Strategic Accounts Director in at HLH Holdings LLC dba Highlight Health

About Highlight Health

If you have spent time in payment integrity, you know the industry's quiet truth: most review happens after the check clears, most findings die in appeals, and the plan sponsor never sees proof of what they actually paid for. Highlight Health was built by people who decided that was not good enough. We review high-dollar claims before they are paid, reprice them with a comprehensive approach, and provide plan sponsors a Documented Record: evidence that every payment decision was right, at a price they can defend to the people they cover. Fiduciary duty has always been the law; we make it provable. As our Strategic Accounts Director, you will bring that proof to the clients so they achieve optimal savings that enable them to provide quality coverage for their members.

Position Summary

The Strategic Accounts Director exists to establish and grow long term relationships with the market's largest and most sophisticated plan sponsors: large self-funded employers, Taft-Hartley health and welfare funds, and government plan sponsors. You will generate pipeline, negotiate signed engagements, drive active claim flow, and grow every account you win.

This role sits at the intersection of fiduciary governance, healthcare economics, and enterprise sales. As an account lead, you will work directly with our executive leadership on deal structure and pricing, with our claims teams on delivery, and with the client success team on a service relationship that centers around business impact.

The Results You Own

• Strategic new logo revenue. You bring independent review to employers and funds that have been paying on trust, and you own the revenue that follows from leading each customer in the right direction. You drive your pipeline from multiple sources including introductions from partner networks.
• Maximizing the impact. Every account you win has more value to find, and its growth is yours: expanding claim volume, attaching services that widen the client’s savings (line-item review, price transparency analysis, community programs), and growing the relationship year over year.
• Executive sponsorship that lasts. You build relationships deep inside each fund and employer that are built on a foundation of partnership and shared goals with trustees, fund administrators, benefits leadership, and their advisors.
• A data driven approach to results. You let the data do the talking internally and externally. You keep a qualified pipeline that is up to date and in line with your forecasting motion and you turn claims data into narratives a CFO or trustee board acts on.

How You Will Operate

• Educate a market that needs your help. Most plan sponsors have never seen proof of what they pay; you give them their first look. You will turn fiduciary pressure and real dollar savings into consultative, education-led engagements.
• Know each account better than its vendors do. You maintain a living account plan for every named relationship: their funding structure, their TPA and stop-loss stack, their pressures, and where the next dollar of savings lives.
• Lead large deals. You take point on multi-year and custom-structured engagements as we define them, working directly with executive leadership on pricing and terms and collaborating with brokers and consultants on RFPs as needed.
• Run a disciplined process. You run a rigorous sales process: clean stages, accurate forecasts, meticulous CRM discipline, and intelligent use of modern tools to make every selling hour count. The way you work will help establish the best practices Highlight Health scales on.

Qualifications

Required

• 8+ years of enterprise sales experience in healthcare cost containment, payment integrity, stop-loss, TPA services, or self-funded benefits, closing complex, multi-stakeholder deals on long cycles.
• Direct experience selling to Taft-Hartley health and welfare funds or similarly large self-funded plan sponsors, with the credibility and presence to engage trustees and fund leadership as a peer from the first meeting.
• A documented record of quota attainment on high-value new business. Candidates who cannot tell that story in detail will not advance.
• Fluency in how self-funded plans work: the roles of TPAs, brokers, and stop-loss carriers, ERISA fiduciary duties, and the CAA transparency requirements now reshaping what plan fiduciaries must prove.
• You already use AI tools daily to multiply your selling output, and you can show us how.

Preferred

• Working familiarity with facility claims mechanics (UB-04, 837I, repricing methodologies) and the ability to translate them into plain fiduciary language.
• Experience selling to government or public-sector plan sponsors.
• Time at a payment integrity or cost containment vendor selling into this ecosystem.

What You Bring

• Genuine curiosity about how healthcare claims actually get priced and paid
• Hands-on engagement with tools, data, and your own results
• Bias toward action; you move without waiting for permission
• Data-driven judgment and honest self-assessment
• Executive presence under committee scrutiny
• An owner's mentality about your book and your number
• Comfort operating in a high-growth environment where the playbook is evolving
• High integrity; you sell on evidence, not hype

Compensation Philosophy

This role carries a competitive base salary and uncapped variable compensation. The plan is built for a new-business sales professional: upside is real, there is no ceiling, and pay follows performance. That structure mirrors how we work with our clients; we win when they do.

Why Join Highlight Health

It's time for the people writing the checks to know the price is right before they pay it. As our Strategic Accounts Director, you will build the relationships behind that promise: partnering with the large employers, labor funds, and public-sector plans whose members have the most at stake, and growing every relationship on the strength of independent review, real savings, and a record that proves it.