Senior Director, Business Development and Partnerships

Zus Health • Boston, MA

22h

About The Position

Zus Health is seeking a healthcare-savvy leader to own and scale Business Development & Partnerships. Reporting to the COO within the Commercial organization, this role sets partnership strategy, serves on the commercial leadership team, and presents partnership strategy and results to the senior leadership team. The leader initially works as a player-coach and builds a team as partnership motions are proven.

The position has three connected mandates: strategic and product partnerships, partner-led channel and ecosystem growth, and data partnerships that expand the completeness and quality of the Zus network. The role develops relationships with healthcare technology platforms, cloud and enterprise software leaders, EHR and integration vendors, diagnostics and life sciences organizations, payers, academic and cancer centers, and data sources including labs, pharmacies, claims, encounters, and networks.

The role shapes joint strategies, negotiates and launches partnerships, and develops repeatable approaches that expand Zus into new products and markets. It works closely with executives and with the CEO, COO, board, Sales, Solutions Engineering, Marketing, Customer Success, Legal, Product, and Engineering. The leader also brings partner and market insight into the product roadmap, represents Zus at industry events and policy forums, and monitors developments in interoperability, TEFCA, information blocking, and AI policy.

Requirements

• Experience leading partnerships or business development at a technology or health technology company.
• A track record in product partnerships, channel or go-to-market partnerships, and data acquisition or licensing.
• Ability to hold both business and technical conversations about APIs, integrations, workflows, data models, security, and compliance.
• Understanding of what is required to make partnerships work in production.
• Knowledge of the healthcare data ecosystem, including the EHR/EMR landscape, interoperability networks and HIEs, CMS, TEFCA, claims and pharmacy data flows, lab data, and payer/provider dynamics.
• Strong negotiation skills, including the ability to design mutually beneficial deals and understand data licensing economics, revenue share, and associated commercial and legal structures.
• Ability to create compelling stories and materials, lead complex cross-functional work without formal authority, and use data to guide investment decisions.
• Experience driving channel revenue through referrals, resellers, or other strategic go-to-market approaches, and implementing partner enablement, co-marketing, and co-sell.
• Executive presence and strong network- and relationship-building skills.
• Ability to set strategy and close deals directly, with enthusiasm for working where the playbook is still being written.

Nice To Haves

• Corporate development or M&A experience.
• A real-world data or life sciences partnership background.
• Experience on the partner side at a large platform company.

Responsibilities

• Set and execute Zus's strategic partnership strategy, including prioritizing partners and deciding where to invest or walk away.
• Build and lead C-level relationships and structure embedded and OEM deals, joint offerings, co-development, data licensing, and strategic investment.
• Manage complex partner relationships, including situations involving coopetition or partners that are also customers.
• Partner with the CEO, COO, and board on corporate development, market mapping, inbound strategic interest, and evaluating acquisitions.
• Develop partner-led go-to-market across EHR and practice management vendors, CRM and cloud marketplaces, analytics platforms, AI-native clinical companies, and services firms.
• Select and implement appropriate channel models, including referral, resale, embedded, marketplace, and co-sell.
• Set rules of engagement between partners and direct sales, including deal registration, conflict resolution, and compensation.
• Develop partner enablement, co-marketing, and co-sell playbooks with Sales, Solutions Engineering, Marketing, and Customer Success.
• Own partner-sourced and partner-influenced pipeline and revenue targets.
• Own the portfolio of data sources behind the Zus network, including labs, pharmacy, claims, ADT and encounter feeds, HIEs, national networks, and TEFCA participants.
• Improve data coverage, freshness, and quality while maintaining healthy unit economics.
• Negotiate data rights, permitted use, licensing models, and compliance terms such as BAAs and DUAs, and launch and operate partnerships with Legal, Product, and Engineering.
• Identify datasets that enable new products and markets, including clinical data depth needed for real-world evidence and life sciences use cases.
• Bring partner and market insight into the product roadmap so integrations and data investments support product-market fit.
• Represent Zus at conferences, industry groups, and policy forums, and stay current on interoperability rules, TEFCA, information blocking, and AI policy.
• Initially operate as a player-coach and build a team as partnership motions prove out.

Benefits

• Competitive compensation reflecting the value the employee brings, with a combination of cash and equity.
• Health insurance.
• Wellness benefits.
• 401(k) with a match.
• Unlimited PTO.

What This Job Offers

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