VP of Commercial Partnerships

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. Your North Star: Architect, lead, and scale Pomelo’s commercial partnerships to expand our reach across the commercial payer landscape nationwide. The VP of Commercial Partnerships will lead a team of Strategic Partnerships Directors, responsible for driving new strategic relationships with commercial payers. Unlike a traditional sales role, you will focus on strategic business development, identifying opportunities to integrate Pomelo’s care model into commercial benefit designs. You will be accountable for your team’s performance against growth goals by hiring a high-performing team that understands the nuances of the commercial payer market, employer-sponsored health trends, and value-based contracting. What You'll Do: Hire, mentor, and lead a team of Partnership Leads to achieve and exceed growth goals specifically within the commercial payer market Develop and operationalize our commercial go-to-market strategy, focusing on partnership structures that align with commercial payer incentives and member engagement goals Forecast and report on partnership development performance, focusing on the complex, relationship-driven nature of commercial contracting Establish clear metrics and accountability for the full partnership lifecycle, from initial BD outreach and strategic alignment through to final contract execution Refine and articulate Pomelo’s value proposition to differentiate our model in a competitive commercial landscape Support the team in navigating the intricate organizational hierarchies of national and regional commercial plans to accelerate partnership velocity Monitor commercial health trends, including shifts in fully-insured vs. self-insured dynamics and private-sector value-based care evolution Represent Pomelo externally at major industry conferences and partnership summits to build long-term relationships with key commercial stakeholders Who You Are: 15+ years of experience in business development or strategic partnerships, with bonus points for direct experience in commercial payer partnerships and private sector healthcare 4+ years of experience leading high-performing BD or partnership teams A proven track record of building complex, long-term partnerships with large enterprises rather than transactional sales A leader who can hire and retain talent capable of navigating the nuanced, high-level negotiations inherent in the commercial sector Strong accountability for growth KPIs with a command of partnership metrics and lifecycle management 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 $210,000-$220,000. This role is also eligible for variable compensation, with expected on-target e