Strategic Partnerships Director, Payer

About us Pomelo Care is the leading virtual medical practice for women and children, providing care across pregnancy, postpartum, pediatrics, menopause, and perimenopause. We combine proactive, 24/7 clinical care with technology that helps us reach patients earlier, identify risks sooner, and deliver personalized care throughout their journey. Our team includes clinicians, technologists, operators, and problem-solvers working together to make high-quality care more accessible for families nationwide. About The Role: Your north star : Grow and accelerate Pomelo’s payer pipeline, expanding our opportunities to serve patients. This Strategic Partnerships Director, Payer will manage the complete sales cycle for health plans, from designing go-to-market strategies and developing client relationships, to structuring and negotiating contracts. This role reports to the Chief Commercial Officer and is open to any candidates located in the continental US. What you'll do: Source, accelerate, and manage a pipeline of health plan opportunities Communicate Pomelo's value proposition effectively with health plan stakeholders, ranging from C-level executives to operational leaders, based on a thorough understanding of the market landscape and individual buyer's needs Analyze pipeline data and develop operational processes to accelerate partnerships Develop presentation and proposal materials for growth opportunities Collaborate closely with Pomelo’s Partnerships and Marketing teams on prospective customer opportunities, including pitches, conferences, and presentations Advocate for prospective customer needs internally, and work cross-functionally on strategic projects critical to Pomelo’s growth Who you are: 5+ years of experience in an enterprise sales, growth, or business development role, with at least 2 years of experience selling into health plans Strong problem solving and project management experience spanning cross-functional teams and competing priorities Interest and willingness to research new domain areas by leveraging existing data and resources Highly adaptive, entrepreneurial, and pragmatic — able to turn ideas into action Eager to thrive in a fast-paced, metric-driven environment Exceptional written and verbal communication skills — ability to distill complex information to simple messaging Bonus points if you have any of the following Experience accelerating commercial growth through channel partners Experience working in a virtual care setting and/or with value-based care models Why you should join our team By joining Pomelo, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup that always puts the patient first. You will learn, grow and be challenged, and have fun with your team while doing it. We strive to create an environment where employees from all backgrounds are respected. We value working across disciplines, moving fast, data-driven decision making, learning, and always putting the patient first. 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. Actual compensation may vary based on relevant experience, skills, competencies, and certifications. At Pomelo, we are committed to hiring the best team to improve outcomes for all mothers and babies, regardless of their background. We need diverse perspectives to reflect the diversity of problems we face and the population we serve. We look to hire people from a variety of backgrounds,