Head of Medicaid Payer Sales

Pomelo Care

13d • $200,000 - $220,000

About The Position

Pomelo Care is the national leader in evidence-based healthcare for women and children. We deliver personalized, high-quality clinical interventions from reproductive care and pregnancy, infant care and pediatrics, to hormonal health through perimenopause and menopause, with long-term preventive care and condition management. Our model delivers 24/7 multispecialty care to address the medical, behavioral, and social factors that most significantly impact outcomes for women and children. We partner with payers, employers, and providers to expand access to quality healthcare across the system.
Role Description
Your North Star: Build, lead, and scale Pomelo’s Medicaid sales organization to expand our impact across the Managed Care landscape nationwide.
The Head of Medicaid Sales will lead a team of Sales Executives responsible for driving new partnerships exclusively with Medicaid Managed Care Organizations (MCOs) and state health entities. You will be accountable for your team’s performance against growth goals by hiring a high-performing team that understands the nuances of the Medicaid regulatory environment, value-based contracting, and the unique needs of Medicaid beneficiaries.

Requirements

• 10+ years of experience in enterprise sales or business development, with direct experience with Medicaid value-based payment (VBP) models and state-level procurement processes
• 4+ years of experience leading high-performing sales team
• Proven track record of building sales organizations that successfully sell into Medicaid MCOs or state-funded health programs
• Able to translate complex Medicaid policy and reimbursement shifts into actionable sales strategies
• A mentor who can hire, motivate, and retain talent capable of navigating the high-stakes Medicaid environment
• Outstanding relationship builder to develop new and manage existing relationships to facilitate Pomelo’s growth strategy
• Strong accountability for growth performance KPIs with a data-driven command of sales metrics and strategies

Responsibilities

• Lead, hire, and coach a team of Medicaid Sales Executives to achieve and exceed revenue goals specifically within the Medicaid market.
• Develop and operationalize Pomelo’s Medicaid go-to-market strategy, including state-by-state segmentation, MCO coverage models, and specialized sales playbooks
• Forecast and report on pipeline performance, focusing on the long-cycle, high-impact nature of Medicaid contracting
• Establish clear metrics and accountability for end-to-end deal progression, from sourcing through negotiations and contracting to closed deals.
• Articulate Pomelo’s value proposition and differentiators effectively to win in the market
• Identify new opportunities to serve Medicaid and public sector segment customers
• Support the team in navigating the intricate organizational structures of national and regional Medicaid plans to accelerate deal velocity
• Monitor Medicaid policy shifts, including CMS rulings and state RFP cycles, to inform proactive sales strategies
• Represent Pomelo externally at Medicaid-focused conferences and events to build relationships and strengthen our brand among public sector stakeholders

Benefits

• Competitive healthcare benefits
• Generous equity compensation
• Unlimited vacation
• Membership in the First Round Network (a curated and confidential community with events, guides, thousands of Q&A questions, and opportunities for 1-1 mentorship)

What This Job Offers

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