About the role
About Carda:
Carda Health is building the world's first patient-centered virtual heart and lung platform, starting with cardiac and pulmonary rehab. With only 10% of eligible patients accessing rehab, we're revolutionizing care through accessible, effective, and engaging home-based programs. Backed by top investors, we partner with leading hospitals and insurers to expand access to life-saving treatments. We are a team of clinicians, mathematicians, entrepreneurs, and engineers who believe technology and data, when applied ethically, can transform healthcare.
The role
You will own Carda's health plan revenue, from first meeting through pilot, expansion, and multi-market or national contract. You will sell to national carriers (UnitedHealthcare, Aetna, Cigna, Elevance, Humana, CenterWell,etc) and regional plans (BCBS affiliates, provider-sponsored and MA-focused plans such as SCAN and Devoted). Medicare Advantage is the primary book; commercial, Medicaid, duals (D-SNP), and potentially employer lines are secondary (the majority of the focus will be in MA focused).
This is a builder seat. You bring the relationships; Carda brings proven outcomes and a team ready to scale.
What you will do
- Own a named list of national and regional health plans and build multi-threaded relationships across Medicare products, Stars and quality, care management, network, value-based contracting, and procurement.
- Run the full cycle: discovery, ROI modeling, pilot design, contracting, launch, and pilot-to-scale conversion while working with Sr. leadership to ensure alignment to overall Go-to-market strategy.
- Design pilots that are built to convert: pre-agreed success metrics, a measurement plan, and an expansion trigger written into the agreement.
- Structure deals across fee-for-service, PMPM, outcomes-based, and shared-savings models, partnering with finance on pricing and with legal on contracting.
- Translate Carda outcomes into plan priorities: Star Ratings, readmissions, MLR, HEDIS, member experience, and total cost of care.
- Work alongside the Strategic Account Manager to drive expansion on existing relationships
- Forecast accurately in Salesforce and keep a stage-gated pipeline current every week.
- Represent Carda at National Events with a heavy influence on what events and organizations we should join based on the strategy.
- Feed market intelligence back to product, clinical, and leadership to drive Carda’s innovation and ensure Health Plan clients see us as a strategic lever to pull for years to come
- Negotiate and re-new national contracts to expand access to care and / or Carda’s offering (through additional services) on a national level
What you bring (required)
- 3++ years selling directly to health plans as a quota-carrying seller.
- Medicare Advantage selling experience is required. Commercial-only or Medicaid-only backgrounds will not be considered.
- At least one deal you personally carried from pilot through multi-market or national partnership.
- A current network of decision-makers at national and regional plans.
- Fluency in MA economics: Star Ratings, risk adjustment, MLR, benefit design, and the bid cycle.
- Experience pricing and negotiating PMPM, case-rate, or value-based contracts.
- Comfort with 6–24 month sales cycles and a disciplined pipeline process.
- An ecosystem of trusted partners that are able to be leveraged for strategic insight, opportunity development and market insight
- Industry expertise that allows Carda to be a pioneer in the space; leveraging news, publications, legislation and CMS regulations to better position ourselves in Health Plans
Nice to have
- Experience selling a digital health, virtual care, or care management solution.
- Cardiology, chronic disease, or post-acute experience.
- D-SNP, Medicaid, or employer (self-funded) selling experience.
- Prior experience at a growth-stage company with lean resources.