Chief Commercial Officer
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Job Description
Chief Commercial Officer responsible for Centivo's commercial strategies across the health market. Leading revenue growth and client success functions in a remote role.
Responsibilities:
- Craft and own Centivo’s enterprise-wide commercial strategy, integrating new sales, retention, and expansion into a unified growth framework
- Set the strategic direction for market segmentation, channel strategy, and go-to-market motion across national/strategic accounts and the core/middle market segment
- Steer pricing strategy, deal structure, and commercial terms in partnership with Finance and Legal to maximize long-term revenue and margin
- Drive annual revenue planning, bookings targets, and pipeline governance; deliver accurate and transparent forecasting to the CEO, President/COO, and Board
- Influence product strategy by serving as the voice of the market and the client; champion commercial needs in product development and roadmap prioritization
- Position Centivo competitively in the self-funded employer market through deep knowledge of industry dynamics, competitor landscape, and broker/consultant ecosystem
- Serve as “face of the franchise” to external stakeholders, such as employers, brokers and consultants, purchasing coalitions, health system partners (as appropriate), and other stakeholders
- Lead and develop the sales organization spanning strategic/national accounts and the core/middle market segment, ensuring each team has the right talent, tools, and playbooks to hit growth targets
- Shape the sales model and team structure to support hyperscale — building repeatable, scalable processes that enable growth without proportional cost increases
- Sponsor the development and continuous refinement of sales training programs, including consultative and challenger-based selling approaches tailored to the broker-driven health plan market
- Drive broker and consultant relationship strategy, ensuring Centivo is top-of-mind with key distribution partners in every target market
- Cultivate alternative channels into client executive teams, including health system partnerships and other product/vendor partnerships
- Establish robust pipeline management disciplines, KPIs, and revenue analytics across all segments; use data to identify and close performance gaps quickly
- Collaborate with marketing on the design and execution of supporting marketing plan
- Oversee sales compensation design and commission structures in partnership with People and Finance to attract, retain, and motivate top commercial talent
- Own the client success function end-to-end, setting the strategic vision and KPIs for client retention, satisfaction, and revenue expansion
- Architect a proactive client success model that drives measurable outcomes for clients and deepens Centivo’s value proposition across the employer and member lifecycle
- Define and govern the metrics that matter most: net revenue retention (NRR), gross retention, client health scores, and employer/member satisfaction
- Drive alignment between client success, implementation, and issue resolution to ensure a seamless, high-quality client experience from sale through renewal
- Champion executive-level client relationships with strategic employer accounts, serving as a senior commercial point of contact and escalation path
- Steer the revenue operations function to ensure commercial infrastructure — CRM, data, reporting, process, and tooling — supports scalable growth
- Set enterprise-level standards for pipeline hygiene, forecasting accuracy, and revenue analytics; hold the organization accountable to consistent commercial cadences
- Drive alignment between revenue operations and the broader commercial team to optimize lead flow, sales cycle velocity, and conversion rates across segments
- Sponsor technology and automation investments that improve sales team productivity and client success capacity without adding headcount proportionally
- Ensure revenue operations maintains strong connectivity with Marketing, Finance, and Legal to support seamless handoffs and end-to-end revenue cycle integrity
- Lead the client implementation function, ensuring new clients are onboarded on time, on budget, and in a manner that sets the relationship up for long-term success
- Establish scalable implementation processes and playbooks that reduce time-to-value for new clients while maintaining exceptional quality standards
- Drive continuous improvement in implementation capacity, tooling, and team development to support business growth without sacrificing client experience
- Ensure tight coordination between implementation, sales, and client success so that handoffs are seamless and client expectations are consistently set and met
- Build, develop, and inspire a high-performing commercial organization across all functions; foster a culture of accountability, collaboration, and continuous improvement
- Transform the commercial org to reflect best-in-class practices for a scaling health plan, including team design, spans of control, and hiring for future growth
- Navigate complexity and ambiguity with confidence — making sound decisions quickly and guiding the team through change with clarity and purpose
- Serve as an active and engaged member of the senior leadership team; contribute to company strategy beyond the commercial function
- Partner closely with Finance, Operations, Clinical, Marketing, and Legal to ensure commercial objectives are well-integrated with enterprise priorities
Requirements:
- Bachelor’s degree required; advanced degree (MBA or equivalent) preferred
- 12+ years of commercial leadership experience in health benefits, health plans, health technology, or a closely adjacent industry (TPA, PBM, benefits administration)
- 7+ years in a senior executive role with ownership of multiple commercial functions — ideally including sales, client success, and at least one of: rev ops, implementation, or issue resolution
- Demonstrated success scaling a commercial organization through a hyperscale or high-growth phase — from early traction through sustained, repeatable growth
- Deep expertise in the self-funded employer market, including broker/consultant distribution dynamics, RFP processes, and the operational realities of plan administration
- Ability to collaborate with technical functions such as actuarial and clinical as well as operational support functions such as claims and member services
- Experience leading both national/strategic accounts and middle market sales motions simultaneously, with an understanding of how to build differentiated approaches for each segment
- Proven track record of building and developing exceptional teams — attracting, developing, and retaining high-caliber talent at all levels
- Strong fluency in revenue analytics, pipeline management, CRM disciplines, and commercial forecasting
- Exceptional ability to build trust and productive relationships with employer clients, broker partners, and internal cross-functional stakeholders.
Benefits:
- Health insurance
- 401(k) matching
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