---
title: 'Senior Director of Payer Sales at Fabric'
canonical: 'https://feeny.ai/job/senior-director-of-payer-sales-fabric-united-states-syqf7ftptcmf'
type: 'job'
last_seen: '2026-09-09'
---

# Senior Director of Payer Sales at Fabric

- **Company:** Fabric
- **Location:** United States
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-01
- **Last confirmed live:** 2026-09-09
- **Apply:** https://jobs.gem.com/fabrichealth/am9icG9zdDqPlZgB0W3GJdQexXFRGfnI

## Job description

## About the Role

We are looking for a Senior Director of Payer Sales to lead and execute our growth strategy within the payer vertical. This is a chance to transform our presence in the highly strategic national market, driving revenue by building trusted relationships with executive stakeholders at key health plans. This role requires a strategic leader who can navigate complex sales cycles, tailor our value propositions (specifically around virtual care and digital health solutions) to the evolving needs of payers, and help build out this critical vertical from the ground up. You will be empowered by a cross-functional support team, including marketing, solution design, product, and clinical experts, to create a compelling, credible sales experience and achieve significant growth targets. The ideal candidate has deep experience selling into health plans, understands the payer landscape, and has a track record of exceeding quota in high-growth, fast-paced environments.

## What You'll Do

As our Senior Director of Payer Sales, you will leverage your expertise and relationships with payers to help us drive the growth of our virtual care platform. Your primary responsibilities will include:

- Identifying, engaging, and building strong relationships with executive stakeholders and key decision-makers at target accounts within your national territory.
- Developing and managing a robust pipeline through a mix of outbound outreach, industry networking events, and collaboration with marketing-led demand generation.
- Leading end-to-end enterprise sales processes, from initial engagement to deal closure, while navigating complex negotiations and contracting cycles.
- Delivering compelling, tailored presentations to payer audiences, including Health Plan Executives, to clearly communicate the value of Fabric's virtual care and digital health solutions.
- Partnering with internal teams (such as executive leadership, solution design, clinical, product, and marketing) to develop impactful materials that support and accelerate sales cycles.
- Staying informed on payer trends, virtual care market developments, and competitive dynamics to act as a subject matter expert within the sales organization.
- Maintaining accurate pipeline, account activity, and forecast details in CRM and reporting tools.
- Leveraging AI-driven sales tools to streamline prospecting, personalize executive outreach, and optimize your pipeline management.
- Collecting and sharing feedback from the field, such as market intelligence, customer insights, and product feature needs, with internal teams to inform strategy and roadmaps.

## Why You Might Be a Good Fit

- You are motivated by the challenge of building a strategic market from the ground up within a high-growth environment.
- You possess deep experience selling complex solutions to health plans and understand the unique business drivers of the payer landscape.
- You have a strong background in selling virtual care, telehealth, or digital care enablement platforms to health plans.
- You are a self-starter who thrives on autonomy and a clear history of exceeding sales targets.
- You excel at building trust and influencing at the executive level with your excellent communication and presentation skills.
- You enjoy working in a collaborative, cross-functional environment where your insights from the field directly influence company strategy.
- You are an early adopter of technology who actively uses AI tools to work more efficiently and enhance your sales process.

This Might Not Be The Right Fit If...

- You prefer a highly established territory with a pre-existing market presence and pipeline.
- You are not motivated by working in a hyper-growth, fast-paced environment.
- You are not comfortable with the dual responsibility of building and maintaining a pipeline while also managing key client relationships.
- You prefer traditional manual sales workflows and are resistant to adopting AI tools to enhance your daily productivity.
- This role may not align with your preferences if you are less interested in the strategic work required to sell complex, multi-stakeholder solutions to the C-suite.

## Your Qualifications

- Bachelor's degree or equivalent work experience.
- 8+ years of experience selling enterprise solutions to healthcare organizations, with a focus on national health plans.
- Demonstrated experience selling virtual care, telehealth, or digital health platforms into the payer vertical.
- Track record of success managing complex, multi-stakeholder sales cycles in SaaS, healthcare IT, or healthcare services.
- Demonstrated ability to meet or exceed quota in a high-growth or startup environment.
- Experience negotiating large, strategic deals with enterprise customers.
- Excellent communication and presentation skills, with the ability to build trust at the executive level.
- A self-starter with the ability to manage a territory and prioritize effectively in a dynamic, fast-paced setting.
- Ability to navigate strategic levels within customer organizations, identifying key decision-makers, building relationships with senior executives, and securing meetings with essential stakeholders.
- Proficiency in using modern AI tools (such as ChatGPT, CRM AI assistants, or automated outreach platforms) to scale your productivity and enhance your sales workflows.

