Senior Payor Solutions Strategist at Virtual Benefits Administrator

, , United States -

Full Time

Start Date

Immediate

Expiry Date

13 Aug, 26

Salary

150000.0

Posted On

15 May, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Solutions Engineering, Sales Engineering, Healthcare Domain Knowledge, Technical Discovery, Proof of Concept (POC) Management, API Integration, Cloud Architecture, Security & Compliance, Executive Communication, Technical Documentation, Solution Design, Revenue Influence, Product Feedback Loop, Strategic Business Partnering, Technical Qualification, Project Scoping

Industry

Software Development

Description

This is a high-impact, revenue-driving role at the center of how VBA wins complex enterprise deals. WHAT ARE WE LOOKING FOR? WE’RE LOOKING FOR A SENIOR PAYOR SOLUTIONS STRATEGIST WHO CAN OPERATE AS A STRATEGIC BUSINESS PARTNER IN COMPLEX SALES CYCLES AND HELP DRIVE DEALS TO CLOSE. THIS ROLE OWNS THE TECHNICAL WIN LEADING DISCOVERY, SHAPING SOLUTION APPROACH, DELIVERING HIGH-IMPACT DEMOS, AND RUNNING POCS THAT CLEARLY DEMONSTRATE VALUE. YOU WILL PLAY A KEY ROLE IN HELPING PROSPECTS UNDERSTAND NOT JUST WHAT VBA DOES, BUT HOW IT SOLVES REAL OPERATIONAL AND TECHNICAL CHALLENGES. YOU’LL PARTNER CLOSELY WITH SALES, PRODUCT, AND DELIVERY TO MOVE OPPORTUNITIES FORWARD, REMOVE TECHNICAL BLOCKERS, AND BRING CLARITY AND STRUCTURE TO COMPLEX DEALS ACROSS HEALTH PLANS, TPAS, AND BENEFITS ORGANIZATIONS. THE RIGHT PERSON BRINGS A COMBINATION OF TECHNICAL PRODUCT DEPTH, HEALTHCARE DOMAIN KNOWLEDGE, AND STRONG COMMERCIAL INSTINCTS, WITH THE ABILITY TO BUILD CREDIBILITY QUICKLY WITH BOTH INTERNAL TEAMS AND EXECUTIVE STAKEHOLDERS. YOU’LL BE SUCCESSFUL IN THIS ROLE IF YOU CAN: * TRANSLATE COMPLEX CLIENT CHALLENGES INTO CLEAR, SCALABLE SOLUTIONS * LEAD DEMOS, POCS, AND TECHNICAL CONVERSATIONS THAT TIE DIRECTLY TO BUSINESS OUTCOMES * BUILD TRUST WITH BOTH TECHNICAL STAKEHOLDERS AND EXECUTIVE DECISION-MAKERS * BRING STRUCTURE AND CLARITY TO AMBIGUOUS OR EVOLVING REQUIREMENTS * CAPTURE AND COMMUNICATE SCOPE IN A WAY THAT ENABLES CLEAN EXECUTION POST-SALE * USE CUSTOMER INSIGHT TO STRENGTHEN HOW VBA POSITIONS AND SELLS ITS PLATFORM THIS IS A HIGH-IMPACT ROLE FOR SOMEONE WHO WANTS TO STAY CLOSE TO THE DEAL, OPERATE WITH A HIGH LEVEL OF OWNERSHIP, AND PLAY A KEY ROLE IN HOW VBA WINS AND SCALES. WHY THIS ROLE EXISTS AS VBA CONTINUES TO GROW, WE ARE EVOLVING HOW WE WIN COMPLEX, ENTERPRISE-LEVEL OPPORTUNITIES. THIS ROLE SITS AT THE CENTER OF THAT MOTION, PARTNERING DIRECTLY WITH SALES LEADERSHIP TO WIN NEW LOGOS, EXPAND EXISTING ACCOUNTS, AND STRENGTHEN HOW WE POSITION OUR PLATFORM IN THE MARKET. THIS IS NOT A TRADITIONAL PRE-SALES SUPPORT ROLE. YOU WILL BE EXPECTED TO OWN THE TECHNICAL STRATEGY WITHIN DEALS AND DIRECTLY INFLUENCE REVENUE OUTCOMES. Client & Revenue Impact You will serve as the technical lead on high-impact opportunities, directly influencing: * Deal velocity and close rates * Sales cycle efficiency and technical validation * Expansion within existing accounts * Quality and clarity of post-sale handoffs Your work will drive faster time-to-value for clients and measurable revenue growth for VBA. WHAT MAKES THIS ROLE DIFFERENT THIS ROLE IS INTENTIONALLY BROAD. YOU’LL OPERATE ACROSS SALES ENGINEERING, SOLUTION DESIGN, PRODUCT FEEDBACK, AND PROCESS BUILDING BECAUSE THAT’S WHAT IT TAKES TO WIN COMPLEX DEALS IN OUR SPACE. TO KEEP THIS SUSTAINABLE AND FOCUSED, PRIORITIES ARE STRUCTURED AS: * ~70% REVENUE EXECUTION (DEALS, DEMOS, POCS, TECHNICAL WIN) * ~20% INTERNAL INFLUENCE (PRODUCT, DELIVERY, MARKETING ALIGNMENT) * ~10% BUILD & SCALE (PROCESSES, ASSETS, MENTORSHIP) YOU ARE NOT JUST SUPPORTING DEALS — YOU ARE OWNING THE