[Remote] VP, Business Development - Risk Bearing Provider Groups
Note: The job is a remote job and is open to candidates in USA. 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. The VP of Business Development will drive new business development in the risk-bearing provider group market, leading the full sales cycle and building strategic relationships with key stakeholders.
Responsibilities
- Drive 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 within the risk-bearing provider ecosystem
- 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 that meet the clinical and financial needs of prospective provider clients and support targeted outbound strategies
- 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
Skills
- 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
- Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field preferred
Benefits
- Remote-first work model providing flexibility, autonomy, and trust
Company Overview