The posting
Machinify is a leading healthcare intelligence company with expertise across the payment continuum, delivering unmatched value, transparency, and efficiency to health plan clients across the country. Deployed by over 85 health plans, including many of the top 20, and representing more than 270 million lives, Machinify brings together a fully configurable and content-rich, AI-powered platform along with best-in-class expertise. We’re constantly reimagining what’s possible in our industry, creating disruptively simple, powerfully clear ways to maximize financial outcomes and drive down healthcare costs.
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
- Present one Machinify to the client across RPS and CPS, Operations, Implementation, Clinical, Product, and Analytics.
- Research and analyze market and competitive strategy with the sales and marketing teams, and provide the internal reporting leadership needs on the portfolio.
- Resolve the seams left by acquisition. Where a client is served through processes or systems inherited from a legacy entity, this role owns making that invisible to the client and pushing the internal fix.
- Partner with the Strategic Client Success role, which owns week-to-week and day-to-day delivery execution on the same accounts.
- Maintain strict confidentiality of all PHI and Machinify proprietary information and processes.
What experience you bring (Role Requirements)
Required
- Ten or more years of commercial, sales, or account leadership experience in healthcare technology, including at least five years owning enterprise or national payer accounts.
- Experience selling technology-enabled solutions to a health plan. This is a requirement, not a preference.
- Three to five or more years in payment integrity solutions for healthcare payers, including working knowledge of the difference between pre-pay and post-pay work and how a payer measures vendor performance.
- Demonstrated record of obtaining and exceeding sales quotas, with accountability for both retention and growth.
- Direct experience with how a large payer buys: procurement cycles, vendor management, security and compliance review, pilot to production, and multi-year contracting.
- Evidence of expanding a multi-service relationship inside a single large account, not only defending it.
- Strong knowledge of the competitive set and current industry trends, and the ability to position against them.
- Skilled in face-to-face and virtual presentations as well as online demos.
- Well organized, with outstanding follow-through and close attention to detail.
- High energy and flexibility to work in an evolving team environment.
- Willingness to travel 10 to 25 percent of the time.
- Bachelor’s degree, or equivalent experience.
- Must maintain confidential information.
Preferred
- Experience inside a top 20 national payer, or selling into one over a sustained period.
- Fluency across both recovery and editing or audit services rather than one side only.
- Exposure to government programs, including Medicare RAC and Medicaid recovery.
- Experience in a private equity-backed or post-merger environment where the operating model is still being built.
- MBA or advanced degree.
Competencies
- Executive presence and the ability to engage credibly with health plan senior leadership, program owners, and operational staff alike.
- Strategic account thinker who understands that enterprise growth is won through relationship depth and demonstrated results, not pipeline volume.
- Skilled relationship builder capable of bringing together diverse stakeholders, including client executives, delivery teams, product owners, and internal functions, around shared objectives.
- Self-starter comfortable operating with autonomy in a fast-moving, growth-oriented environment with limited infrastructure.
- Strong written and verbal communication skills, including executive business reviews, proposal narrative development, and client-facing communications.
- Exceptional negotiation skills across new business, renewal, pricing, and multi-year contracting.
- Proven ability to manage long, complex sales cycles with multiple stakeholders and procurement milestones simultaneously.
What We Offer:
- Work from anywhere in the US! Machinify is digital-first.
- Top Medical/Dental/Vision offerings
- FSA/HSA
- Tuition reimbursement
- Competitive salary, 401(k) with company match
- Additional health and wellness benefits and perks
- Flexible and trusting environment where you’ll feel empowered to do your best work
The salary for this position is based on an array of factors unique to each candidate: Such as years and depth of experience, set skills, certifications, etc. We are hiring for different levels, and our Recruiting team will let you know if you qualify for a different role/range.
Equal Employment Opportunity at Machinify
We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace. Machinify is an employment at will employer. We participate in E-Verify as required by applicable law. In accordance with applicable state laws, we do not inquire about salary history during the recruitment process. If you require a reasonable accommodation to complete any part of the application or recruitment process, please let our recruiters know. See our Candidate Privacy Notice at: https://www.machinify.com/candidate-privacy-notice/
