# Strategic Partnerships Director, Medicaid

**Company:** [Pomelo Care](https://hotfix.jobs/companies/pomelo-care)
**Location:** Remote
**Role:** Account Executive
**Salary:** $330k – $370k/yr
**Experience:** 5+ years
**Skills:** Enterprise Sales, Business Development, Pipeline Management, Go-to-Market Strategy, ROI Analysis, Contract Negotiation, Sales Presentations, Health Plans, Medicaid, Pipeline Analytics, Stakeholder Management
**Posted:** 2026-08-28

> Leads enterprise sales and strategic growth for Medicaid health plan partnerships, managing complex, multi-stakeholder deals from prospecting through close. Requires 5+ years of enterprise sales, growth, or business development experience, including health plan sales.

## Job Description

## 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.

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