Regional Vice President, Sales - Health Plans

Of the 10 million Americans struggling with opioid misuse, only 1 in 10 receive treatment. This is an accessibility crisis, and we are on a mission to solve it by bringing life-saving care to the 89% currently left behind. Through a single app, Bicycle Health combines Medication for Opioid Use Disorder (MOUD) with behavioral healthcare, drug screening, therapy, and peer support. Bicycle Health is seeking a Regional Vice President, Sales - Health Plans to drive regional adoption of Bicycle Health’s virtual services for substance use disorder across a defined set of health plans. This role will bring a consultative, value-based sales approach to building strategic payer relationships, expanding market presence, and positioning Bicycle Health as a differentiated virtual substance use disorder treatment solution.  Target Pay Range: $150,000 base salary + Commission + Equity - Compensation to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.  Why Bicycle Health: Discretionary PTO + 8.5 days of additional sick time + 10 paid holidays Paid parental leave 100% Employer Paid Employee Medical, Dental, and Vision Insurance Employer Paid STD & LTD 401k $50 monthly Remote Work Stipend What you'll do: Operate as a strategic subject matter expert in virtual substance use disorder solutions, you will lead a consultative, value-based sales approach to establish long-term health plan partnerships. In this role, you will engage C-suite decision-makers across Commercial, Medicaid, and ASO channels, guiding them through value-based care models that deliver measurable clinical and financial outcomes at scale. Provide Strategic & Operational Leadership Co-develop and implement regional strategies aligned with overall business objectives Set and execute the regional commercial strategy to rapidly expand market presence across commercial health plans, Medicaid, ASO channels, and self-funded employers. Lead the end-to-end partnership lifecycle—from initial C-suite engagement and complex value proposition discovery through contract negotiation, deal execution, and account expansion. Oversee sales productivity, deal-stage conversion discipline, qualified pipeline coverage, and new logo progression across all regional channels. Partner with Regional Medical Director to make data-informed decisions regarding processes and operations to improve regional performance and patient experience across all interaction channels. Payer Relationship Management Cultivate, deepen, and expand C-suite and VP-level relationships with health plan commercial leaders, product/solution leaders, medical directors, and network contracting officers, and support new logo growth and partnership expansions. Serve as a strategic partner to health plan decision-makers, positioning Bicycle Health as a differentiated SUD solution within commercial, Medicaid and ASO payer channels. Support in engaging with consultants and brokers to drive awareness, preference, and co-selling opportunities across payer and ASO channels. Value Communication & Sales Enablement Use a consultative, value-based selling approach to translate Bicycle Health's clinical model, outcomes data, utilization impact, and total cost-of-care savings into compelling ROI narratives tailored to payer P&L’s including understanding how Bicycle solutions can impact MLR, VBC and ASO sales and account management teams. Partner with payer teams to develop effective sales materials, data-driven proposals, claims-based ROI analyses, and population health assessments. Cross-Functional Collaboration Coordinate with Bicycle Health’s Provider Sales, Implementation, Clinical Operations, and Client Success. Provide market intelligence back to Product, Marketing, and Leadership to inform positioning, competitive differentiation, and solution roadmap priorities. Reporting & Forecasting Maintain accurate pipeline and activity data in CRM (Hubspot), providing monthly forecasts, deal status updates, pipeline coverage reporting, and progress against bookings and new logo targets to sales leadership. Track regional competitive dynamics and report on win/loss trends, pricing sensitivity, and objection patterns. What we're looking for: Education: Bachelor’s degree in Business, Healthcare Administration, or related field. Experience: 10+ years of progressive B2B healthcare sales experience, with at least 5 years focused on health plan sales (Behavioral health and/or telehealth sales experience preferred) High emotional intelligence (EQ), with the ability to read the room, adapt to complex situations, and focus on strategic outcomes rather than selling features. Proven track record as a top-performing individual contributor closing complex, enterprise-level digital health, behavioral health, or virtual care contracts. Deep familiarity with Medicaid, Commercial and ASO self-funded plan mechanics and structures. Experience indirectly selling point solutions, specialty benefits, or value-based care programs through health plan ASO partnerships. Proven track record of sourcing, contracting and growing high-performance channel partnerships with health plans. Strong financial acumen, with the ability to present ROI models, total cost-of-care analyses, actuarial summaries, and complex clinical outcomes to C-suite healthcare executives. Excellent communication, executive presence, and presentation skills — comfortable engaging CMOs, CFOs, commercial leaders, and network leaders. Experience selling the value of technology-enabled services while linking value to HEDIS and Medicaid measures, such as IET, FUA, and POD. Strong technical fluency in CRM platforms (specifically HubSpot), standard sales productivity tools, and value-selling frameworks. Ability to travel up to 30% within the assigned region and to trade shows and conferences. P