Valor Capital Group
Valor Capital Group

VP of Health Plan Sales

XP Health

XP Health

Sales & Business Development
San Carlos, CA, USA
Posted on Sunday, April 14, 2024

XP Health recently raised $25 M Series A (and extension) to transform vision benefits for insurance carriers, companies, and employees. XP Health is a vision care company that has reinvented how members get eye exams and eyewear using technology and by creating a highly personalized experience, ultimately democratizing high-quality vision care for all. We are disrupting a $40B annual industry that has seen minimal innovation over the past 20 years and have expanded our reach to over 1,500 clients.

At XP Health, we are revolutionizing the optical industry by providing cutting-edge eyewear products and exceptional customer service. We believe that everyone deserves clear vision and stylish eyewear to express their unique personalities.

The Opportunity:

We are currently seeking a VP of Business Development who will play a pivotal role in XP's commercial growth. You will be responsible for sourcing new commercial client opportunities through prospecting, networking, and fostering consultant relationships with key payer distribution partners, ancillary carriers, benefit aggregators, and larger employer groups (7500+ lives). You will need to collaborate with cross-functional teams to quantify and manage all aspects of the sales process and projects, balancing client and internal team objectives and communications.

Please note that this role requires the ability to travel up to 50% of the time, including at XP headquarters in San Carlos, CA, for training and onboarding during your initial months of employment (Pending Travel Restrictions).

Key Responsibilities:

  • Primarily, you will source new clients and partnerships in a defined geography
  • Establish, build, and maintain strong relationships with clients and stakeholders across functions and levels, from C-suite to day-to-day procurement.
  • Nurture relationships directly in your market with companies as well as other key players in your market, including consultants and brokers; build an on-the-ground presence through face-to-face relationships
  • The core of this role will be leading internal brainstorming, analyzing and identifying partnership opportunities, strategy development, prospecting, deal structuring, negotiation, and implementation.
  • Demonstrate a broad comprehension of the needs, market trends, industry challenges, major players, relevant products, and technologies across the healthcare and benefits landscape.
  • Build pipeline by prospecting and identifying new opportunities
  • Develop an operating calendar, and a detailed account plan/forecast
  • Help build the playbook - in collaboration with team members and leadership, continue to cement learnings and actively solve for blockers in the customer journey


  • 10+ years of proven business development/ sales success
    • Experience in healthcare, specifically with payers is preferred
    • Experience selling 7-figure deals preferred
  • Demonstrated ability to articulate complex ideas to a wide-ranging audience.
  • Significant experience negotiating contracts with current and prospective partners, which includes connecting with internal parties to determine requirements and coordinating both internal and external stakeholders on implementation and execution.
  • Extremely organized and able to work efficiently in ambiguous scenarios. You are also comfortable working autonomously in a fast-moving environment.
  • Comfortable developing and maintaining partner and prospective partner relationships
  • Document all activity in the CRM to contribute to real-time pipeline/forecast accuracy
  • Ability to travel up to 50% of the time

  • Experience successfully navigating the healthcare ecosystem (health plans, provider organizations, digital health, employer groups, consultants) to drive growth is a plus
  • Experience with Google Workspace Suite is a plus
  • Experience selling 7-figure deals.

CA Pay Range

$150,000—$170,000 USD