Business Development Representative driving new business growth at Upsun. Connecting with potential customers through personalized outreach and managing smaller transactional deals.
About the role
- Payer Business Development Lead driving relationships with payer organizations and supporting product discovery for healthcare AI. Focused on business development and commercialization strategies in a hybrid role.
Responsibilities
- Build and maintain strong relationships with payer organizations to drive new business and expand adoption of Abridge’s payer products.
- Support pipeline development by researching payer prospects, setting a sales strategy, and tracking engagement progress.
- Develop value propositions, pricing inputs, and ROI analyses for emerging payer offerings.
- Partner with Marketing to support payer-specific content, messaging, and conference preparation.
- Gather, organize, and synthesize payer feedback, market insights, and internal inputs to support product discovery.
- Track assumptions, dependencies, and open questions to drive cross-functional alignment and customer follow-up.
- Support testing and learning by helping coordinate pilots, early feedback loops, and documentation of outcomes.
- Support 0→1 product launches by coordinating across internal teams and customers to ensure smooth execution.
- Assist with refining early implementation needs, success criteria, and product experience as offerings mature.
- Identify recurring friction points and opportunities for process, communication, or tooling improvements.
- Help build and manage key internal processes such as payer pipeline to ensure understanding of key dependencies, risks and executive and operational alignment and prioritization.
- Act as a central point of coordination for payer-related work, helping ensure the right teams are engaged at the right time.
- Proactively identify gaps, bottlenecks, or misalignment across payer initiatives and surface them with recommendations.
- Represent the payer vertical internally by helping ensure alignment on priorities, timelines, and customer needs.
Requirements
- 5+ years in healthcare with experience spanning business development, product, partnerships, or strategy roles
- Deep understanding of the payer landscape: health plan economics, value-based care, quality programs (HEDIS, Stars), utilization management, and revenue cycle management processes.
- Experience with revenue cycle management infrastructure and the knowledge of the tools, challenges and opportunities to innovate.
- Track record of building and closing complex enterprise healthcare deals with measurable revenue impact
- Experience selling 0 to 1: you've shaped what gets built, not just sold it
- Relationships with health plan executives and/or health IT platform leaders
- Experience building new business lines or verticals at growth-stage companies
- Comfort with ambiguity and the ability to move fluidly between strategy, execution, and closing
Benefits
- Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees
- Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families.
- Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA.
- Paid Parental Leave: Generous paid parental leave for all full-time employees.
- Family Forming Benefits: Resources and financial support to help you build your family.
- 401(k) Matching: Contribution matching to help invest in your future.
- Personal Device Allowance: Tax free funds for personal device usage.
- Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits.
- Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more.
- Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals.
- Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment.
- Compensation and Equity: Competitive compensation and equity grants for full time employees.
- ... and much more!
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