Senior Manager, Statewide Growth & Strategic Partnerships

Zócalo Health • California, CA

17h • Hybrid

About The Position

Zócalo Health is a tech-enabled, community-oriented primary care organization serving people who have historically been underserved by the one-size-fits-all healthcare system. We partner with health plans, providers, and community organizations to deliver culturally competent primary care, behavioral health, and social care. Our model is built for populations with high medical and social complexity, where fragmented care drives poor outcomes and unnecessary cost. We combine local, community-based teams with virtual care and modern technology to deliver coordinated, whole-person care where members live and receive support. Founded in 2021, Zócalo Health is backed by leading healthcare and mission-aligned investors and is scaling rapidly across states and populations. We are building a durable care platform designed to perform in constrained healthcare environments and to lead the shift toward accountable, value-based care.

Requirements

• 7+ years of experience in healthcare partnerships, enterprise account management, strategic growth, or market development roles
• Proven track record managing enterprise-level accounts or multi-stakeholder partnerships with accountability for referral or enrollment outcomes
• Experience developing and executing market entry strategy across geographies
• Strong executive presence with the ability to build relationships and influence senior decision-makers
• Highly data-driven, with experience using performance metrics, pipeline reporting, and market intelligence to inform strategy
• Experience facilitating or leading cross-functional forums with Finance, Operations, and regional leadership teams
• Deep familiarity with the California healthcare landscape, including Medi-Cal managed care, health plan dynamics, and community-based referral ecosystems
• Comfortable operating both at the strategic and executional level, moving between enterprise accounts and field-level market activation
• Reliable transportation and willingness to travel extensively throughout California
• Must be authorized to work in the United States.

Nice To Haves

• Experience with CalAIM, Enhanced Care Management (ECM), or Medi-Cal managed care programs
• Existing relationships with statewide health plans, DHCS, or large community-based organizations
• Experience leading or coordinating cross-regional growth strategy in a multi-market organization
• Familiarity with DHCS-funded programs including PATH, CITED, or community supports infrastructure
• Experience in startup or high-growth healthcare environments
• Bilingual English-Spanish strongly preferred

Responsibilities

• Own the portfolio of key statewide accounts and large enterprise-level partners, serving as the senior relationship owner for accounts that span multiple regions or carry statewide significance
• Negotiate, structure, and activate enterprise partnerships that generate referral pipelines across multiple counties simultaneously
• Maintain an enterprise account pipeline from prospect through producing, with clear production targets per account
• Translate enterprise relationships into actionable referral pathways that regional teams can execute against
• Act as the strategic plug-and-play growth lead for high-priority counties, including Santa Clara, San Bernardino, Riverside, LA, Contra Costa and Sacramento
• Treat Sacramento as a dual-value market: a county to grow and the seat of statewide influence, where DHCS, state legislators, statewide associations, and key decision-makers are concentrated
• Lead market entry strategy in target counties, coordinating with Regional General Managers to ensure statewide relationships translate into on-the-ground enrollment production
• Identify and remove barriers to rapid market activation across new and underperforming county markets
• Own and chair a weekly Statewide Growth Standup bringing together the Director of Patient Support, the Regional General Managers, and the SVP of Finance
• Use this forum to make intentional, data-driven decisions about which counties to grow, where to shift strategy, and how to reallocate resources based on opportunity
• Bring partner production data, pipeline health, enrollment trends, and market intelligence to each session so decisions are grounded in evidence rather than instinct
• Document decisions, owners, and follow-through so growth strategy compounds week over week
• Meet weekly with the Regional General Managers of California to connect statewide partnerships to regional execution
• Ensure statewide and enterprise relationships trickle down into actionable opportunities for Market Growth Managers and Member Acquisition Specialists in each region
• Provide regional teams with warm introductions, referral pathways, and partner context so field teams convert statewide relationships into local enrollments
• Surface regional insights upward so enterprise account strategy reflects what is actually happening in the field
• Own the strategy, design, and execution of key strategic mixers in counties where Zócalo Health is pursuing increased market penetration
• Curate guest lists that combine health plan leaders, referral partners, community organizations, and decision-makers with both statewide and local influence
• Use events as deliberate market entry and account acceleration tools, with defined goals for new partner commitments, referral pathway activations, and pipeline generated per event
• Track post-event conversion so every mixer is accountable to measurable partnership and enrollment outcomes
• Track statewide referral volume, enterprise account production, county activation milestones, and partnership-to-enrollment conversion
• Maintain a statewide market opportunity map covering health plan dynamics, CalAIM developments, county-level demand, and competitive activity
• Provide the executive team with regular statewide growth reporting and strategic recommendations
• Use performance data and market intelligence to continuously refine statewide strategy and county prioritization

Benefits

• Competitive salary: $135,000 annually
• Equity compensation package
• Comprehensive benefits including medical, dental, and vision
• 401k
• Flexible PTO policy - take the time you need to recharge
• $1,000 home office stipend
• We provide the equipment needed for this role.
• Opportunity for rapid career progression with plenty of room for personal growth.

What This Job Offers

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