Director of Medicaid Sales

Description

Join our winning team, recently honored as on Forbes’ list of America’s Best Startup Employers for 2025!

The Helper Bees (THB) was created to fill an obvious need in an underserved community. Inspired by love and brought to reality through passion and determination, The Helper Bees was founded to empower older adult citizens and their families in their search for quality, affordable in-home care providers. We do this by providing older adults the ability to easily review, choose, and access affordable quality in-home helpers.

The Helper Bees mission is to be the best in the world at finding & fulfilling the needs of older adults.

At THB, we define our company culture through our Core Values:

• Quickly iterate through solutions - We move at a fast pace which requires quick iterations to find a path to a repeatable solution
• Seek ways to create immediate impact - Be thoughtful and proactive in how you make an impact on your team. Actively look for ways to make a fast, positive impact.
• Bee the teammate you want to work with - We work as a team, help each other and encourage each other
• Ask questions, answer questions - You can't iterate through solutions if you don't ask the right questions which is why there is an expectation that questions should be asked. When you know the answer, being a good teammate means chiming in to get others up to speed.
• Take the time to celebrate wins - It's so easy for a team that is heads down to forget about all the great things they've accomplished. That's why we make it a priority to remind ourselves to create space to celebrate wins, big or small.

Job Summary:

The Regional Director of Medicaid Sales, West at The Helper Bees is a key role within the Government Solutions vertical, responsible for expanding and strengthening the company’s presence in Medicaid markets across the Western region. This role executes the strategic vision for Government Solutions, with a primary focus on driving revenue through new business development and market expansion within Medicaid.

This position is classified as exempt and is paid on a salary basis in accordance with applicable federal and state laws.

Reporting to:

Reporting to and supporting The Helper Bees VP of Growth.

Supervisory Responsibilities:

• None

Duties/Responsibilities:

• New Business Development: Lead the identification, pursuit, and conversion of new health plan clients in the Medicaid space, consistently delivering against aggressive new revenue targets.
• Strategic Growth Ownership: Owns execution of the Executive Leadership Team’s strategic vision for Medicaid growth, with a focus on acquiring new payer clients and expanding market share across the Western region.
• Growth Process Execution & Scale: Own and execute The Helper Bees’ sales and business development processes for Medicaid in the Western region. Apply a consistent, repeatable approach to the Medicaid market and scale execution to drive growth across state and managed care programs.
• Product Intelligence & Market Insight: Serve as The Helper Bees’ Medicaid subject matter expert for the Western region, delivering clear, data-driven insights to the Executive Leadership Team on regional client needs, service gaps, and market dynamics. Inform product priorities to ensure offerings align with Western state Medicaid programs and managed care organization requirements.
• Competitive & Policy Intelligence: Monitor Western state Medicaid policy changes, RFP activity, and competitor actions to ensure The Helper Bees remains competitively positioned, responsive, and aligned with evolving market dynamics across the region.
• Executive Representation: Own and manage a Western-region Medicaid conference and industry event calendar, ensuring The Helper Bees is consistently represented at a senior level to strengthen brand presence and build strategic payer and stakeholder relationships.
• Reporting & Accountability: Deliver regular performance updates to the VP of Growth and executive leadership, including sales forecasts, pipeline health, and strategic risks/opportunities.

Performance Metrics:

• New Business Revenue: Achieve annual targets for net new Medicaid sales revenue.
• New Logo Acquisition: Secure a targeted number of new Medicaid health plan clients annually.
• Pipeline Development: Maintain a healthy sales pipeline with 3x–5x coverage relative to revenue targets.

This role is eligible for variable compensation under a written incentive or commission plan, provided separately and subject to plan terms.

Requirements

Requirements:

• Preference is for candidates to live and work in California, though experienced candidates outside California may be considered.
• Travel Requirements: Willingness and ability to travel up to 50% of the time to attend client meetings, industry events, and team engagements.
• Experience: 5+ years of demonstrated success driving Medicaid market growth in the Western region, with a strong track record of new payer acquisition and revenue generation through Medicaid-focused sales.
• Deep understanding of Medicaid programs, procurement cycles, bid process, Stars, and the operational priorities of MCO’s.
• Excellent communication and executive presence, with the ability to influence and engage executive leadership.
• Demonstrated success in complex, multi-million-dollar enterprise sales with extended sales cycles and diverse stakeholder management across payer organizations.
• Data-driven decision-making and forecasting, with strong CRM fluency and the ability to manage pipeline health, deal velocity, and performance metrics.
• Entrepreneurial mindset, with a hands-on, results-oriented approach to overcoming challenges and seizing market opportunities.

Education and Experience:

• Bachelor’s degree in business, sales, or a related field; or equivalent experience. MBA or equivalent advanced degree preferred.
• Extensive experience in a senior growth-focused role, ideally within the Medicaid solutions sector.
• Demonstrable success in achieving significant revenue growth.

Physical Requirements:

• Ability to perform job duties using a computer and standard office equipment, with or without reasonable accommodation.
• Constantly operates a computer and other office productivity machinery, such as a phone and Voice over Internet Protocol (VoIP).
• The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations.
• The ability to observe details at close range (typically on a computer screen)
• Ability to lift and carry up to 25 pounds.
• Ability to navigate airports, conference venues, and customer sites, which may include extended periods of walking, standing, and occasional stair climbing.
• This position offers the flexibility of remote work at approved locations within the United States. Candidates must have a reliable internet connection and a designated work environment conducive to professional phone calls and sensitive data. Enjoy the convenience and comfort of working remotely while contributing to our team's success.

The Helper Bees reimburses all reasonable and necessary business expenses in accordance with company policy and applicable local laws.

The Helper Bees is committed to building a workplace where diversity, equity, and inclusion are valued and prioritized. We are an equal opportunity employer that welcomes all qualified applicants without discrimination based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any non-merit based or legally protected grounds.

The Helper Bees provides reasonable accommodations to qualified individuals with disabilities during the job application and interview process. To request accommodation, please let your recruiter know.

As part of our standard hiring process, selected candidates may be required to undergo a background check and/or drug screen. The Helper Bees adheres to applicable federal, state, and local laws regarding these screenings, and the results will be considered in accordance with applicable regulations.

The Helper Bees was recently made aware of a fraudulent entity posing as our organization and requesting personal information. Please be aware of and protect yourself from scams. Visit the careers page of our website to view all current job openings.