Position Summary

We’re hiring a Vice President of Judi SaaS Sales to grow our sales into TPAs and health plans nationally. You’ll own the full enterprise sales cycle—prospecting, discovery, demos, solutioning, RFP/RFI responses, commercial strategy, negotiation, and close—working closely with Product, Implementation, and executive leadership.

You’ll lead net-new sales of Judi, our enterprise SaaS platform for core administration and claims adjudication. This is a hands-on, individual contributor role for an enterprise seller who knows how health plans and TPAs evaluate, buy, and implement core systems—and who can build pipeline, run complex deals end-to-end, and earn trust with executive and technical stakeholders.

Position Responsibilities:

• Build and execute a national go-to-market plan to win net-new logos for the Judi platform

• Create pipeline through targeted outreach, your network, and disciplined account planning—then qualify opportunities quickly and honestly

• Run discovery that gets to the real buying drivers (configuration speed, flexibility, vendor consolidation, total cost) and maps stakeholders, timelines, and risks

• Lead product demos and storytelling that translate complex platform capabilities into clear business value for health plan/TPA executives and operators

• Own RFI/RFP strategy and responses in partnership with internal teams—ensuring submissions are accurate, compelling, and tailored to the prospect

• Manage commercial strategy end-to-end: scoping, pricing approach, security/compliance inputs, contract negotiation, and close

• Partner closely with Implementation and Product to set prospects up for successful delivery and long-term growth post-signature

• Maintain clean pipeline hygiene and forecasting in Salesforce, with clear next steps and executive-level updates
• Bring market feedback back to the business—what our prospects are asking for, competitive dynamics, and where we should invest to win more deals

Required Qualifications:

• 10–15+ years of enterprise sales experience, with a track record of closing complex software deals

• Direct experience selling into health plans or TPAs—and the ability to navigate buying committees across executive, operations, and technology stakeholders

• Preference for experience selling core administration / claims adjudication platforms or similar products

• Proven ability to build pipeline from scratch (not just work inbound leads) and run an end-to-end enterprise process through signature

• Comfort with technical and operational depth: integrations, implementations, security/compliance review, and multi-threaded stakeholder management

• Clear, confident communicator with strong discovery, presentation, and demo skills

• Self-directed and collaborative: you can own outcomes while working closely with cross-functional teams

• Bachelor’s degree required; MBA or advanced healthcare-related degree is a plus

• Responsible for adherence to the Capital Rx Code of Conduct, including reporting of noncompliance.