Conditions Subscriptions Director

GoodRx•Santa Monica, CA

2d•$164,000 - $350,000

About The Position

GoodRx is seeking a Conditions Subscriptions Director to lead and scale its conditions subscriptions business end-to-end. This role requires an experienced, hands-on direct-to-consumer operator with a proven track record of driving revenue growth, scaling business operations, and leading cross-functional initiatives within high-growth D2C health or consumer businesses. The Director will bring deep expertise in building subscription businesses that convert, retain, and cross-sell cash-pay telehealth customers at scale. Reporting into the VP, Conditions Subscriptions, the Director will help define and execute the strategy for this growing line of business, including expansion beyond current condition offerings. This role will be accountable for business performance, including P&L and unit economics, while ensuring strong alignment with the GoodRx brand, mission, and broader company strategy. The Director will exercise independent judgment in setting priorities, developing operating plans, and directly advancing initiatives from opportunity identification through launch and optimization. The Director will serve as a subscription business expert and key advisor to senior leadership, leading cross-functional efforts across Product, Marketing, Data, Finance, Clinical Operations, and other teams. This role requires someone who can both set direction and engage directly in the analysis, problem-solving, and execution needed to deliver a best-in-class consumer experience and achieve ambitious revenue, growth, retention, and profitability goals—responsibly and compliantly. This is a highly visible role with the opportunity to shape and scale subscription-based healthcare solutions at GoodRx.

Requirements

Typically requires 15 years of related experience with a bachelor’s degree; 12 years with a master’s degree; or 8 years with a PhD; or equivalent experience. MBA or another relevant advanced degree preferred.
Extensive experience across product, growth, general management, or related disciplines, with demonstrated ability to both lead and directly execute high-impact business initiatives.
Deep expertise in subscriptions, recurring revenue, and consumer businesses, with demonstrated success scaling customer acquisition, conversion, retention, and monetization.
Proven experience having significant accountability for a P&L or major business line, ideally within D2C telehealth, virtual care, cash-pay healthcare, or a comparable consumer subscription business.
Deep knowledge of consumer subscription models, pricing and packaging, customer experience, churn reduction, retention, and LTV optimization, with the ability to apply established practices and develop new approaches to critical business challenges.
Strong financial and analytical acumen, with the ability to work directly with data and customer insights and translate findings into strategy, investment decisions, operating priorities, and measurable business results.
Demonstrated ability to lead complex, cross-functional initiatives at scale, independently determine objectives and approaches, and align teams with different priorities around shared business goals.
Strong judgment and problem-solving skills, including the ability to develop solutions with limited information and evaluate implications for longer-term strategic objectives and multiple functions.
Excellent executive communication, stakeholder management, and influencing skills, with the credibility to serve as a subject matter expert and trusted advisor to senior leadership.
A collaborative, hands-on leadership approach, with the willingness and ability to engage deeply in the business, uncover insights, solve complex problems, and bring new concepts to market.

Nice To Haves

Experience scaling a D2C telehealth, healthcare, or subscription business to millions of users and/or $50M+ in annual recurring revenue, with demonstrated success managing CAC efficiency, payback periods, and sustainable contribution margins.
Experience in health tech, consumer healthcare, or scaled consumer digital platforms is strongly preferred.
Experience driving growth within a multi-product ecosystem, including successful execution of upsell, cross-sell, bundling, and portfolio expansion strategies.
Demonstrated ability to balance near-term business performance and operational execution with longer-term strategic investments and new growth opportunities.
Experience operating within HIPAA, MLR, healthcare advertising requirements, and platform policies applicable to sensitive healthcare categories such as sexual health, hair loss, dermatology, metabolic and weight management, and mental health.

Responsibilities

Lead the condition subscription business and its financial performance, including P&L and key unit economics such as blended CAC, payback period, contribution margin, ARPU/LTV, and churn. Monitor performance, identify gaps, and execute improvements to deliver against revenue, subscriber growth, retention, and contribution margin targets.
Help develop and execute the business strategy and growth roadmap for condition subscriptions, identifying opportunities to expand existing offerings, enter new condition areas, and strengthen GoodRx’s position in the cash-pay healthcare market. Translate longer-term objectives into clear operating priorities, milestones, and measurable outcomes.
Partner with Marketing on customer acquisition strategy and execution, connecting the end-to-end customer experience with creative, messaging, channel mix, and audience strategies for the category. Evaluate results and apply learnings to improve acquisition efficiency.
Define, test, and optimize subscription and monetization strategies, including pricing, refill cadence, bundles, referral and loyalty programs, and other mechanics across condition areas such as hair and skin, sexual health, metabolic and weight management, and mental health.
Drive improvements across the telehealth customer funnel, using data and customer insights to identify friction and drop-off, develop solutions, and partner with teams to implement and measure changes.
Develop and execute programs to improve customer lifetime value, including onboarding, retention, save, win-back, upsell, and cross-sell initiatives designed to increase ARPU and LTV while reducing churn.
Lead cross-functional business execution in partnership with Product, Marketing, Data, Finance, Clinical Operations, and other teams. Establish shared objectives, resolve dependencies and competing priorities, and directly advance critical initiatives to deliver measurable business outcomes.
Use analytics and business insights to guide decisions, forecast performance, identify growth opportunities and risks, and prioritize business and product improvements. Exercise sound judgment when information is incomplete, balancing near-term performance with longer-term strategic goals.
Apply deep subscription expertise to complex business challenges, adapting proven approaches and developing new ideas where existing solutions are insufficient. Serve as a key advisor on decisions that affect multiple functions and future offerings.
Maintain a deep understanding of the competitive and market landscape, including emerging consumer healthcare models, competitive offerings, customer expectations, and relevant healthcare trends. Translate insights into actionable business recommendations.
Expand the value of the GoodRx ecosystem by identifying and executing opportunities to integrate condition subscriptions with broader GoodRx offerings, including savings, mail order, labs, and content, while evaluating and launching new condition categories.
Operate effectively within healthcare regulatory and compliance requirements, including HIPAA, applicable state telemedicine requirements, and FTC/FDA advertising standards, and appropriately support MLR review processes in partnership with relevant internal experts.
Manage key external business relationships with provider groups, pharmacies, labs, and other partners, ensuring appropriate quality, cost, capacity, performance, and service levels. Work directly with partners and internal teams to resolve operational issues and align capacity with demand.
Strengthen cross-functional team effectiveness, establishing clear goals, operating mechanisms, and accountability for results. Provide expertise, coaching, and hands-on guidance to support execution and develop others.
Build strong working relationships with key decision-makers and influence senior and executive stakeholders through clear recommendations, rigorous analysis, and sound judgment on complex business decisions and strategic tradeoffs. Secure alignment and carry decisions through execution.