Associate Director – Care Expansions Partnerships

Responsibilities

• Lead outbound business development efforts to identify, research, and engage prospective partners across targeted domestic verticals, including care expansion categories and large, high-complexity institutional accounts.
• Develop and execute go-to-market strategies for net-new partner categories, including sectors characterized by long sales cycles, layered procurement processes, and rigorous compliance requirements.
• Build and manage a robust pipeline across multiple verticals simultaneously, advancing opportunities from early-stage engagement through contract execution - including deals that span 12-24+ months from initial outreach to close.
• Cultivate long-term institutional relationships at the senior and executive level, maintaining consistent engagement and trust-building across extended timelines.
• Navigating complex procurement, contracting, and compliance processes common to large regulated-sector organizations, coordinating closely with Legal, Finance, and Compliance throughout.
• Work cross-functionally with Product, Clinical, and Operations teams to assess feasibility of new partnership constructs and identify where Better Help's practices, materials, or infrastructure may need to evolve to meet institutional partner requirements.
• Lead internal readiness efforts for new institutional verticals - including guiding adaptation of clinical protocols, compliance documentation, product configurations, and partner-facing materials - in partnership with relevant internal stakeholders.
• Develop partnership strategies across specialty behavioral health providers (SMI, SUD, eating disorders), digital therapeutic partners, and other referral-based care organizations aligned to Better Help's care expansion roadmap.
• Structure creative partnership models including white-label offerings, network extensions, embedded solutions, referral agreements, and other channel arrangements appropriate to each partner type.
• Deliver partner-facing presentations, onboarding sessions, and demos with a focus on executive-level commercial discussions and deal advancement.
• Collaborate with Marketing and internal stakeholders to build customized value propositions, one-pagers, and integration models tailored to each partner's unique needs and regulatory context.
• Design and operationalize referral pathways with Clinical and Product teams to reduce member turnaways and improve care continuity.
• Monitor partner performance and referral volume to optimize care expansion impact over time.
• Represent emerging partner verticals internally, informing product roadmap considerations and category expansion strategy.

Requirements

• 9+ years of experience in enterprise sales, partnership development, or business development within healthcare, digital health, health benefits, or adjacent B2B ecosystems.
• Demonstrated success originating and closing complex, high-value deals with long sales cycles and multiple internal and external stakeholders.
• Experience navigating procurement, compliance, or contracting processes within large institutional organizations - particularly those with formal or regulated purchasing structures.
• Proven ability to sustain senior-level relationships over extended timelines without active deal momentum, maintaining trust and positioning through multi-year engagement cycles.
• Strong cross-functional leadership skills, with experience driving internal alignment to adapt products, processes, or materials to meet new partner category requirements.
• Exceptional written and verbal communication skills, with confidence presenting to internal leadership and senior external stakeholders.
• Proven track record of originating and launching partnerships that drive measurable operational or strategic impact.
• Familiarity with mental health care delivery or healthcare compliance (e. g., HIPAA) is a plus.
• Ability to thrive in a fast-paced, remote-first environment with high accountability and limited structure.
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