Vice President of Payer Partnerships & Growth (Medicaid)

The Role

In this highly visible role, the Vice President of Payer Partnerships & Growth will drive new business growth within the Medicaid markets. As the first dedicated sales hire outside of the executive team, this individual must arrive with an active, established network of relationships across Medicaid Managed Care Organizations (MCOs) and state health plans. You will be responsible for building our foundational sales infrastructure from the ground up while immediately leveraging your professional network to unlock new sales opportunities.

Reporting to the Chief Executive Officer, you will bridge the gap between high-level business development and tactical execution. You will be the organization’s subject matter expert on Medicaid policies and the regulatory environment to ensure all growth efforts are aligned with the complex nuances of the changing payer landscape.

Responsibilities:

Sales Strategy and Medicaid Pipeline Development

• Leverage your established network within national and regional Medicaid MCOs to immediately seed the sales pipeline with high-value opportunities.
• Conduct deep-dive research into state-specific Medicaid landscapes to identify and prioritize high-value targets for the pipeline.
• Own the end-to-end process of setting up high-level meetings with health plan executives and coordinate closely with the CEO to leverage their presence effectively.
• Partner with the executive leadership team to execute complex business development deals as the tactical lead who maintains momentum toward signed contracts.
• Evaluate current and potential new geographic areas for expansion based on regulatory shifts and market demand.

Sales Operations and Infrastructure Building

• Build and manage the foundational sales technology stack including the CRM (Hubspot) and lead sourcing tools to transition institutional knowledge into a scalable system.
• Establish the formal sales playbook by defining lead qualification criteria and creating standardized follow-up cadences.
• Create and maintain a repository of sales enablement collateral and competitive intelligence to support ongoing business development efforts.
• Define and track key performance indicators to provide the executive team with clear visibility into the sales funnel and conversion rates.

Policy and Regulatory Expertise

• Serve as the internal expert on Medicaid policy and state-specific regulatory changes that impact payer priorities as it relates to maternal health.
• Lead the business review of all contracts and amendments to ensure they remain in alignment with the current regulatory environment.
• Advise the executive leadership team on legislative trends that could impact net revenues or create new opportunities for alternative payment models.

Contract Strategy and Negotiation 

• Lead contract strategy and negotiations to optimize partnership structure and long-term financial health.
• Own the pricing models and review unit economics for each contract in collaboration with the finance and operations teams to ensure sustainable growth.
• Collaborate with the product team to develop and monitor outcome-based performance metrics for alternative payment models.

Cross-Functional Collaboration

• Work across the operations and technology teams to ensure that all sold services can be successfully delivered through smooth implementation hand-offs.
• Deliver market insights to the product team to inform the development roadmap based on direct feedback from payer prospects.
• Prepare accurate revenue forecasts and advise leadership on market presence and reimbursement trends.

Qualifications:

• Bachelor’s Degree in business, communications, health administration or a related field required
• MBA or equivalent
• 10+ years experience in healthcare payer strategy or consulting in the payer contracting space
• Deep understanding and experience with developing and negotiating payer contracts, particularly for Medicaid MCOs; commercial payer experience is a plus
• Deep network and previously established relationships with Medicaid payers
• Experience with successful value-based contracting options for specialty services with Medicaid or commercial payers 
• Experience with early stage startups a must 
• Excellent written and interpersonal communication skills including active listening, self-management and awareness, emotional intelligence, and a high degree of integrity and professionalism
• Proven financial acumen and ability to identify the impact of changes on budget goals and financial targets
• Experience facilitating buy-in and engagement across diverse stakeholder groups
• Ability to anticipate risks and mitigate effectively
• Proven experience selling to C-level executives nationally
• Proven record of exceeding sales quota
• Experience with Hubspot, Google Suite required
• Ability to travel as needed (up to 30%) for meetings and conferences
• Experience in women’s health, maternal health, and specialty populations a plus

The expected total compensation for this position is between $260K - $288K annually, which includes a base salary of $220K - $240K and a 20% bonus potential. The exact compensation will depend on years of direct and relevant experience.

Our Interview Process

At Nadia Care, we value transparency and want you to feel prepared at every stage of your candidate journey. Below is our standard interview process for this role:

1. Recruiter Interview | 45 minutes
2. People & Culture Interview | 45 minutes
3. Hiring Manager (CEO) Interview | 1 hour
4. Collaborator Interviews | 1 hour each
1. Chief Operating Officer 
2. Vice President of Finance 
3. Senior Vice President of Product & Tech
5. In-person Presentation | 1 hour

Please note that this process is subject to change, but we will always keep you informed along the way.