Vice President of Business Development

InStride Health

4d•$194,000 - $215,000•Remote

About The Position

InStride Health is seeking a Vice President of Business Development to lead its national field sales organization and develop strategies for building trusted referral partnerships with pediatricians, child psychiatrists, and health systems. This executive role reports to the Chief Commercial Officer and is part of the Commercial Leadership Team. The position involves owning a layered field organization, transforming local provider trust into a scalable national referral engine for pediatric anxiety and OCD care. This is a high-impact role for a leader passionate about building a category-defining go-to-market strategy at a fast-growing, mission-driven company. The role is fully remote, with a preference for candidates in the Eastern time zone due to travel requirements.

Requirements

10+ years of progressive commercial leadership experience in healthcare business development, provider sales, or healthcare services, including 4+ years managing people managers within a field sales organization.
Experience operating within a venture-backed or private equity-backed, high-growth healthcare startup environment and building or scaling a field sales organization from an early stage.
Direct experience in pediatric healthcare, behavioral health, or youth mental health, with a clear understanding of the clinical trust required to work with pediatricians, child psychiatrists, and health systems.
Strong track record of using CRM and modern sales technology stacks, including proven experience or a clear vision for leveraging AI-based tools to automate, optimize, and enhance field sales team performance.
Experience reporting directly to C-suite leadership and contributing to a cross-functional commercial leadership team.
Experience managing high-stakes provider relationships, and ideally partnering closely with a payor-facing counterpart.
An established network of relationships with pediatric health systems, provider groups, or behavioral health referral sources.

Nice To Haves

MBA or equivalent advanced degree preferred.

Responsibilities

Design and scale InStride’s national field coverage model using regional referral data, capacity modeling, and growth targets.
Evaluate and adopt sales technology, including AI-enabled tools, to improve lead qualification, pipeline visibility, and territory coverage.
Build field metrics and pipeline reporting that tracks referrals from first provider contact through enrollment.
Track health system and market trends to inform territory planning ahead of geographic expansion.
Serve as an active member of the Commercial Leadership Team, partnering with the CCO, VP of Marketing, and SVP of Payor Growth to build unified go-to-market strategy.
Set service-level agreements with Clinical Admissions leadership that remove intake bottlenecks and strengthen the onboarding experience.
Translate field insights from providers and health systems into recommendations for clinical delivery and product leadership.
Protect InStride’s reputation with providers and families, ensuring growth targets never come at the expense of a compassionate experience.
Coach and develop a team of Regional Directors, who manage a national team of Territory Managers.
Build an accountable, results-driven field culture that stays true to InStride’s mission and values.
Own sales enablement, onboarding, and performance management for the field organization.
Guide Regional Directors through complex personnel decisions, territory design, and performance management cases.
Define InStride’s approach to building consultative, trust-based partnerships with pediatricians, child psychiatrists, and health systems.
Personally manage InStride’s most significant provider relationships and lead strategic conversations with health system leadership.
Travel 15-25% of the time to lead field rides, evaluate team performance, and close key partnerships.
Turn successful local sales approaches into playbooks the broader field team can use nationally.