The Role

RVP of Health Plan Sales

WellTheory is looking for a driven and strategic RVP of Health Plan Sales to join our growing team and expand WellTheory’s footprint among health plans and risk-bearing entities. In this role, you’ll be responsible for developing and executing go-to-market strategies that drive adoption of the WellTheory platform within forward-thinking payers that want to better serve members living with autoimmune and chronic conditions.

You’ll own the full sales cycle—from prospecting and outreach to contracting and implementation—while crafting messaging that resonates with medical directors, product leaders, clinical strategy leaders, and value-based care executives. As one of our early commercial hires, you’ll play a pivotal role in shaping how WellTheory partners with health plans nationwide and will have the opportunity to help build a world-class payer partnerships team as we scale.

This position currently reports directly to the CEO and will collaborate closely with teams across Product, Clinical Operations, Data, and Implementation to ensure every partner has a seamless experience from first conversation through launch and beyond.

About you

These are not requirements but describe someone who might be a great fit for WellTheory and this role:

• Proven payer sales experience. You have 5+ years of experience directly selling to national and regional health plans and PBMs ideally in digital health, managed care, or population health settings. You’ve led complex enterprise sales cycles—from RFPs and ROI modeling to risk- or performance-based contracting—and know how to navigate long sales timelines, multiple stakeholders, and competing internal priorities. You have experience selling across multiple lines of business, specifically ASO, fully insured and Medicare Advantage and understand the distinct economics, regulatory dynamics, and performance metrics of each.
• Strong enterprise and B2B2C instincts. You understand the nuances of B2B2C healthcare and the payer ecosystem—from clinical and network strategy to employer-sponsored populations. You can manage the full sales cycle with health plans, navigating complex stakeholder dynamics and guiding financial modeling and contracting discussions with confidence.
• Strong financial & commercial sophistication. You’re fluent in ROI modeling, shared savings, risk arrangements, contract negotiations, and aligning incentives across stakeholders.
• Industry Experience (Bonus). Experience with health plan sales at a best-in-class digital health company (e.g., Maven, Carrot Fertility, Hinge Health, Progyny, Kindbody, etc.) a plus.

This role might not be a good fit for you if:

• You only want to focus on high-level strategy. We have aggressive sales goals and are looking for someone who’s ready to hustle day in and day out. While you will be responsible for setting our health plan strategy, you will be spending the majority of your time on the ground—crafting emails to prospects, scheduling meetings, attending conferences, using sales tools, etc.
• You expect to have a team generating pipeline for you. In this role, you’ll be responsible for building the payer channel from the ground up—that means sourcing your own leads, cultivating relationships, and driving deals from initial outreach all the way through contracting and implementation. We don’t yet have an SDR or marketing engine feeding you opportunities, so success in this role requires someone who’s comfortable hunting, not waiting for inbound. You should enjoy the chase: researching prospects, crafting personalized outreach, following up diligently, and finding creative ways to get in front of payer decision-makers.
• You expect to step into a mature, fully built sales engine. We’re still in build-and-learn model—refining our product, pitch, and positioning based on real-time feedback from employers. There isn’t yet a large sales ops team, polished enablement library, or steady inbound funnel. You’ll be creating the playbook as much as executing it, helping us shape what “great” looks like as we grow.
• You’re uncomfortable with ambiguity or taking initiative without a roadmap. We’re building quickly, learning constantly, and evolving just as fast, which means there won’t always be clear direction or precedent to follow. You’ll need to be proactive, resourceful, and willing to make judgment calls rather than waiting for permission. The right fit is someone who sees white space as opportunity, moves ideas forward independently, and isn’t afraid to ask for forgiveness instead of approval.
• You’re not excited about working for a company that values documentation and process. As a fully remote team, written communication is how we stay aligned through memos, pre-reads, and detailed meeting notes. We don’t rely on memory or hallway conversations. You’ll be expected to keep your CRM up to date, document deal progress clearly, and share written context so others can plug in without needing a meeting. If that level of organization feels tedious rather than empowering, this probably isn’t the right fit.

Who We're Looking For