Strategic Partnerships Director, Medicaid

Job Overview

As a Strategic Partnerships Director on the Medicaid team at Pomelo Care, you will drive topline revenue growth by building and expanding partnerships with Medicaid health plans.

Responsibilities

• Own the full sales cycle, from conference networking and outreach to leading sales calls to structuring contracts and closing deals.
• Build and manage a robust pipeline of Medicaid health plan opportunities.
• Navigate complex stakeholder environments, building relationships with C-suite executives, VP-level champions, and operational decision makers.
• Develop compelling presentations, proposals, and ROI frameworks tailored to each plan's priorities.
• Analyze pipeline data and continuously refine go-to-market processes to improve win rates and shorten cycles.
• Travel to conferences and in-person meetings to build trusted relationships with health plan leaders (Q1 and Q2 travel ~25%, Q3 and Q4 ~50%).

Requirements

• 5+ years of experience in an enterprise sales, growth, or business development role, with at least 2 years of experience selling into health plans.
• Demonstrated track record of closing complex deals $500k-$1M+ ACV.
• Deep understanding of health plan priorities, including identifying economic buyers, decision makers, influencers, and navigating deals with 20+ stakeholders.
• Exceptional written and verbal communication skills, with the ability to distill complexity into clear, simple messaging.
• Resourceful, with top-tier grit and resilience, and metrics-oriented with a focus on tracking pipeline and using data to prioritize time.

What Drives You

• Passionate about improving women's and children's health outcomes in Medicaid.
• Motivated by being a top performer on a team that is focused on winning.
• Comfortable operating in an ambiguous environment and working at the intersection of healthcare and technology.

Benefits and Perks

• Comprehensive Health, Dental, and Vision coverage for employees and their families.
• High deductible Health Plans with Health Savings Account (HSA) options.
• Flexible Spending Account (FSA).
• Equity grant participation.
• 401(k) program.
• Competitive vacation policy.
• 16 weeks paid parental leave.
• Fully remote work flexibility within the US.

Compensation

The expected base salary range for this role is $165,000-$185,000. This role is also eligible for variable compensation, with expected on-target earnings of $330,000 to $370,000, and equity, giving you an ownership stake in Pomelo's mission.