VP, Health Plan Sales

About this role

About the Company:

Octave is a modern behavioral health practice creating a new standard for care delivery that’s both high-quality and accessible. With in-person and virtual clinics in multiple states, the company offers evidence-based individual, couples, and family therapy, while pioneering relationships with payers to make care more affordable through insurance. By raising the bar on how care is delivered and how providers are supported, we are building a sustainable system that values equity, affordability, and effectiveness.

Job Summary:

The VP, Health Plan Sales is a senior individual contributor responsible for driving new revenue growth through strategic partnerships with health plans. This is a high-impact, commission-oriented “hunter” role with primary accountability for sourcing, developing, and closing net-new health plan customers.

This role is highly visible and entrepreneurial, requiring a sales-driven, results-oriented leader who can proactively engage health plan executives, build relationships from the ground up, and navigate complex enterprise sales cycles. The ideal candidate brings deep experience selling into health plans, strong consultative selling skills, and the ability to position Octave as a strategic solution to improve behavioral health access, quality, and cost outcomes.

Duties & Responsibilities:

• Prospecting & Pipeline Development: Identify, target, and develop new sales opportunities with regional and national health plans, building a robust pipeline aligned to quota targets.

• Direct Health Plan Outreach: Engage senior stakeholders within health plans, including behavioral health leadership and payer IT teams, through outbound prospecting, referrals, and strategic networking.

• End-to-End Sales Ownership: Lead the full sales lifecycle with health plans, from initial outreach and discovery through proposal development, deal structuring, negotiation, and close.

• Consultative Sales Execution: Develop a deep understanding of each health plan’s priorities, translating Octave’s technical, operational, and clinical value into tailored solutions.

• Deal Strategy & Closing: Drive complex, multi-stakeholder sales processes within health plans, securing high-value, long-cycle contracts.

• Market Intelligence: Monitor health plan market trends, regulatory changes, and competitive dynamics to inform sales strategy and positioning.

• Cross-Functional Collaboration: Partner with Product, Clinical, Finance, and Implementation teams to shape solutions that meet health plan requirements and support successful deal execution.

• Sales Process Management: Maintain accurate pipeline tracking, forecasting, and CRM discipline; contribute to scalable and repeatable sales processes.

• Executive Presentations: Deliver high-impact presentations and proposals to health plan leadership, clearly articulating Octave’s differentiated value.

• Industry Engagement: Represent Octave in payer-focused forums, conferences, and events to build relationships and generate pipeline within the health plan market.

• Leverage AI tools as a core part of daily work (drafting, research, iteration) to improve efficiency, quality, and decision-making.

Required Skills:

• Proven track record of exceeding quota in a commission-driven or performance-based sales role.

• Strong experience selling health IT, infrastructure, or technical solutions into health plans, including contract values from mid-six figures to multi-million dollars.

• Strong understanding of health plan operations, including network strategy, medical cost management, and value-based care models.

• Strong consultative selling, discovery, and negotiation skills within complex health plan environments.

• Ability to navigate and sell into payer IT organizations, including working with technical buyers and influencing architecture and integration discussions.

• Excellent communication and presentation skills with executive presence.

• Entrepreneurial, self-directed, and comfortable building pipeline from 0–1.

• Willingness to travel to meet with clients and company leadership as needed (25%).

• Comfort using AI tools in day-to-day workflows, with a willingness to continuously rethink and improve how work gets done.

• Curiosity and openness to experimenting with new tools and approaches; prior experience with AI tools is a plus.

Education & Experience:

• 10+ years of experience in healthcare sales, with a strong focus on selling directly to payors and/or health plans.

• 3+ years of experience selling health IT, digital health infrastructure, or enterprise technology solutions into health plans.

• Experience engaging payer IT stakeholders and technical buyers strongly preferred.

• Bachelor’s degree or equivalent experience required.

• Experience with CRM tools (Salesforce or similar) and disciplined pipeline management.

• Experience engaging and influencing health plan executives (C-suite, SVP, VP levels) across clinical, financial, and operational functions.

Octave's Company Values:

The below values drive our day-to-day operations.

• We’re human beings first. We operate with empathy and kindness – with our clients, with our collaborators, and with ourselves.

• People deserve better than status quo. We’re willing to tackle the intractable problems, no matter how big, because someone should. We ask big questions, we craft big solutions, and we challenge ourselves and others to make it happen.

• No bystanders. No stars. No tourists. Each person has been selected to be here, and with that comes a responsibility to bring your expertise, share your ideas, and help make this company better.

• Partnership paves the path ahead. We don’t operate in a silo, internally or externally. To transform the system, we believe in working with others to create something bigger, better, and stronger.

• Quality is crucial at scale. Quality is core to our business, and we refuse to sacrifice it as we grow.

• Progress is a pr

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