VP, Distribution Partnerships

About WiseMatch

WiseMatch is a two-sided marketplace for behavioral health care. It appears where people are already looking for a mental health provider, including health plan member portals and care navigation platforms, and helps them find providers who are in network, clinically appropriate for what they need, and have real availability. Members choose their own provider and book directly in the portal, rather than calling down a list and waiting for callbacks.

What we mean by distribution

Distribution is the set of platforms and organizations people are already using at the moment they begin looking for care. Today, WiseMatch reaches people primarily through health plan portals. This role owns everything beyond that channel across partner verticals.

Job Summary

The VP, Distribution Partnerships is responsible for sourcing, pitching, and closing new distribution partnerships for WiseMatch across the full landscape of places people look for behavioral health care.

This is a hunting role. You will build your own target list, generate your own pipeline, run your own outbound, and own a number. You will form hypotheses about untapped channels, design small tests to prove or disprove them, kill what doesn’t work, and come back with a validated point of view on where WiseMatch should show up next. This is an individual contributor role operating with a high degree of autonomy in a fast-paced environment where a great deal is still unwritten.

What Success Looks Like in Year One

• Signed and launched partnerships in at least two channels outside health plan portals
• A prioritized map of the full distribution landscape, with a clear, evidence-backed recommendation on where Octave should and should not invest next
• Several structured channel tests run to conclusion, each with a documented recommendation to scale or stop
• Repeatable segment narratives, ROI cases, and collateral for the highest-potential channels, usable by anyone who follows you into those segments
• Market signal fed into the WiseMatch roadmap, with at least one prioritized product change traceable to what you learned in market

Duties/Responsibilities:

• Channel Mapping & Prioritization: Build, prioritize, and continuously refresh a target account list and identify emerging channels
• Self-Sourced Pipeline: Generate the majority of your own pipeline through cold outbound, conference and industry presence, network activation, and creative prospecting, rather than relying on inbound leads or introductions from company leadership
• Channel Testing: Develop hypotheses about untapped channels and design lightweight pilots to test partner interest, commercial viability, and integration feasibility, then make a clear recommendation to scale or stop
• Segment Narratives: Translate the WiseMatch value proposition into segment-specific narratives, ROI cases, and objection handling for each buyer type
• End-to-End Deal Ownership: Run the full cycle from qualification and discovery through solution design, security and legal review, negotiation, and close
• Commercial Structuring: Structure and negotiate commercial terms alongside Legal, Finance, and the Chief Partnerships Officer, designing arrangements that are durable for both sides of the marketplace
• Compliance-Forward Deal Design: Partner with Legal and Compliance from the opening of every deal to structure agreements within Octave’s regulatory framework, including healthcare fraud and abuse requirements. Surface novel structures early, not at signature
• Executive Presentations & Demos: Build and deliver high-impact presentations and product demos tailored to each channel and buying committee
• Marketplace Balance: Coordinate closely with the provider network side of the business so that new distribution is matched by adequate in-network provider capacity in the relevant geographies and specialties
• Product Signal: Feed market intelligence into the WiseMatch roadmap, including integration requirements, directory and booking workflow needs, and channel-specific feature gaps
• Go-to-Market Partnership: Work with Marketing on the collateral, messaging, and campaigns needed to open new segments, and support a clean handoff to Implementation and Account Management after signature
• Forecasting & CRM Discipline: Maintain Salesforce data integrity and report accurately and proactively on pipeline health, forecast, win/loss drivers, and channel-level learnings
• Industry Presence: Represent Octave and WiseMatch at industry conferences and in market-facing forums
• AI-Enabled Work: Use AI tools as a core part of daily work (drafting, research, iteration) to improve efficiency, quality, and decision-making

Required Skills:

• Demonstrated hunter orientation: a track record of building pipeline from a cold start and opening accounts, segments, or channels that did not previously exist for the business
• Consistent record of meeting or exceeding quota in a new-business role, selling a SaaS or technology-enabled product to enterprise healthcare buyers
• Depth in at least two healthcare distribution channels beyond payers: health systems, self-insured employers, EAPs, benefits consultants and brokers, or TPAs
• Ability to sell a two-sided marketplace or platform product, including explaining network effects, supply constraints, and integration requirements to a non-technical buyer
• Comfort building the category narrative for a differentiated business model where no template or obvious comparison set exists
• Demonstrated ability to sell in a closely regulated healthcare environment, treating Legal and Compliance as design partners in deal structuring
• Excellent executive communication, presentation, and written skills, with strong internal partnership across Product, Legal, Finance, and Network
• High resilience and self-direction: comfortable with rejection, long cycles, and owning your own activity discipline without management oversight
• Comfort using AI tools in day-to-day workflows, with curiosity about continuously rethinking how work gets done

Strongly Preferred:

• Fluency in the employee benefits ecosystem: self-insured employer buying cycles, broker and benefits-consultant influence, and how EAP and point-solution decisions actually get made
• Working knowledge of value-based care and risk-bearing arrangements, and the ability to connect WiseMatch outcomes to a partner’s cost, access, and quality goals
• Commercial creativity in structuring novel partnership and pricing models where no template exists
• Behavioral health, mental health, or care-navigation experience
• Experience with marketplace, network, or directory products

Education & Experience

• 8+ years in business development, enterprise sales, or partnerships, including significant time in digital health, health tech, or SaaS
• Demonstrated success selling a SaaS or digital health product to more than one category of healthcare buyer, with evidence of having opened a new segment or channel
• Experience at a high-growth or venture-backed company in an early or unstructured commercial function
• Experience leading and closing partnership negotiations directly with senior decision makers and executives
• Having operated inside a payer, health system, or provider organization, in addition to selling to one, is a differentiator
• Bachelor’s degree or equivalent professional experience

Compensation & Travel

• This role includes a variable compensation component tied to performance. [Structure and targets to be finalized with Finance and reviewed by Legal.]
• Willingness to travel to meet with partners and company leadership as needed (25%)

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to frequently communicate with others through virtual meeting applications such as Zoom and Google Meet.
• Must be able to observe and communicate information on company provided laptop.
• Move up to 10 pounds on occasion.

Octave's Company Values:

The below values drive our day-to-day operations.

• We’re human beings first. We operate with empathy and kindness – with our clients, with our collaborators, and with ourselves.
• People deserve better than status quo. We’re willing to tackle the intractable problems, no matter how big, because someone should. We ask big questions, we craft big solutions, and we challenge ourselves and others to make it happen.
• No bystanders. No stars. No tourists. Each person has been selected to be here, and with that comes a responsibility to bring your expertise, share your ideas, and help make this company better.
• Partnership paves the path ahead. We don’t operate in a silo, internally or externally. To transform the system, we believe in working with others to create something bigger, better, and stronger.
• Quality is crucial at scale. Quality is core to our business, and we refuse to sacrifice it as we grow.
• Progress is a process. In the pursuit of progress, we iterate, reflect, learn, adjust – and always leave things better than we found them.
• There are people behind every data point. We recognize that numbers tell only one part of the story, and we also do the work to understand impacts at the individual level.

Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer. 
• Must be able to frequently communicate with others through virtual meeting applications such as Zoom and Google Meet. 
• Must be able to observe and communicate information on company provided laptop. 
• Move up to 10 pounds on occasion. 
• Must be eligible to work in the United States without sponsorship now or in the future.

Compensation, Equity & Incentives:

Base Salary Range Octave is committed to pay equity and transparency. Our salary ranges are determined by role, level, and location/ zone. Final pay within the posted range will be decided based on a combination of job-related factors, including education, training, experience, and market demands.

• Geo 1 (All other states & D.C.): $175,000 - $178,300
• Geo 2 (CO, HI, MD, RI): $181700 - $196,100
• Geo 3 (AK, CA, CT, MA, NJ, NY, WA): $190,00 - $200,000

Variable Compensation & Equity

• Performance Bonus: This role is not currently eligible for bonus incentives.
• Equity Awards: This role is eligible to participate in Octave’s equity program via Stock Options, subject to the terms of the applicable Equity Incentive Plan.
• Remote Work Stipend: New full-time employees receive a $300 equipment reimbursement to support a home office setup.
• Internet & Phone Reimbursement: Full-time employees are eligible for a monthly reimbursement of up to $75 for internet and cell phone related expenses.

Octave is committed to pay equity and transparency. Octave will not discharge or in any other manner coerce, intimidate, threaten, discriminate or retaliate against employees or applicants because they have: (i)  inquired about, discussed, compared, or disclosed their own wages, benefits, or other compensation, or the wages, benefits, or other compensation of another employee or applicant; (ii) asked Octave to provide a reason for the employee's wages or lack of opportunity for advancement; or (iii) aided or encouraged others in exercising their rights to discuss wages, compensation, or benefits, or to seek pay equity.

However, except as otherwise provided by law, employees who have access to the compensation information of other employees or applicants as part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) in compliance with the company's legal duty to furnish information under applicable law .

Comprehensive Benefits:

At Octave, we believe in supporting the "human being first". Here’s a snapshot of the benefits available to eligible employees:

• Health & Wellness: Choose what works best for you with one High Deductible Health Plan (HDHP) and two PPO medical plan options, plus comprehensive Dental and Vision coverage.
• Medical Support: Enjoy access to a company-sponsored membership with One Medical for convenient, modern care.
• Retirement: Plan for your future with a 401(k) that offers both traditional and Roth options. 
• Paid Time Off: Time to recharge matters. Take advantage of a generous time off policy, up to 15 paid company holidays, and accrued sick time.
• Financial Protection: We’ve got you covered with company-paid Life, AD&D, and Disability insurance, plus optional extras like Pet, Legal, and Worksite plans (Critical Illness, Hospital Indemnity, and Accident).
• Parental Leave (Bonding Time): Growing your family? Full-time employees can take paid bonding leave after 6 months, whether it’s a new baby, adoption, or foster placement. Time off increases with tenure.
• Growth: Keep learning and leveling up with professional development reimbursement for role-related growth opportunities.

How We Use Technology in Hiring:

As part of our hiring process, we may use technology tools, including AI-supported systems, to assist with reviewing applications or documenting interviews. These tools are designed to support our team, not replace human judgment, and final hiring decisions are always made by our team.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.