Chief Commercial Officer

Centivo•Buffalo, NY

11d

About The Position

We exist for workers and their employers -- who are the backbone of our economy. That is where Centivo comes in -- our mission is to bring affordable, high-quality healthcare to the millions who struggle to pay their healthcare bills. Centivo is seeking a visionary and execution-oriented Chief Commercial Officer (CCO) to own and drive the full commercial engine of the company. As a key member of the senior leadership team the CCO will be accountable for the entire revenue lifecycle: new business acquisition across all market segments, existing client retention and growth, client implementation, and revenue operations, inclusive of all channels This is a rare opportunity for a commercial leader who thrives at the intersection of strategy and execution — someone who can craft a bold go-to-market vision, build and develop high-performing teams, and relentlessly drive the operational discipline required to scale a mission-driven self-funded health plan. The CCO will be instrumental in positioning Centivo for the next phase of growth.

Requirements

Bachelor’s degree required; advanced degree (MBA or equivalent) preferred
12+ years of commercial leadership experience in health benefits, health plans, health technology, or a closely adjacent industry (TPA, PBM, benefits administration)
7+ years in a senior executive role with ownership of multiple commercial functions — ideally including sales, client success, and at least one of: rev ops, implementation, or issue resolution
Demonstrated success scaling a commercial organization through a hyperscale or high-growth phase — from early traction through sustained, repeatable growth
Deep expertise in the self-funded employer market, including broker/consultant distribution dynamics, RFP processes, and the operational realities of plan administration
Ability to collaborate with technical functions such as actuarial and clinical as well as operational support functions such as claims and member services
Experience leading both national/strategic accounts and middle market sales motions simultaneously, with an understanding of how to build differentiated approaches for each segment
Proven track record of building and developing exceptional teams — attracting, developing, and retaining high-caliber talent at all levels
Strong fluency in revenue analytics, pipeline management, CRM disciplines, and commercial forecasting
Exceptional ability to build trust and productive relationships with employer clients, broker partners, and internal cross-functional stakeholders

Nice To Haves

Experience at a venture-backed or growth-stage health plan or health tech company in a commercial leadership role
Familiarity with ACO-based or primary care-centric care delivery models
Track record of building or transforming a revenue operations function

Responsibilities

Commercial Strategy & Revenue Growth Craft and own Centivo’s enterprise-wide commercial strategy, integrating new sales, retention, and expansion into a unified growth framework
Set the strategic direction for market segmentation, channel strategy, and go-to-market motion across national/strategic accounts and the core/middle market segment
Steer pricing strategy, deal structure, and commercial terms in partnership with Finance and Legal to maximize long-term revenue and margin
Drive annual revenue planning, bookings targets, and pipeline governance; deliver accurate and transparent forecasting to the CEO, President/COO, and Board
Influence product strategy by serving as the voice of the market and the client; champion commercial needs in product development and roadmap prioritization
Position Centivo competitively in the self-funded employer market through deep knowledge of industry dynamics, competitor landscape, and broker/consultant ecosystem
Serve as “face of the franchise” to external stakeholders, such as employers, brokers and consultants, purchasing coalitions, health system partners (as appropriate), and other stakeholders
New Sales — National Accounts & Middle Market Lead and develop the sales organization spanning strategic/national accounts and the core/middle market segment, ensuring each team has the right talent, tools, and playbooks to hit growth targets
Shape the sales model and team structure to support hyperscale — building repeatable, scalable processes that enable growth without proportional cost increases
Sponsor the development and continuous refinement of sales training programs, including consultative and challenger-based selling approaches tailored to the broker-driven health plan market
Drive broker and consultant relationship strategy, ensuring Centivo is top-of-mind with key distribution partners in every target market
Cultivate alternative channels into client executive teams, including health system partnerships and other product/vendor partnerships
Establish robust pipeline management disciplines, KPIs, and revenue analytics across all segments; use data to identify and close performance gaps quickly
Collaborate with marketing on the design and execution of supporting marketing plan
Oversee sales compensation design and commission structures in partnership with People and Finance to attract, retain, and motivate top commercial talent
Client Success — Retention & Growth Own the client success function end-to-end, setting the strategic vision and KPIs for client retention, satisfaction, and revenue expansion
Architect a proactive client success model that drives measurable outcomes for clients and deepens Centivo’s value proposition across the employer and member lifecycle
Define and govern the metrics that matter most: net revenue retention (NRR), gross retention, client health scores, and employer/member satisfaction
Drive alignment between client success, implementation, and issue resolution to ensure a seamless, high-quality client experience from sale through renewal
Champion executive-level client relationships with strategic employer accounts, serving as a senior commercial point of contact and escalation path
Revenue Operations Steer the revenue operations function to ensure commercial infrastructure — CRM, data, reporting, process, and tooling — supports scalable growth
Set enterprise-level standards for pipeline hygiene, forecasting accuracy, and revenue analytics; hold the organization accountable to consistent commercial cadences
Drive alignment between revenue operations and the broader commercial team to optimize lead flow, sales cycle velocity, and conversion rates across segments
Sponsor technology and automation investments that improve sales team productivity and client success capacity without adding headcount proportionally
Ensure revenue operations maintains strong connectivity with Marketing, Finance, and Legal to support seamless handoffs and end-to-end revenue cycle integrity
Client Implementation Lead the client implementation function, ensuring new clients are onboarded on time, on budget, and in a manner that sets the relationship up for long-term success
Establish scalable implementation processes and playbooks that reduce time-to-value for new clients while maintaining exceptional quality standards
Drive continuous improvement in implementation capacity, tooling, and team development to support business growth without sacrificing client experience
Ensure tight coordination between implementation, sales, and client success so that handoffs are seamless and client expectations are consistently set and met
Leadership & Organizational Development Build, develop, and inspire a high-performing commercial organization across all functions; foster a culture of accountability, collaboration, and continuous improvement
Transform the commercial org to reflect best-in-class practices for a scaling health plan, including team design, spans of control, and hiring for future growth
Navigate complexity and ambiguity with confidence — making sound decisions quickly and guiding the team through change with clarity and purpose
Serve as an active and engaged member of the senior leadership team; contribute to company strategy beyond the commercial function
Partner closely with Finance, Operations, Clinical, Marketing, and Legal to ensure commercial objectives are well-integrated with enterprise priorities