Manager, Partner Development (Health Plan and Employer)

Accountabilities:

• New Business Development: Lead a consultative, end-to-end sales process with employer benefits leaders and HR decision-makers, from initial conversations through negotiation and signed agreements, while building and actively managing a pipeline of new employer prospects.
• Pipeline Management: Prioritize opportunities across health plan programs, nurture existing prospects, and develop structured approaches for stalled or lost opportunities to create future reactivation and revenue opportunities.
• External Relationship Management: Independently lead calls and meetings with employer stakeholders and external partners, establishing credibility with senior decision-makers and representing healthcare partnership programs professionally.
• Commercial Negotiation: Manage commercial discussions, negotiate terms, and drive qualified opportunities through to close while balancing immediate revenue objectives with longer-term partnership potential.
• Partnership Growth: Serve as a key point of contact for existing healthcare partnerships, monitor engagement and performance, identify upsell and expansion opportunities, and cultivate relationships that support renewals, references, and broader account growth.
• Process Improvement: Examine the existing sales and account-management journey to identify bottlenecks, broken handoffs, ordering or fulfillment inefficiencies, and other friction points, then drive practical improvements that increase signed and activated accounts.
• Cross-Functional Collaboration: Partner closely with marketing, product, legal, operations, and other internal teams to secure the materials, resources, and operational support needed to sell, activate, support, and grow accounts.
• Partner Insights: Gather feedback from employers and partners and translate it into clear, actionable recommendations that improve customer outcomes and strengthen the overall partnership model.
• Performance & Reporting: Track progress across new and existing accounts, communicate results and opportunities effectively, and contribute to measurable improvements in revenue, engagement, activation, and account growth.

Requirements

• Experience: 5+ years of experience combining new-business sales with post-sale account growth, client success, or partnership management, ideally within digital health, employee benefits, health plans, HR technology, or another enterprise B2B environment involving complex, multi-stakeholder sales cycles.
• Commercial Track Record: Demonstrated ability to build and manage a pipeline, close new business, grow existing accounts, identify expansion opportunities, and generate measurable commercial results.
• Fixer Mindset: Comfortable working within established processes while proactively identifying gaps, inefficiencies, workarounds, and opportunities to improve the way sales and account management operate.
• Executive Presence: Confident leading external meetings independently, including conversations with senior stakeholders, and able to establish trust and credibility quickly.
• Process Improvement: Proven experience improving or scaling an existing sales or account-management motion rather than simply executing a stable process, with the ability to make commercial operations more effective and revenue-generating.
• Communication: Strong written and verbal communication skills, with the ability to adapt a broader partnership proposition into compelling, buyer-specific messaging.
• Ownership & Follow-Through: Highly motivated, organized, proactive, and persistent in moving opportunities forward, following up on commitments, and delivering results without requiring extensive oversight.
• Cross-Functional Skills: Comfortable collaborating with marketing, legal, operations, and other specialist teams while coordinating resources and logistics without directly owning those functions.
• Adaptability: Able to thrive in a fast-growing environment where priorities can evolve quickly and where initiative, speed, and practical problem-solving are valued.

Benefits

• Competitive Compensation: Competitive salary and equity packages.
• Salary Range: Market-based compensation ranging from $99,450 to $140,000, depending on the applicable geographic compensation region.
• Healthcare: Health, dental, and vision insurance, along with mental health resources.
• Product Benefit: An employee product provided for personal use, plus discounts for friends and family.
• Paid Time Off: 20 days of paid time off, 13 paid holidays, and 8 days of flexible wellness time off.
• Additional Leave: Paid sick leave and parental leave.
• Remote Work: Remote working arrangement.
• Growth & Impact: Opportunity to build new business, grow strategic healthcare partnerships, and directly influence commercial processes and customer outcomes.
• Cross-Functional Environment: Exposure to marketing, product, legal, operations, and healthcare partnership functions in a fast-growing organization.