Payer Business Development Lead

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 a key team member to help support the build-out of Abridge’s payer vertical. This role will work closely with the entire New Verticals team, payer customers, and cross-functional partners to support product discovery, customer engagement, internal coordination, and early commercialization efforts.

The role is customer-facing and deeply embedded with payer partners while also ensuring we build the right internal processes and playbooks to support long-term success.

Reporting to the VP of New Verticals, you will work across Product, Engineering, Marketing, Strategic Finance, and our health system and health plan customers to close new payer business, shape the product experience, and help scale our payer offerings.

The ideal candidate brings deep healthcare expertise, strong commercial instincts, and the ability to operate as a business owner. You are comfortable building from 0→1, thrive in ambiguity, and know how to move fluidly between strategy and execution while collaborating across teams.

WHAT YOU’LL DO

BUSINESS DEVELOPMENT & COMMERCIALIZATION SUPPORT

- Build and maintain strong relationships with payer organizations to drive new business and expand adoption of Abridge’s payer products.

- Support pipeline development by researching payer prospects, setting a sales strategy, and tracking engagement progress.

- Develop value propositions, pricing inputs, and ROI analyses for emerging payer offerings.

- Partner with Marketing to support payer-specific content, messaging, and conference preparation.

PRODUCT DISCOVERY SUPPORT

- Gather, organize, and synthesize payer feedback, market insights, and internal inputs to support product discovery.

- Track assumptions, dependencies, and open questions to drive cross-functional alignment and customer follow-up.

- Support testing and learning by helping coordinate pilots, early feedback loops, and documentation of outcomes.

SCALING & EARLY PRODUCT MARKET FIT

- Support 0→1 product launches by coordinating across internal teams and customers to ensure smooth execution.

- Assist with refining early implementation needs, success criteria, and product experience as offerings mature.

- Identify recurring friction points and opportunities for process, communication, or tooling improvements.

INTERNAL PAYER VERTICAL OPERATIONS

- Help build and manage key internal processes such as payer pipeline to ensure understanding of key dependencies, risks and executive and operational alignment and prioritization.

- Act as a central point of coordination for payer-related work, helping ensure the right teams are engaged at the right time.

- Proactively identify gaps, bottlenecks, or misalignment across payer initiatives and surface them with recommendations.

- Represent the payer vertical internally by helping ensure alignment on priorities, timelines, and customer needs.

WHAT WE'RE LOOKING FOR

- 5+ 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 revenue cycle management processes.

- Experience with revenue cycle management infrastructure and the knowledge of the tools, challenges and opportunities to innovate.

- Track record of building and closing complex enterprise healthcare deals with measurable revenue impact

- 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 s