Director of Partnerships - Consultants & Health Plans

Responsibilities

• Build high-trust partnerships with benefit consultants and health plan sales teams to grow the Middle Market and National Accounts pipeline.
• Lead client discussions end-to-end, including discovery, positioning, and follow-up strategy.
• Navigate self-funded and fully insured plan dynamics and position the company’s behavioral health solution.
• Conduct strategic prospecting and lead discovery across consultant and health plan channels.
• Translate complex value propositions into concise pitches and detailed discussions of claims economics.
• Deliver tailored pitches, address complex objections, and secure clear commitments and next steps.
• Maintain strong CRM hygiene and structured pipeline management.
• Travel up to 20%.

Requirements

• 10+ years of experience in healthcare, such as at a carrier or consulting firm.
• 7+ years in a client-facing sales or account management role.
• Experience building partnerships within the consultant and health plan community.
• Experience owning or co-owning consultant and health plan relationships and influencing employer opportunities through those channels.
• Experience with multichannel prospecting and lead discovery.
• Deep understanding of self-funded and fully insured plan structures and how consultants and health plan sales teams advise employer clients.
• Ability to immediately lead client-facing conversations end-to-end.
• Located on the West Coast or possessing a deep regional network.

Nice-to-haves

• 1+ year of experience at a high-growth mental health startup, such as Spring, Lyra, Modern Health, Headway, or Alma.
• Primary relationships on the West Coast.
• Experience traveling up to 20%.
• Strong organizational skills and a zero-error approach to CRM hygiene and pipeline management.

Compensation and Benefits

• Annual salary range of $234,000–$278,350.
• 100% remote work environment for employees based in the United States; Hawaii is currently excluded.
• Medical, dental, vision, life, disability, and FSA/HSA benefits.
• 401(k) plan access.
• Generous time-off policies, including two company-wide shutdown weeks each year for most employees.
• Paid parental leave for birthing, non-birthing, adopting, and fostering parents.
• Employee Assistance Program.
• Quarterly department stipend for team-building activities or in-person gatherings.
• Community and employee resource groups.
• New-hire home office stipend and a $50 monthly internet or cell phone stipend.
• $50/month wellness stipend and year-round wellness initiatives.