Eliza Hoffman

About Eliza Hoffman

I\'m a GM-level revenue leader who has spent 13+ years at the intersection of growth strategy, execution, and human behavior in Healthcare IT and B2B SaaS.Today, I own the P&L for Quest\'s Regional Payer business, a $55M CARR portfolio spanning 400+ Blue, regional, and ancillary health plan relationships. My scope covers net-new growth, renewals, expansion economics, pricing discipline, and sponsor-facing forecast cadence across some of the most complex, regulated buying cycles in enterprise software.What I\'ve learned is that payer deals don\'t close on product features or pricing alone. They close on trust built across multiple stakeholders over long cycles and they stay closed because the commercial infrastructure underneath them was built right. I\'ve scaled this portfolio from $4.5M to $55M while improving gross margin from 72% to 79%, which tells you something about how I think about growth: revenue that costs you the business isn\'t growth.Technically astute. But what genuinely sets me apart is deep intuition, sharp pattern recognition, and the ability to anticipate what\'s coming, before the market, the buyer, or the competition sees it. I\'ve operated through full PE hold and exit under sponsor-grade rigor, where forecast precision, renewal durability, and margin integrity weren\'t aspirations, they were the job.If you\'re building or scaling a Healthcare IT or SaaS platform, whether it\'s full time, fractional, or advisory, and need a revenue leader who can hold the commercial architecture together while the business grows around it, I\'d welcome the conversation!

Experience

1. Vice President, Regional Payers

   Quest Analytics®,LLC

   May 2021 — Present

   Own and protect a $55M enterprise payer CARR portfolio spanning 400+ Blue, regional, and ancillary health plan relationships, delivering 92% gross revenue retention and 107% net revenue retention.• Engineered multi-threaded payer penetration strategy across Blues, regional, and specialty markets, reducing single-point-of-failure risk and accelerating consensus across 12-month enterprise buying cycles with ACVs of $250K–$450K.• Architected the commercial transition from founder-led selling to sponsor-grade revenue operations across two PE ownership cycles, institutionalizing pipeline inspection, stage rigor, and CRM governance to deliver 93–95% forecast accuracy and board-ready reporting cadence.• Instituted deal desk controls, pricing guardrails, and packaging discipline that improved gross margin from 72% to 79% while scaling CARR from $4.5M to $55M, demonstrating that revenue growth and margin integrity are not a tradeoff when commercial infrastructure is built right.• Drove $8.7M in recurring revenue through a cloud-first migration strategy across 87 logos, establishing the commercial playbook for durable platform expansion.• Served as the primary voice of the payer market into Product, converting active deal intelligence into structured roadmap input, RFP gap analysis, and build/buy/partner decisions that kept the product competitive in a rapidly evolving regulatory environment.• Built proof point infrastructure including ROI models, actuarial validation frameworks, and payer-specific case studies that moved deals from interest to commitment at the C-suite level, shaping competitive positioning from real objection patterns.

Education

• University of Wisconsin-Stout

  Bachelor of Science, Consumer Merchandising/Fashion Marketing and Business Administration and Management

• Western Governors University

  Master of Business Administration