About the Role
We’re hiring a strategic and results-driven Senior Vice President of Payor Sales & Strategy to lead our efforts in developing and scaling innovative payor partnerships. This role is pivotal in designing compelling value propositions, securing buy-in from new payors, and ensuring successful execution of payor agreements. You’ll work closely with our Chief Commercial Officer and cross-functional leadership to unlock and grow new payor channels that expand patient access and drive growth.
Responsibilities
- Lead Payor Strategy & Deal Execution
- Own and drive the end-to-end commercial payor lifecycle—from strategy and solution design through contract negotiation, implementation, and performance optimization.
- Craft compelling value propositions aligned with the Quadruple Aim: improved outcomes, patient experience, clinician satisfaction, and cost-effectiveness.
- Develop scalable reimbursement models, including value-based contracts, case rates, and bundled payments, tailored to payor objectives.
- Contracting & Relationship Management
- Negotiate high-impact agreements and renewals with commercial and government payors, securing favorable and scalable terms.
- Cultivate and manage trusted, long-term relationships with national and regional payors, ensuring InStride is viewed as a strategic partner.
- Support account management teams in resolving escalated issues and unlocking upsell opportunities.
- Cross-functional Leadership & Operational Excellence
- Partner with clinical, legal, finance, operations, and account teams to ensure successful onboarding and go-live post-contract.
- Translate strategic initiatives into actionable plans, ensuring smooth internal execution and stakeholder alignment.
- Continuously refine systems and processes to streamline implementation and support long-term scalability.
- Insights, Innovation, and Thought Leadership
- Stay ahead of trends in payor innovation, behavioral health reimbursement, and regulatory changes.
- Track KPIs and contract performance, delivering executive insights and recommendations to inform broader commercial strategy.
- Represent InStride externally at industry events, panels, and with key stakeholders to elevate our brand and thought leadership.
What You Need to Succeed in the Role
- Experience & Expertise
- 10+ years of experience in payor relations, managed care strategy, healthcare consulting, or network development—preferably within behavioral health.
- Proven track record of leading successful value-based care and commercial contracting initiatives with national and regional payors.
- Experience in high-growth or startup healthcare environments is strongly preferred.
- Skills & Competencies
- Deep understanding of payor structures, contracting processes, and reimbursement mechanisms across commercial and government lines.
- Strategic communicator and relationship-builder, adept at engaging both C-suite and operational stakeholders.
- Exceptional problem-solving and negotiation skills with a data-driven, outcomes-oriented approach.
- Strong cross-functional leadership capabilities and operational acumen.
- Education
- Bachelor’s degree in business, healthcare administration, or a related field required.
- MBA or relevant advanced degree preferred.
The expected annual based salary for this role is between $225,000-$275,000. Actual starting salary will be determined on an individualized basis and will be based on several factors including but not limited to specific skill set, work experience, etc. In addition to base compensation, this role offers a target performance-based bonus.
