Channel Partnerships Manager

WellTheory

1d • $150,000 - $190,000 • Remote

About The Position

WellTheory is scaling through channel partnerships with major health plan, PBM, and care navigation organizations. As these partnerships grow, we need a dedicated owner of the partner relationship and co-selling motion. We're looking for a Channel Partnerships Manager to activate and manage these partnerships end-to-end: building the co-selling infrastructure, running joint pipeline reviews, and ensuring every partnership delivers real value on both sides — for our partners, their clients, and our shared members. You'll work alongside our employer and health plan sales team, keeping joint opportunities moving and making WellTheory the easiest partner our partners work with. You'll report to our CEO initially, then to our Head of Commercial. This is a hands-on, high-ownership individual contributor role. You'll step into in-flight deals on day one, operationalize upcoming partner launches, and build the playbook as you go.

Requirements

• Activated partnerships end-to-end — with 7-12+ years in channel partnerships, partner management, or business development in digital health, benefits technology, or health plan/PBM adjacencies.
• Taken a partnership from first conversation through negotiation, contracting, co-selling setup, and first revenue — not just managed relationships someone else built
• Experience building a category, not just selling in one.
• Worked in environments where the solution didn’t fit neatly into an existing box—and you know how to educate the market, not just compete in it.
• Comfortable introducing new models of care, creating urgency where there isn’t yet awareness, and getting decision-makers to see problems—and possibilities—in a new light.
• Energized by shaping the narrative as you are by closing the deal.
• Strong verbal and written communicator.
• Strong presentation skills.
• Craft effective written communication (i.e., emails, proposals, partner-facing materials).
• Diligence and thoughtfulness about word choice.
• Comfortable with others editing important external communications.
• Roll-up-your-sleeves mentality; understand that activation is where partnerships succeed or fail.
• No job is too small and excited to get into the weeds to figure it out—even the most unsexy or complex.
• Thrive in a fast-paced, high-growth startup environment—know when to move fast, when to get scrappy, and when showing up in person can make all the difference.
• Consultative approach; treat partnerships as exactly that, not transactions.
• Asking thoughtful questions, uncovering unspoken needs, and guiding partners toward new perspectives.
• Know how to read the room, meet partners where they're at, and figure out when to push and when not to.
• Win-win mindset.
• Strong collaborator across stakeholders—both internally and externally.
• Build tight feedback loops with a sales team.
• Make referrals actionable.
• Create mutual accountability so joint commitments turn into joint wins.
• Honest about which deals and partnerships are actually likely to close.
• Qualify hard rather than chase every opportunity.
• Keep the pipeline rooted in reality — not wishful thinking.
• Believe hope is not a strategy, and that teams win when everyone operates with clarity, honesty, and alignment.
• Empathy for the autoimmune experience.
• Beginner's mindset; love of learning and like to solve problems from the ground up.
• Curious person and embrace the opportunity to explore the unfamiliar aspects of your role, ask questions, and seek understanding without fear of judgment.
• Openly admit when you make mistakes and are open-minded when it comes to new approaches of problem-solving.
• Unreasonably relentless; have been called a "force of nature" and have done something most people wouldn't (e.g., ran a marathon, started a company, got a degree while working full-time, and/or overcame difficult adversities).
• Persistence is your middle name and you don't give up easily.

Nice To Haves

• Existing relationships with health plan, PBM, or care navigation channel partners
• Experience with sales at a best-in-class digital health company (e.g., Maven, Carrot Fertility, Hinge Health, Progyny, Kindbody, Brightline, etc.) a plus.

Responsibilities

• Activate in-flight channel partnerships — owning each one from signed contract through first joint deal to steady-state co-selling
• Build the co-selling infrastructure: joint pipeline reviews, opportunity assessment processes, and partner-facing playbooks
• Manage ongoing partner relationships — meeting cadences, executive relationships, and escalation handling
• Drive new channel partnership negotiations from initial conversation through contracting
• Partner with AEs and Sales Ops to ensure channel-sourced leads are properly routed, tracked, and followed up in Salesforce
• Represent WellTheory independently in executive-level partner conversations — running meetings, presenting our model, and earning credibility with senior health plan and PBM stakeholders

Benefits

• A team that genuinely cares about each other and the members we serve
• A fully remote company that gathers every year for an annual retreat
• Compensation: $150-190K base salary and bonus, with the final amount depending on directly relevant skills and experience you bring to the role
• Meaningful equity
• Benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed