Director of Sales Strategy & Operations (Medicaid)

Nadia Care

About The Position

The United States has the poorest maternal and birth outcomes of all developed countries with the underserved, Black, Brown, Indigenous communities disproportionately affected. Nadia Care is working to drastically change the experience of affected communities by reimagining how we deliver meaningful and compassionate care to expectant moms. Nadia Care’s mission is to improve pregnancy, birth and the postpartum journey for women and their families by reimagining how maternity care is delivered. Our team is focused on building trust-based engagement and wrap-around support for expectant moms at home, in person and virtually to ensure they have all the social support they need for a successful and joyful pregnancy journey. We help our members with care navigation, doula support, assistance with lactation, nutrition, housing, transportation and a wide range of other needs. We leverage technology to support our virtual engagement that allows us to meet all our moms where they are. We ensure that our members have trusted sources for support, resources, and information throughout their pregnancy, delivery and well into postpartum. Nadia Care does not replace the primary obstetrician or doctor’s relationships. Instead, we support expectant mothers with all other health-related social needs not typically available through their doctors’ offices. In this highly visible role, the Director of Sales Strategy & Operations will drive new business growth within the Medicaid markets. As the first dedicated sales hire outside of the executive team, this individual will be responsible for building the foundational sales infrastructure from the ground up while deepening external payer relationships to identify new sales opportunities. Reporting to the Chief Operating Officer and working closely with the Chief Executive Officer, you will bridge the gap between high-level business development and tactical execution. You will be the organization’s subject matter expert on Medicaid policies and the regulatory environment to ensure all growth efforts are aligned with the complex nuances of the payer landscape.

Requirements

MBA or equivalent
Bachelor’s Degree in business, communications, health administration or a related field required
RFP experience
Experience building medicaid partnerships and/or selling into medicaid
7+ years experience in healthcare payer strategy
Deep experience in healthplan world (different line of service is OK)
Understanding of medicaid plans and regulations
Creative problem solving
Refined understanding of policy signals
Experience with pricing models and can be innovative
Deep understanding and experience with developing and negotiating payer contracts, particularly for Medicaid MCOs; commercial payer experience is a plus
Deep network and previously established relationships with Medicaid payers
Experience with successful value-based contracting options for specialty services with Medicaid or commercial payers
Excellent written and interpersonal communication skills including active listening, self-management and awareness, emotional intelligence, and a high degree of integrity and professionalism
Proven financial acumen and ability to identify the impact of changes on budget goals and financial targets
Experience facilitating buy-in and engagement across diverse stakeholder groups
Ability to anticipate risks and mitigate effectively
Proven experience selling to C-level executives nationally
Proven record of exceeding sales quota
Experience with Hubspot, Google Suite required
Experience with Series A - Series C start-ups
Ability to travel as needed (up to 30%) for meetings and conferences

Nice To Haves

Experience in women’s health, pediatrics and specialty populations a plus

Responsibilities

Sales Operations and Infrastructure Building
Build and manage the foundational sales technology stack including the CRM (Hubspot) and lead sourcing tools to transition institutional knowledge into a scalable system.
Establish the formal sales playbook by defining lead qualification criteria and creating standardized follow-up cadences.
Create and maintain a repository of sales enablement collateral and competitive intelligence to support ongoing business development efforts.
Define and track key performance indicators to provide the executive team with clear visibility into the sales funnel and conversion rates.
Sales Strategy and Medicaid Pipeline Development
Conduct deep-dive research into state-specific Medicaid landscapes to identify and prioritize high-value targets for the pipeline.
Own the end-to-end process of setting up high-level meetings with health plan executives and coordinate closely with the CEO to leverage their presence effectively.
Partner with the executive leadership team to execute complex business development deals as the tactical lead who maintains momentum toward signed contracts.
Evaluate current and potential new geographic areas for expansion based on regulatory shifts and market demand.
Policy and Regulatory Expertise
Serve as the internal expert on Medicaid policy and state-specific regulatory changes that impact payer priorities.
Lead the business review of all contracts and amendments to ensure they remain in alignment with the current regulatory environment.
Advise the executive leadership team on legislative trends that could impact net revenues or create new opportunities for alternative payment models.
Contract Strategy and Negotiation
Lead contract strategy and negotiations to optimize partnership structure and long-term financial health.
Own the pricing models and review unit economics for each contract in collaboration with the finance team to ensure sustainable growth.
Collaborate with the product team to develop and monitor outcome-based performance metrics for alternative payment models.
Cross-Functional Collaboration
Work across the operations and technology teams to ensure that all sold services can be successfully delivered through smooth implementation hand-offs.
Deliver market insights to the product team to inform the development roadmap based on direct feedback from payer prospects.
Prepare accurate revenue forecasts and advise leadership on market presence and reimbursement trends.

Benefits

Time Off That Works for You
Recharge with annual paid holidays off.
Salaried (Exempt) Employees: Enjoy unlimited time off after the 90-day probation period.
Full-Time (Non-exempt) Employees: Receive three weeks of paid time off after the 90-day probation period.
Comprehensive Health & Wellness Coverage
Medical Insurance: Access top-tier healthcare, covering hospital, surgical, and prescription drug benefits. Coverage begins the first of the following month.
Dental Insurance: Coverage for preventive care, as well as basic and major procedures.
Vision Insurance: Coverage for routine eye exams and eyeglasses.
Security & Future Planning Options
Life Insurance: Financial protection for your beneficiaries.
Disability Insurance: Short-term and long-term coverage in case of illness or injury.
401(k) Retirement Plan: Opportunity to save for the future.