memberships and Citibike memberships
Medical Travel Benefits
A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations
Stock Options & a 401k matching program
Career development opportunities like Manager Training, coaching, and an internal mobility program
A broad calendar of company‑sponsored social events for our in‑office and remote employees
Diversity is the key to our success Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status.
Seniority level Director
Employment type Full-time
Job function Sales and Business Development
Industries Hospitals and Health Care
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