Strategic Partnerships Director, Medicaid

Pomelo Care • New York, NY

22h • $165,000 - $185,000 • Remote

About The Position

Pomelo Care is seeking a Strategic Partnerships Director, Medicaid to drive topline revenue growth by building and expanding partnerships with Medicaid health plans. This role involves sourcing, managing, negotiating, and closing deals with health plans. The ideal candidate is passionate about improving outcomes in women’s and children’s health and has a deep understanding of navigating Medicaid Managed Care Organizations (MCOs). This position reports to the VP of Medicaid Partnerships and is open to candidates located in the continental US.

Requirements

• 5+ years of experience in an enterprise sales, growth, or business development role
• At least 2 years of experience selling into health plans
• Demonstrated track record of closing complex deals $500k-$1M+ ACV
• Deep understanding of health plan priorities - you know how to identify economic buyers, decision makers, influencers and how to navigate deals with 20+ stakeholders
• Top-tier grit and resilience - health plan sales cycles are long and competitive; you know how to stay in the game
• Exceptional written and verbal communication skills - you can distill complexity into clear, simple messaging
• Resourceful - you move fast, improvise well, and don’t wait to be handed a playbook
• Coachable - you ask good questions, learn constantly, and welcome direct feedback
• Metrics-oriented - you track your pipeline with discipline and use data to prioritize your time
• On the road - you are excited to travel to conferences every week in Q3 and Q4, and be on the ground meeting with health plans throughout the year

Nice To Haves

• Energized by the autonomy and scope of working at a growth-stage company that is scaling rapidly
• Passionate about improving women’s and children’s health outcomes in Medicaid
• Being a top performer on team that is obsessed with winning
• Operating in an ambiguous environment
• Working at the intersection of healthcare and technology

Responsibilities

• Own the full sales cycle - from conference networking and outreach to leading sales calls to structuring contracts and closing deals
• Build and manage a robust pipeline of Medicaid health plan opportunities
• Navigate complex stakeholder environments, building relationships with C-suite executives, VP-level champions and operational decision makers
• Develop compelling presentations, proposals and ROI frameworks tailored to each plan’s priorities
• Analyze pipeline data and continuously refine go-to-market processes to improve win rates and shorten cycles
• Travel to conferences and in-person meetings to build trusted relationships with health plan leaders - Q1 and Q2 travel ~25%, Q3 and Q4 ~50%

Benefits

• Comprehensive Health, Dental, and Vision coverage for employees and their families
• High deductible Health Plans with Health Savings Account (HSA) options
• Flexible Spending Account (FSA)
• Equity grant participation
• 401(k) program
• Competitive vacation policy
• 16 weeks paid parental leave
• Fully remote work flexibility (within the US)

What This Job Offers

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