VP, Business Development - Risk Bearing Provider Groups

Heartbeat Health is the leading virtual-first cardiovascular care company in the country, providing patients with convenient, high-quality heart care through a combination of telemedicine, diagnostics, and virtual care programs. By leveraging real-time data and AI-powered insights, Heartbeat Health empowers providers and patients with personalized treatment plans, reducing hospitalizations and improving long-term heart health outcomes. Heartbeat Health is redefining how cardiovascular care is delivered in the digital age, led by our medical group of cardiologists, advanced practitioners, nurses, and care coordinators.

Responsibilities

Own new business development within the risk-bearing provider group and value-based care market, with a primary focus on sourcing and closing net-new clients; Lead the full sales cycle from initial outreach through contract execution, including discovery, needs assessment, solution positioning, proposal development, and negotiation; Identify, prioritize, and actively prospect risk-bearing provider groups, Independent Physician Associations (IPAs), and large medical groups through targeted outbound outreach, referrals, and industry engagement; Represent the company at conferences and networking events to generate leads and expand market presence; Build and maintain relationships with key executive stakeholders (e.g., VBC leadership, population health leaders, CFOs, and clinical leadership) to drive deal momentum and close complex, multi-stakeholder sales; Demonstrate and maintain mastery of two-sided risk models, capitation, global risk, and shared savings arrangements across Medicare Advantage, Managed Medicaid, and commercial lines of business; Develop a deep understanding of provider group economics and tailor value propositions to clearly articulate ROI, downside risk mitigation, and impact on total cost of care; Partner with Product, Clinical, Operations, Finance, and Marketing teams to shape solutions; Maintain accurate pipeline data and activity tracking in CRM systems (e.g., Salesforce) to support forecasting and performance reporting; Stay informed on industry trends, regulatory changes, and the competitive landscape within value-based care.

Requirements

10+ years of quota-carrying sales experience, with a strong emphasis on new business (hunter) sales, and a proven track record of generating pipeline and closing net-new business within healthcare, risk-bearing provider organizations, or value-based care environments; Demonstrated success selling solutions tied to total cost of care, care management, specialty risk management, or quality improvement; Experience selling directly into risk-bearing provider groups, IPAs, MSOs, or health systems under risk contracts is required; Experience working with value-based enablement platforms, delegated-risk MSOs, and risk-bearing entities (e.g., agilon, Privia, Aledade, Oak Street, ChenMed, etc.); Ability to map and segment the national risk-bearing provider landscape, identifying high-value targets across full-risk, global risk, and capitated models; Strong outbound prospecting skills and the ability to operate independently in building a territory; Experience navigating complex, multi-stakeholder enterprise sales cycles; Ability to leverage existing executive relationships with provider group CEOs, CMOs, CFOs, and VBC contracting teams to accelerate access and shorten sales cycles; Proficiency with CRM tools such as Salesforce; Deep familiarity with value-based care economics, risk adjustment, and population health management.

Nice to have

Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field preferred.