TECHNICAL WIN AND HELPING DEFINE HOW WE SCALE THIS FUNCTION OVER TIME. ABOUT VBA CONNECTED BY MISSION. DRIVEN BY INNOVATION. AT VBA, OUR MISSION IS SIMPLE BUT POWERFUL: WE MAKE THE HEALTHCARE EXPERIENCE BETTER FOR EVERYONE. WE HELP CLIENTS SIMPLIFY COMPLEX OPERATIONS THROUGH FULLY INTEGRATED SOLUTIONS SPANNING CLAIMS AND BENEFITS ADMINISTRATION, REVENUE CYCLE MANAGEMENT, PROVIDER AND NETWORK MANAGEMENT, CARE COORDINATION, AND AUTOMATION TOOLS. OUR TECHNOLOGY—RANGING FROM VBAPI’S THOUSANDS OF INTEGRATION ENDPOINTS TO PREDICTIVE ANALYTICS, BRANDED PORTALS, MOBILE ACCESS, AND AI-POWERED AUTOMATION—DRIVES EFFICIENCY, ACCURACY, AND BETTER OUTCOMES FOR MILLIONS OF PEOPLE WHO RELY ON THEIR HEALTH BENEFITS EVERY DAY. WHAT SETS US APART IS NOT JUST OUR PLATFORM, BUT OUR PEOPLE-CENTERED CULTURE: WE BLEND INNOVATION WITH FLEXIBILITY, EMPOWERING EMPLOYEES TO DO MEANINGFUL WORK, STAY CONNECTED ACROSS 25+ STATES, AND THRIVE IN AN ENVIRONMENT WHERE PURPOSE, COLLABORATION, AND GROWTH FUEL EVERYTHING WE DO. 👉 To be considered for this position, all applicants must complete the Wonderlic Select Assessment. https://apply.select.wonderlic.com/AD3TYR/VBA [https://apply.select.wonderlic.com/AD3TYR/VBA] WHAT ARE WE LOOKING FOR IN THIS POSITION? * 5–8 YEARS IN A SOLUTIONS ENGINEERING, SALES ENGINEERING, OR SOLUTIONS ARCHITECT ROLE AT A B2B SAAS COMPANY * HEALTHCARE INDUSTRY EXPERIENCE IS REQUIRED — YOU UNDERSTAND THE BUYERS, THE REGULATORY ENVIRONMENT (HIPAA, HITRUST, STATE-LEVEL REQUIREMENTS), THE WORKFLOWS, AND THE LANGUAGE. YOU CAN SIT IN A ROOM WITH A HEALTH PLAN, TPA, OR PROVIDER ORGANIZATION AND BE CREDIBLE FROM MINUTE ONE * DEMONSTRATED TRACK RECORD OF CARRYING A NUMBER — I.E., COMFORTABLE HAVING COMPENSATION TIED TO REVENUE OUTCOMES AND CONFIDENT IN YOUR ABILITY TO INFLUENCE THEM * STRONG TECHNICAL FOUNDATION: APIS, INTEGRATIONS, DATA MODELS, SECURITY/COMPLIANCE FUNDAMENTALS (SOC 2, HIPAA, SSO, DATA PRIVACY), CLOUD ARCHITECTURE (AWS / AZURE / GCP) * EXCEPTIONAL COMMUNICATION SKILLS — EQUALLY CREDIBLE EXPLAINING A DATA INTEGRATION TO AN ENGINEER AND ROI TO A CFO * STRONG WRITTEN DOCUMENTATION SKILLS — YOU CAN CAPTURE CUSTOMER NEEDS, SCOPE, AND OBJECTIVES IN A WAY THAT DELIVERY, PRODUCT, AND SALES CAN ALL ACT ON WITHOUT AMBIGUITY * EXPERIENCE RUNNING TECHNICAL POCS END-TO-END AND CONVERTING THEM TO CLOSED BUSINESS * COMFORTABLE IN FRONT OF EXECUTIVE AUDIENCES, IN CUSTOMER OFFICES, AND ON STAGE AT EVENTS What do we consider a plus? * VBA (Third-Party Administrator / benefits administration) software experience — direct exposure to claims processing, eligibility, plan setup, EDI, or adjacent platforms is a significant plus * Experience selling into health plans, TPAs, self-funded employers, brokers/consultants, or provider organizations * Hands-on technical ability (SQL, Python, JavaScript, or similar) — enough to build prototypes, run integrations, and dig into data during a POC * Background working closely with Product teams; you've actually shipped feature requests, not just submitted them * Familiarity with modern sales tooling (Salesforce, Gong, Outreach, etc.) and SE-specific tools (Demostack, Reprise, Consensus, or similar) Compensation Philosophy This role includes a combination of base salary and variable compensation aligned to revenue outcomes. You will operate as a true partner to Sales, influencing deals, not just supporting them — with compensation that reflects that impact. What will you be doing? Drive Revenue * Serve as the technical co-pilot to our Managing Directors, partnering across the sales cycle: discovery, technical qualification, demos, follow-ups, proofs-of-concept, and security reviews * Own the product and functionality follow-up