The national pay range for this role is $180,000.00– $220,000.00 per year. Actual compensation will be determined by factors such as the candidate's geographic market, experience, skills, and qualifications. Certain roles may also be eligible for additional compensation, including a comprehensive benefits package such as medical, dental, vision, unlimited PTO, and a 401(k) plan, stock options and commission. If your compensation requirement is greater than our posted range, please still consider applying; a determination can be made based on unique qualifications. Expected compensation ranges for this role may change over time.

## About Fabric

## Company Overview
- **One-liner**: Fabric provides an end-to-end care access platform and virtual care services that unify intake, triage, routing, and treatment to improve clinical capacity and patient experience.
- **Entity Type**: Private (Venture-backed) – raised $80 million to date
- **Headquarters**: Philadelphia, Pennsylvania, USA (also maintains an office in New York, NY)
- **Founded**: 2021 (roots trace back to 2009 with Zipnosis; formed through multiple acquisitions)
- **Founders**: Aniq Rahman (Founder & CEO)

## Core Business
- **Primary industry/industries**: Healthcare technology / Digital health / Virtual care
- **Target customers**: Health systems, health plans, employers, and brokers (B2B enterprise)
- **Mission or purpose statement**: “Powering boundless, seamless care experiences” – creating consumer-grade solutions that enable operational efficiency at every stage of the care journey while improving clinician capacity and patient access.

## Products & Services
- **[AI Assistant](https://www.fabrichealth.com/)**: Conversational AI tool that engages patients at the Digital Front Door, answers common questions, collects symptoms adaptively, and directs patients to the right care (virtual visit, in-person appointment, or escalation). Type: SaaS / AI chatbot.
- **[Virtual Care Platform](https://www.fabrichealth.com/)**: Enables care delivery across chat, phone, video, and asynchronous channels, with automated clinical workflows and symptom collection. Type: SaaS platform.
- **[Virtual Care Services](https://www.fabrichealth.com/)**: Nationwide 50-state clinical network offering virtual urgent care, talk therapy, and psychiatry services. Type: Managed service + provider network.
- **[Intake & Care Guides](https://www.fabrichealth.com/)**: Customizable decision trees that guide patients to the right care and streamline scheduling. Type: SaaS module.
- **[Engagement & Pathways](https://www.fabrichealth.com/)**: Proactive patient engagement including recovery monitoring, care plans, custom reminders, and escalation triggers. Type: SaaS module.
- **[Enterprise Features](https://www.fabrichealth.com/)**: Secure EMR integrations, single sign-on, role-based access, and other enterprise-grade tools for health systems. Type: SaaS / API.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed (private company)
- **Key Metric**: $80 million in total funding (as of Feb 2026)
- **Notable Investors/Partners**: General Catalyst, Google Ventures, Salesforce Ventures, Thrive Capital, Box Group, Vast Ventures, Atento Capital
- **Growth Signals**: Completed its fifth acquisition in less than three years (UCM Digital Health in 2026); acquired GYANT, MeMD, and TeamHealth Virtual Care in 2024; rebranded from Florence to Fabric in 2024; expanding into payer and employer markets.

## Competitive Advantages
- **Hybrid AI** combining advanced conversational AI with physician-built clinical logic to ensure safe, effective patient experiences.
- **End-to-end unified platform** covering intake, triage, routing, and treatment across virtual and in-person care – reducing the need for multiple vendors.
- **50-state clinical network** that expands capacity for health systems without requiring them to hire additional providers.
- **Proven M&A strategy** that integrates complementary technologies and teams, creating a comprehensive offering faster than organic build.

## Strategic Focus
- Further expand into payer and employer markets following the UCM Digital Health acquisition.
- Deepen AI capabilities through the Hybrid AI approach to reduce administrative burden and improve clinical efficiency.
- Continue “build-and-buy” strategy to unify the fragmented digital health landscape.
- Grow the remote-first, distributed team while retaining a strong engineering and product culture.

## Why Work Here
- **Culture**: Remote-first organization with hubs in the US (Philadelphia, Minneapolis, Austin, San Francisco, Denver, New York, Phoenix) and Portugal (Vila Nova de Gaia). Emphasizes flexibility and work-life balance.
- **Remote/Hybrid Policy**: Remote-first – most teams are fully remote; select NYC roles are hybrid for collaboration. Offices available but not required.
- **Perks & Benefits**: Unlimited PTO, employee stock purchase plan, 401(k) with company match, dental and health insurance, Flexible Spending Account (FSA), job training and talent development programs.
- **Engineering Culture**: Building a mission-driven platform that directly impacts healthcare accessibility. Engineers work on AI, clinical workflows, and large-scale integrations with EMRs. The team includes physicians, technologists, and patients – offering a unique cross-disciplinary environment.

## Sources
1. [fabrichealth.com – Careers](https://www.fabrichealth.com/careers)
2. [fabrichealth.com – About](https://www.fabrichealth.com/about)
3. [builtin.com – Fabric Health Profile](https://builtin.com/company/fabric-health)
4. [cbinsights.com – Fabric Company Profile](https://www.cbinsights.com/company/fabric-8)

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