VP, Distribution Partnerships
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Job Description
VP developing distribution partnerships for WiseMatch, Octave’s behavioral-health marketplace. Building outbound pipeline, closing healthcare deals, and expanding provider discovery beyond health plan portals.
Responsibilities:
- Source, pitch, and close new distribution partnerships for WiseMatch across behavioral health care discovery channels
- Build and prioritize target account lists and identify emerging channels
- Generate most of the pipeline through cold outbound, conferences, industry presence, network activation, and creative prospecting
- Develop hypotheses about untapped channels and design lightweight pilots to test partner interest, commercial viability, and integration feasibility
- Create segment-specific narratives, ROI cases, and objection handling
- Own the full deal cycle from qualification and discovery through solution design, security and legal review, negotiation, and close
- Structure and negotiate commercial terms with Legal, Finance, and the Chief Partnerships Officer
- Partner with Legal and Compliance from deal inception to address healthcare fraud and abuse requirements
- Build and deliver executive presentations and product demos
- Coordinate with the provider network team to match distribution with in-network provider capacity
- Feed market intelligence, integration requirements, directory and booking workflow needs, and feature gaps into the WiseMatch roadmap
- Work with Marketing on collateral, messaging, and campaigns for new segments
- Support handoff to Implementation and Account Management after signature
- Maintain Salesforce data integrity and report on pipeline health, forecasts, win/loss drivers, and channel learnings
- Represent Octave and WiseMatch at industry conferences and market-facing forums
- Use AI tools for drafting, research, and iteration
- Achieve first-year goals including launching partnerships in at least two channels outside health plan portals, mapping the distribution landscape, completing channel tests, creating repeatable segment collateral, and contributing product roadmap changes
Requirements:
- Track record of building pipeline from a cold start and opening previously nonexistent accounts, segments, or channels
- Consistent record of meeting or exceeding quota in a new-business role
- Experience 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 network effects, supply constraints, and integration requirements
- Ability to build category narratives for a differentiated business model
- Ability to sell in a closely regulated healthcare environment and structure deals with Legal and Compliance
- Excellent executive communication, presentation, and written skills
- Strong internal partnership across Product, Legal, Finance, and Network
- High resilience and self-direction; comfort with rejection and long sales cycles
- Comfort using AI tools in day-to-day workflows
- 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, including opening 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
- Bachelor’s degree or equivalent professional experience
- Willingness to travel 25% to meet partners and company leadership
- Must be eligible to work in the United States without sponsorship now or in the future
- Ability to sit for prolonged periods and work on a computer
- Ability to frequently communicate through Zoom and Google Meet
- Ability to observe and communicate information on a company-provided laptop
- Ability to move up to 10 pounds occasionally
Benefits:
- Equity program via Stock Options, subject to the applicable Equity Incentive Plan
- $300 equipment reimbursement for new full-time employees to support a home office setup
- Monthly reimbursement of up to $75 for internet and cell phone expenses for full-time employees
- One High Deductible Health Plan (HDHP) and two PPO medical plan options
- Dental and Vision coverage
- Company-sponsored One Medical membership
- 401(k) with traditional and Roth options
- Generous paid time off policy
- Up to 15 paid company holidays
- Accrued sick time
- Company-paid Life, AD&D, and Disability insurance
- Optional Pet, Legal, and Worksite plans, including Critical Illness, Hospital Indemnity, and Accident
- Paid parental bonding leave after 6 months for birth, adoption, or foster placement; leave increases with tenure
- Professional development reimbursement for role-related growth opportunities
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