Business Development Director - Payor Partnerships

About the company

The company is the leading virtual, evidence-based eating disorder treatment program on a mission to ensure that everyone with an eating disorder can access treatment that works. Created by clinical experts in the field and people with lived experience, the company builds upon evidence-based treatments to empower individuals to reach lasting recovery. All the company patients receive a dedicated care team, including a therapist, dietitian, physician, and peer and family mentor. The company operates in all 50 states and is partnered with most major health insurance plans. Learn more about our strong outcomes [link for members] and treatment approach at [link for members] [link for members]

Founded in 2019, the company has been a fully virtual company since its inception and is proud of the highly-engaged, passionate, and diverse Equipsters that have created the company’s culture.  Recognized by Time [link for members] as one of the most influential companies of 2023, along with awards from Linkedin [link for members] and Lattice [link for members] we are grateful to Equipsters for building a sustainable treatment program that has served thousands of patients and families.

About the Role

We are looking for a strategic, results-driven, and relationship-focused Business Development Director to lead and accelerate the expansion of our Payor Partnerships team. Working closely alongside the VP of Patient Access and the CEO, this role is pivotal in architecting high-impact health plan strategies, securing value-based contracts, and ensuring patients across all 50 states have access to the company's evidence-based care.

The Business Development Director combines visionary strategic thinking with rigorous operational execution. You must be equally skilled at navigating complex enterprise deal structures and building long-term, high-trust relationships with C-suite and executive leaders at major health plans. This individual is highly credible, collaborative, and analytically minded, driven by a passion to build meaningful partnerships, optimize pipeline operations in Salesforce, and build repeatable frameworks that allow the company to scale efficiently.

Key Responsibilities

Strategic Payor Partnerships & Market Expansion

• Own end-to-end strategic payor contracting and partnership strategy, working in close collaboration with the VP of Patient Access, Chief Revenue Officer, and CEO.

• Lead business development efforts to execute value-based contracts, alternative payment models, and strategic enterprise expansions (e.g., employers and benefits consultants) that align with the company’s clinical model and growth objectives.

• Identify and cultivate long-term, high-trust relationships with C-suite and executive decision-makers across clinical, network, and innovation teams at major health plans.

Pipeline Ownership & Strategic Revenue Operations

• Drive pipeline discipline and multi-year forecasting across a rolling 12–36 month horizon, leveraging Salesforce to ensure executive visibility, accurate deal progression, and predictable revenue growth.

• Establish priority account strategies and targeted engagement frameworks to penetrate key regional and national payor markets.

• Lead cross-functional alignment with Legal, Compliance, Clinical Operations, and Finance to navigate complex regulatory landscapes, ensure value-based contract success, and streamline market launch processes.

Strategic Execution & Organizational Leadership

• Architect high-impact executive pitch materials, business cases, and financial models for complex enterprise deal cycles.

• Serve as a senior domain leader representing the company's value proposition, clinical outcomes, and business model to health plan leadership and enterprise stakeholders.

• Build scalable, repeatable cross-functional playbook processes that allow the company to expand market share rapidly while maintaining high standards of clinical care.

• Perform other duties as assigned.

Qualifications

• 10+ years of progressive experience in business development, strategic partnerships, strategic finance, or network development within digital health, health plans, or healthcare provider organizations.

• Proven track record of structuring, negotiating, and closing complex payor partnerships and value-based or alternative payment contracts.

• Highly credible communicator comfortable building consensus and presenting complex business cases to C-suite and executive stakeholders at major health plans.

• Deep proficiency with Salesforce and CRM-driven revenue operations, with demonstrated experience in pipeline forecasting, funnel analytics, and multi-year growth modeling.

• Strong quantitative ability to run financial scenarios, model business cases, and balance deal velocity with long-term profitability and operational compliance.

• Strategic problem-solver who thrives in a fast-paced environment, possessing a high sense of ownership, humility, and a passion for expanding access to life-saving care.

Compensation & Benefits Package

Compensation

• Earning Potential Range: $128,000 to $160,000 + 15% Annual Performance Bonus Potential

Time Off

• Flex PTO policy (3-5 wks/year recommended) + 11 paid company holidays.

• Generous parental leave.

Core Benefits

• Competitive Medical, Dental, Vision, Life, and AD&D insurance.

• Equip pays for a significant percentage of benefits premiums for individuals and families.

• Spring Health, a 100% employer-paid mental health benefit through Guardian.

• You can receive 5 free therapy sessions and 5 free coaching sessions per year for you and each of your dependents.

• Employee Assistance Program (EAP), a company paid resource for mental health, legal services, financial support, and more!

• HealthJoy, a 100% employer-paid platform connecting you to a healthcare concierge who can help you navigate your benefits.

• 401K Option!

Work From Home Additional Perks

• $50/month stipend to cover home internet expenses.

• $250/month stipend to use a co-working space.

• Initial work-from-home stipend of up to $500.

• Reload of $200 on the home office stipend at the 3-year mark and then every other year after that (year 5, year 7, etc.).

• Company Laptop.

Physical Demands

Work is performed 100% from home with limited travel required. This is a stationary position that requires the ability to operate standard office equipment and keyboards as well as to talk or hear by telephone. Sit or stand as needed.

At the company, Diversity, Equity, Inclusion and Belonging (DEIB) are woven into everything we do. At the heart of the company’s mission is a relentless dedication to making sure that everyone with an eating disorder has access to care that works regardless of race, gender, sexuality, ability, weight, socio-economic status, and any marginalized identity. We also strive toward our providers and corporate team reflecting that same dedication both in bringing in and retaining talented employees from all backgrounds and identities. We have the company DEIB council, the company For All; also referred to as EFA. EFA at the company aims to be a space driven by mutual respect, and thoughtful, effective communication strategy - enabling full participation of  members who identify as marginalized or under-represented and allies, amplifying diverse voices, creating opportunities for advocacy and contributing to the advancement of diversity, equity, inclusion, and belonging at the company.

As an equal opportunity employer, we provide equal opportunity in all aspects of employment, including recruiting, hiring, compensation, training and promotion, termination, and any other terms and conditions of employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, familial status, age, disability, weight, and/or any other legally protected classification protected by federal, state, or local law.

Our dedication to equitable access, which is core to our mission, extends to how we build our "village." In line with our commitment to Diversity, Equity, Inclusion, and Belonging (DEIB), we are dedicated to an accessible hiring process where all candidates feel a true sense of belonging. If you require a reasonable accommodation to complete your application, interview, or perform the essential functions of a role, we invite you to reach out to our People team at [link for members]

#LI-Remote