motion. After every prospect conversation, you're the one making sure questions get answered, materials get delivered, and momentum doesn't stall in a timely and professional manner. * Drive prospects through our proprietary VBAEdge evaluation process — running it with discipline, ensuring each phase delivers clear value to the prospect, and using the framework to differentiate us from competitors * Own the technical win. Build trust with technical buyers (CIOs, VPs of IT, Operations leaders, Compliance, and Claims/Benefits teams) and remove every technical barrier between us and a signed contract * Lead scoped POCs and pilots that demonstrate clear, measurable value — and convert them into closed-won deals * Scope projects and document customer needs and objectives with precision so the Delivery team inherits a clean, complete picture of what was sold, what was promised, and what success looks like * Contribute directly to pipeline by identifying expansion opportunities in existing accounts and surfacing them to the MD team Be the Voice of the Customer Inside the Company * Work hand-in-hand with Product to bring real, prioritized customer feedback into the roadmap * Partner with Delivery / Customer Success to ensure clean handoffs after close. You're the bridge — translating what the customer bought and why into actionable scope * Collaborate with Marketing on technical content, demo assets, competitive positioning, webinars, and conference presentations * Partner with Sales leadership and the Managing Director team on deal strategy, sales enablement, technical training, and improving our discovery, demo, and VBAEdge evaluation motions Build the Function * Develop and maintain a library of demo environments, technical collateral, RFP/RFI response templates, and reusable POC frameworks * Establish repeatable technical sales processes that scale as we grow the team * Mentor junior SEs as the team expands What Success Looks Like (6–12 Months) * Meaningful contribution to closed revenue across new and existing accounts * High POC-to-close conversion rate * Reduced technical friction in the sales cycle * Strong feedback loop established between Sales, Product, and Delivery * Creation of reusable assets that improve team efficiency and consistency Travel Requirements: Willing and able to travel up to 20% for customer visits, conferences, and internal meetings Location: Remote What can VBA offer you? Purposeful Work. Flexible Culture. Human-Centered Tech. At VBA, you’ll be part of a team that’s connected by mission and driven by innovation. We offer the flexibility to do your best work from wherever you are, the tools and support to grow your career, and the chance to make a real impact on the healthcare experience. Our culture blends trust, collaboration, and curiosity—giving you space to think boldly and the structure to succeed. Work/Life Balance: * Remote/Hybrid Schedules (depending on job role) * Time off: * 12 Paid Holidays * Responsible Time Off * Volunteerism Day * Paid Parental Leave: * 2 Weeks: Bonding Leave * 10 Weeks: Supplemental Medical Leave (for Birthing Parents Only) Financial Health-Company Sponsored Benefits: * Life insurance-$500,000 guaranteed issue * Short- and long-term disability insurance * Employer match on employee 401(k) contributions * Broadband Reimbursement up to $120 Health & Wellness: * Health (2-Medical Plan Options), Dental, and Vision Insurance

Responsibilities

The role serves as the technical lead in complex enterprise sales cycles, owning the 'technical win' through discovery, demos, and POCs. It bridges the gap between sales, product, and delivery to ensure scalable solutions and clean post-sale handoffs.