Vice President - Payer Sales (Hunter)

This is a high-impact hunter role focused on winning new payer logos by bringing together EXL’s payer domain expertise, AI-led capabilities, and integrated solutions. The role is accountable for originating, shaping, and closing large, complex deals with health plans and payer organizations by positioning technology-enabled, analytics-driven, clinical, and operational solutions that improve cost, quality, member experience, and business performance.

Salary Range for this role:  167,000 - $239,500 USD

The posted range is the hiring range for this role — a subset of the broader range available to employees over time — and reflects base salary across our national hiring scale. Final offers are based on several factors, including the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.

About the role:

• Own new logo acquisition across payer accounts, leading the full sales cycle from prospecting and opportunity creation through deal shaping, negotiation, closure, and early-stage expansion.
• Position EXL as a differentiated partner by connecting payer challenges to integrated solutions across AI, analytics, digital, clinical services, utilization management, care management, payment integrity, and contact center operations. 
• Build trusted relationships with senior business, clinical, and technology leaders, including CXOs, and translate their priorities into compelling, high-value transformation opportunities.
• Create and manage a strong pipeline of strategic opportunities, with disciplined execution, clear conversion rigor, and consistent focus on revenue growth.
• Lead cross-functional solutioning by aligning sales, operations, product, legal, and delivery teams to develop proposals and commercial models that address complex payer needs.
• Bring market insight and competitive awareness to help shape offerings, strengthen EXL’s positioning, and identify whitespace for growth across the payer landscape.
• Support a strong post-win transition by ensuring alignment on client expectations, solution scope, and ramp-up plans that enable long-term account success.

You may be a good fit if you have:

• Deep experience in new business development, strategic solution sales, or complex deal leadership within healthcare, with strong payer experience required.
• Demonstrated success selling AI, analytics, digital, platform-enabled, or technology-enabled solutions, with the ability to translate innovation into business value for payer clients.
• Strong understanding of payer operating models, including clinical services, utilization management, care management, payment integrity, contact center, and broader operational workflows.
• A track record of opening doors, building executive relationships, and winning opportunities via a consultative sales approach building inside large, matrixed payer organizations where trust, timing, and influence across multiple stakeholders within a payer organization. matter.
• Confidence engaging business, clinical, and technology stakeholders, with the ability to articulate differentiated solutions clearly and credibly across audiences.
• Strong commercial judgment, executive presence, communication skills, and a structured yet entrepreneurial approach to navigating complex sales cycles.
• Bachelor’s degree in business, healthcare, technology, or a related field required; MBA, advanced degree.
• 15+ years of relevant experience in sales, business development, account growth, in the Healthcare payer space.

Salary Range:  $167,000 - $235,000

The posted range is the hiring range for this role — a subset of the broader range available to employees over time — and reflects base salary across our national hiring scale. Final offers are based on several factors, including the candidate's skills and experience, internal pay equity, work location, market conditions for the role, and the specific scope and responsibilities of the position. The top of the range is reserved for candidates who notably exceed the requirements; the lower end applies to those with less experience or fewer preferred qualifications. For positions based in higher-cost zones (e.g., California, New York, New Jersey), actual compensation may exceed the posted range; your recruiter will share specifics during the process.