Director, Payer Business Development - NYC

ABOUT ABRIDGE Abridge was founded in 2018 with the mission of powering deeper understanding in healthcare. Our AI-powered platform was purpose-built for medical conversations, improving clinical documentation efficiencies while enabling clinicians to focus on what matters most—their patients. Our enterprise-grade technology transforms patient-clinician conversations into structured clinical notes in real-time, with deep EMR integrations. Powered by Linked Evidence and our purpose-built, auditable AI, we are the only company that maps AI-generated summaries to ground truth, helping providers quickly trust and verify the output. As pioneers in generative AI for healthcare, we are setting the industry standards for the responsible deployment of AI across health systems. We are a growing team of practicing MDs, AI scientists, PhDs, creatives, technologists, and engineers working together to empower people and make care make more sense. We have offices located in the Mission District in San Francisco, the SoHo neighborhood of New York, and East Liberty in Pittsburgh. THE ROLE We are looking for someone to help us build Abridge's payer vertical. This is a foundational role with full accountability: you will support defining the product strategy, bring new products to market, develop strategic partnerships, close deals and manage customer success. You own the outcomes. Reporting to the VP of New Verticals, you will work across the organization with Product, Engineering, Marketing, Strategic Finance, and our health system and health plan customers to identify payer use cases, shape the product roadmap, and build relationships with health plans and strategic technology partners. The right candidate will bring deep healthcare expertise (having specifically worked closely with payer executives), strong commercial instincts, and the ability to operate as a business owner. This individual is comfortable bringing 0 to 1 experiences to life, operates with a bias to action and knows how to to roll up their sleeves cross-functionally to deliver great results. This individual exhibits curiosity, executional prowess, high EQ/commercial judgement, strong collaboration DNA and is comfortable with high levels of ambiguity. THIS ROLE HAS A HYBRID, IN - OFFICE REQUIREMENT AT OUR NYC SOHO OFFICE (3 DAYS A WEEK) WHAT YOU’LL DO Product Strategy & Development - Support the payer product vision and roadmap in partnership with Product and Engineering - Identify high-value use cases for payers, diligence their market potential, and translate them into product requirements and commercial goals. - Gather market intelligence from payer prospects, existing health system customers, and industry trends to inform product priorities Business Development & Revenue - Build, manage, and close a pipeline of national and regional health plans, developing and executing a customer relationship strategy - Own payer revenue targets, define and manage to the metrics that measure success - Leverage Abridge's health system partner base to identify payer opportunities and develop joint value propositions - Lead development of pricing models, ROI analysis for new products. Continue to evaluate Abridge’s competitive market position from first customer launch through early product market fit. Scaling to early product market fit - Execute 0 to 1 product launches with customers, collaborating internally and externally to ensure ease of launch - Support development of new product scale, owning iteration around pricing models, product experience, success targets, implementation needs, etc. - Identify and lead build / buy / partner conversations, in partnership with Strategic Finance, with potential strategic partners to accelerate Abridge’s capabilities. Cross-Functional Leadership - Partner with Marketing to develop payer-specific positioning, content, and conference strategy - Collaborate with Strategic Finance to build business cases and ROI models that resonate with payer economics - Represent Abridge externally at industry events and in executive conversations across the payer ecosystem WHAT YOU’LL BRING - 7+ years in healthcare with experience spanning business development, product, partnerships, or strategy roles - Deep understanding of the payer landscape: health plan economics, value-based care, quality programs (HEDIS, Stars), utilization management, and network dynamics - Track record of building and closing complex enterprise healthcare deals with measurable revenue impact - Experience owning a number: whether a quota, P&L, or business unit target - Experience selling 0 to 1 : you've shaped what gets built, not just sold it - Relationships with health plan executives and/or health IT platform leaders - Experience building new business lines or verticals at growth-stage companies - Comfort with ambiguity and the ability to move fluidly between strategy, execution, and closing BONUS POINTS IF… - Experience with clinical documentation workflows, ambient AI, or scribe technology - Familiarity with payer-provider data exchange platforms (e.g., Epic Payer Platform, claims/clinical data integration) - Understanding of foundation AI models and their application in healthcare - Experience with claims data infrastructure and the organizational changes required to operationalize claims-based insights - Background working with health plan innovation or digital health teamsUnderstanding of foundation AI models and their application in healthcare - Experience with claims data infrastructure and the organizational changes required to operationalize claims-based insights - Background working with health plan innovation or digital health teams THIS ROLE HAS A HYBRID, IN - OFFICE REQUIREMENT AT OUR NYC SOHO OFFICE (3 DAYS A WEEK) THIS ROLE WILL REQUIRE 30% TRAVEL WHY WORK AT ABRIDGE? At Abridge, we’re transforming healthcare delivery experiences with generative AI, enabling clinicians and patients to connect in deeper, more meaningful ways. Our mission is clear: to power deeper understanding in healthcare. We’re driving real, lasting change, with millions of medical conversations processed each month. Joining Abridge means stepping into a fast-paced, high-growth startup where your contributions truly make a difference. Our culture requires extreme ownership—every employee has the ability to (and is expected to) make an impact on our customers and our business. Beyond individual impact, you will have the opportunity to work alongside a team of curious, high-achieving people in a supportive environment where success is shared, growth is constant, and feedback fuels progress. At Abridge, it’s not just what we do—it’s how we do it. Every decision is rooted in empathy, always prioritizing the needs of clinicians and patients. We’re committed to supporting your growth, both professionally and personally. Whether it's flexible work hours, an inclusive culture, or ongoing learning opportunities, we are here to help you thrive and do the best work of your life. If you are ready to make a meaningful impact alongside passionate people who care deeply about what they do, Abridge is the place for you. HOW WE TAKE CARE OF ABRIDGERS: - Generous Time Off: 14 paid holidays, flexible PTO for salaried employees, and accrued time off for hourly employees - Comprehensive Health Plans: Medical, Dental, and Vision coverage for all full-time employees and their families. - Generous HSA Contribution: If you choose a High Deductible Health Plan, Abridge makes monthly contributions to your HSA. - Paid Parental Leave: Generous paid parental leave for all full-time employees. - Family Forming Benefits: Resources and financial support to help you build your family. - 401(k) Matching: Contribution matching to help invest in your future. - Personal Device Allowance: Tax free funds for personal device usage. - Pre-tax Benefits: Access to Flexible Spending Accounts (FSA) and Commuter Benefits. - Lifestyle Wallet: Monthly contributions for fitness, professional development, coworking, and more. - Mental Health Support: Dedicated access to therapy and coaching to help you reach your goals. - Sabbatical Leave: Paid Sabbatical Leave after 5 years of employment. - Compensation and Equity: Competitive compensation and equity grants for full time employees. - ... and much more! EQUAL OPPORTUNITY EMPLOYER Abridge is an equal opportunity employer and considers all qualified applicants equally without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability. STAYING SAFE - PROTECT YOURSELF FROM RECRUITMENT FRAUD We are aware of individuals and entities fraudulently representing themselves as Abridge recruiters and/or hiring managers. Abridge will never ask for financial information or payment, or for personal information such as bank account number or social security number during the job application or interview process. Any emails from the Abridge recruiting team will come from an @abridge.com http://abridge.com email address. You can learn more about how to protect yourself from these types of fraud by referring to this article https://consumer.ftc.gov/consumer-alerts/2023/05/scammers-are-hijacking-job-ads-heres-how-spot-fakes. Please exercise caution and cease communications if something feels suspicious about your interactions.