Director of Strategic Partnerships

Frontera Health•San Francisco, CO

6d•Hybrid

About The Position

Frontera is reimagining how children with autism and other behavioral health needs get the care they deserve. We bring together world-class clinicians, technologists, and autism specialists to build cutting-edge AI tools that help care teams work smarter and spend more time with the children and families who need them most. Our platform is HIPAA-compliant and designed for the real-world needs of behavioral health teams - from psychologists to ABA therapists. By combining evidence-based care with powerful technology, we’re expanding access to high-quality services for families everywhere. Our Mission Frontera exists to close the care gap: every child, no matter where they live, should be able to access effective behavioral healthcare. About Frontera Frontera is building the AI infrastructure for pediatric behavioral health. We combine technology with real clinical operations to help providers, health systems, and payers expand access, increase clinical capacity, improve care coordination, and deliver better outcomes for children and families. Our technology is embedded directly into our own clinical operations, allowing us to build, deploy, and refine products against real workflows, real patient journeys, and real operating constraints. That puts Frontera at an unusual intersection: we are an AI technology company with technology deeply embedded in clinical care delivery. We can engage a children’s hospital on clinical capacity, an MCO on access and total cost of care, a provider organization on operating leverage, and a state Medicaid program on network adequacy and access, often as part of the same partnership. This role is designed to turn that position into durable strategic relationships, scaled distribution, and meaningful revenue. The role You will build and own Frontera’s strategic partnership portfolio across interconnected channels, including integrated pediatric behavioral health organizations, children’s hospitals and academic medical centers, Managed Care Organizations (MCOs), and state and local government. These are not siloed partnership tracks. The highest value opportunities often sit at the intersection of multiple stakeholders and require someone who can navigate clinical, operational, payer, and government conversations simultaneously. This is a senior individual contributor role with the expectation of building a small team over time. You will spend the majority of your time in the market, developing relationships with health system executives, Medicaid leaders, government stakeholders, and CMOs and other senior leaders within managed care organizations. You will translate those relationships into signed agreements, pilots, and scalable commercial partnerships, and then help operationalize them into revenue generating programs, referral pipelines, and expanded deployment of Frontera’s AI enabled technology and services.

Requirements

Willingness to travel approximately 60% of the time, including frequent travel to New Mexico and other priority strategic markets
6+ years of experience in strategic partnerships, business development, enterprise sales, or market development, with at least 3 years focused on health systems, managed care organizations, government, or other complex healthcare accounts
Demonstrated track record of closing and operationalizing complex enterprise partnerships, including referral agreements, pilot programs, value based arrangements, strategic partnerships, or public sector contracts
Deep familiarity with Medicaid managed care, including how MCOs evaluate provider partners, assess access and network needs, structure pilots, and contract with behavioral health organizations
Strong understanding of health system decision making and organizational structures, with the ability to navigate clinical, operational, population health, strategy, finance, and contracting stakeholders
Experience developing relationships with senior healthcare leaders, including health system executives, Medicaid leaders, MCO CMOs, clinical leaders, and government stakeholders
Ability to manage long, complex sales and partnership cycles involving multiple stakeholders, competing priorities, and cross functional internal teams
Experience with state or local government healthcare programs, including Medicaid, early intervention, Developmental Disabilities authorities, waiver programs, or other public sector health initiatives
Commercial orientation with a track record of turning strategic relationships into signed agreements, revenue, referral volume, market expansion, or measurable business outcomes
Ability to operate as a senior individual contributor today while building the systems, playbooks, and foundation for a small partnerships team over time

Nice To Haves

Experience in healthcare services or broader behavioral health
Existing relationships with MCO contracting or value based care teams at regional Medicaid focused plans
Familiarity with EHR integration and interoperability technology partnership structures
Experience with state or federal grant programs that fund behavioral health access

Responsibilities

Develop and expand enterprise partnerships with scaled pediatric behavioral health, autism care, and integrated care delivery organizations. Structure partnerships that combine Frontera’s AI-enabled technology, clinical services, referral pathways, and operating capabilities to create meaningful revenue and strategic distribution.
Build partnerships with children’s hospitals, academic medical centers, and pediatric health systems around diagnostic coordination, outpatient referrals, care navigation, clinical capacity, and technology deployment. These are complex, multi-stakeholder negotiations requiring you to navigate clinical leadership, service-line executives, care coordination teams, innovation leaders, and contracting functions to move from initial relationship to signed agreement and operational launch.
Structure and negotiate pilots, network partnerships, preferred provider arrangements, value-based models, and other strategic agreements with Medicaid managed care organizations and commercial health plans. Translate Frontera’s clinical outcomes, access improvements, AI enabled efficiency, and network capabilities into a compelling economic and clinical value proposition for payer partners.
Develop partnerships with state Medicaid agencies, early intervention programs, Developmental Disabilities authorities, counties, municipalities, and other relevant government entities. Navigate public sector contracting, procurement, waiver programs, grants, and state-specific reimbursement structures to create scalable pathways for Frontera’s technology and services.
Identify and develop opportunities that sit at the intersection of health systems, managed care, provider organizations, and government. The strongest partnerships may involve multiple stakeholders and you will be expected to hold those conversations simultaneously and structure a unified partnership model.
Own the partnership lifecycle from initial relationship through signed agreement, pilot launch, operationalization, and expansion. Maintain a disciplined pipeline in HubSpot and work cross functionally with clinical operations, product, finance, and customer teams to ensure partnerships move beyond signing into revenue-generating programs, durable referral pipelines, and expanded deployment of Frontera’s AI-enabled services. Report partnership sourced revenue, referral volume, pipeline value, conversion, and expansion metrics to the CCO and executive team on a regular cadence.

Benefits

Stock options
Health benefits
401(k) plan
4 weeks of PTO per year
Catered lunch from local Denver restaurants five days a week, plus occasional breakfasts and dinners
Robust snack program and great coffee options (including cappuccino machine and cold brew cans)
Regular team events and low-key socials
Up to $150/month commuter stipend
Discounted nearby parking
Discounted Colorado Athletic Club membership