Strategic Partnerships Director, Medicaid

Responsibilities

• Own the full enterprise sales cycle, from conference networking and outreach through sales calls, contract structuring, and deal close.
• Build and manage a pipeline of Medicaid health plan opportunities.
• Navigate complex stakeholder environments and build relationships with C-suite executives, VP-level champions, and operational decision-makers.
• Develop presentations, proposals, and ROI frameworks tailored to each health plan’s priorities.
• Analyze pipeline data and refine go-to-market processes to improve win rates and shorten sales cycles.
• Travel to conferences and in-person meetings with health plan leaders; expected travel is approximately 25% in Q1–Q2 and 50% in Q3–Q4.

Requirements

• 5+ years of experience in enterprise sales, growth, or business development.
• At least 2 years of experience selling into health plans.
• Demonstrated success closing complex deals with $500,000–$1 million+ annual contract value.
• Deep understanding of health plan priorities and complex, multi-stakeholder buying processes.
• Ability to identify economic buyers, decision-makers, and influencers across deals involving 20+ stakeholders.
• Exceptional written and verbal communication skills.
• Strong resilience, resourcefulness, coachability, and comfort operating autonomously in an ambiguous, growth-stage environment.
• Metrics-oriented approach to pipeline management and prioritization.
• Willingness to travel frequently for conferences and health plan meetings.

Compensation and Benefits

• Base salary: $165,000–$185,000.
• Expected on-target earnings: $330,000–$370,000, plus equity.
• Medical, dental, and vision coverage for employees and families.
• High-deductible health plan and HSA options.
• Flexible Spending Account.
• Equity grant participation.
• 401(k) program.
• Competitive vacation policy.
• 16 weeks of paid parental leave.
• Fully remote work within the United States.