Position Overview

Jopari is seeking a quota-carrying enterprise sales leader to drive new payer acquisition and strategic expansion across the Property & Casualty market, including Workers’ Compensation and Auto casualty claims.

This role is responsible for selling Jopari’s electronic billing clearinghouse (eBill) and digital payment platform (ProPay) to insurance carriers, TPAs, state funds, risk pools, and self-insured / self-administered employers. The VP will position Jopari as the infrastructure partner for electronic bill intake (837), remittance management (835), and multi-modal digital payments—modernizing payer workflows while improving provider experience and operational efficiency.

The ideal candidate has deep experience selling into P&C payer environments and a strong understanding of claims intake, bill review, EDI workflows, and payment operations.

Key Responsibilities

Enterprise New Business Development

• Drive new logo acquisition and expansion across Workers’ Compensation and Auto casualty payers.
• Proactively build pipeline through targeted prospecting, industry engagement, and strategic account planning.
• Own complex, multi-stakeholder sales cycles from discovery through contract execution.
• Maintain disciplined pipeline management and accurate revenue forecasting.

Solution Positioning & Deal Execution

• Lead consultative discovery to understand payer claims workflows, cost structures, and modernization priorities.
• Position Jopari’s eBill clearinghouse and ProPay payment platform as the end-to-end infrastructure for electronic bill intake, EDI processing, remittance, and digital disbursement.
• Engage and influence senior decision-makers, including C-suite, VP, Director, and senior operational leaders across Claims, Finance, and IT within payer organizations.
• Develop executive-level presentations that clearly articulate ROI, electronic adoption growth, cost reduction, and operational impact.
• Partner with Sales Engineering, Product, and Implementation to support demonstrations, technical evaluations, and solution design.
• Lead negotiations and contracting in coordination with internal stakeholders.

Cross-Functional Collaboration & Expansion

• Partner with Customer Success to identify cross-sell and expansion opportunities within existing accounts.
• Collaborate with Marketing and leadership on account-based initiatives and strategic messaging.
• Provide market feedback to inform product development and go-to-market strategy.

Sales Process & CRM Discipline

• Follow established sales processes, qualification frameworks, and governance standards.
• Maintain rigorous CRM hygiene, including opportunity management, forecasting, activity tracking, and reporting.
• Provide accurate forecasts, deal updates, and pipeline visibility to Leadership.

Performance Metrics

• New logo revenue and quota attainment
• Pipeline generation and conversion
• Sales cycle progression
• Forecast accuracy
• CRM discipline and reporting compliance

Qualifications

• 5+ years of enterprise B2B sales experience, preferably within Property & Casualty insurance, claims systems, clearinghouse, EDI, or digital payment solutions.
• Demonstrated success selling complex, workflow-driven SaaS or platform solutions into Workers’ Compensation and Auto payer environments.
• Strong understanding of claims intake, bill review, adjudication, remittance (835), EDI (837), and payment operations.
• Proven ability to engage and influence senior executives across Claims, Finance, Operations, and IT.
• Experience navigating multi-stakeholder enterprise buying cycles.
• Strong pipeline management and forecasting discipline using Salesforce or similar CRM.

Bachelor’s degree preferred or equivalent experience.

Compensation & Benefits

• Competitive base salary plus performance-based commission
• Equity participation (stock options)
• 401(k) with company match
• Medical, dental, and life insurance
• HSA and FSA eligibility
• Paid vacation and sick time