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 Bicycle Health is 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.

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.

Preferred qualifications

• Experience selling telehealth solutions, substance use disorder solutions, behavioral health or broader specialty care sales.
• Existing relationships with regional health plan commercial, Medicaid ASO, and contracting teams.
• Background in digital health, virtual care, or population health management.

Note: Candidates must be currently authorized to work in the United States on a full-time basis and physically reside within the US. Bicycle Health does not offer visa sponsorship now or in the future for this role.

This is a full-time (40hrs per week) remote position.