Director, Growth – Channel Enablement

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and enhance the channel playbook.

• Establish a repeatable framework for partner enablement that covers onboarding, go-to-market alignment, co-selling initiatives, and ongoing performance management, ensuring growth through new partnerships over time.

• Define and manage success metrics for each partner, incorporating structured quarterly business reviews, pipeline assessments, and optimization cycles.

• Convert successful strategies from individual partners into structured initiatives that can be applied across the ecosystem.

• Maintain a strong pipeline of co-selling opportunities alongside Pelago's Employer Sales team, ensuring disciplined forecasting against quarterly and annual key performance indicators.

• Actively cultivate high-quality relationships with key account teams at partner organizations, serving as a bridge between their go-to-market strategies and ours.

• Collaborate with Sales and Marketing to create and implement joint go-to-market plans, including shared positioning, enablement resources, and coordinated launch activities.

• Represent Pelago with credibility in discussions with partners on clinical, financial, and operational matters, effectively conveying our outcomes data, product roadmap, and unique advantages with executive presence.

• Stay informed about the digital health and benefits platform landscape to anticipate the needs of partners and employers, understand competitive dynamics, and identify emerging distribution opportunities.

• Selectively participate in conferences, partner events, and industry forums to enhance Pelago's partner brand.

• Collaborate closely with Sales, Product, Clinical, Marketing, and Operations teams to ensure that partner strategies are realistic and operationally feasible.

• Act as the internal advocate for partners by communicating market signals, identifying capability gaps, and addressing integration needs within Pelago's roadmap and go-to-market strategy.

⛳️ Requirements

• Over 10 years of experience in business development, channel partnerships, or enterprise sales, including at least 7 years in the healthcare sector.

• Demonstrated experience with digital health platforms, benefits navigation companies, health plans, pharmacy benefit managers, or virtual care firms, either as a direct seller or via partnership channels.

• Proven commercial impact, with a history of managing complex partnerships that deliver measurable revenue influence, even without direct quota responsibility.

• A builder of playbooks rather than merely a relationship manager — one who codifies successful strategies and accelerates future initiatives.

• Strong pipeline management skills: you monitor ongoing activities, provide honest forecasts, and proactively close gaps.

• Executive presence paired with genuine relationship-building instincts — adept at navigating clinical, financial, and operational stakeholders within partner organizations.

• High comfort level with ambiguity and a tendency to rapidly learn from market feedback; prior experience in high-growth, evolving go-to-market environments is preferred.

🏝️ Benefits

• Generous and meaningful equity package.

• Comprehensive Medical, Dental, and Vision coverage.

• 401k Plan.

• Unlimited PTO Policy, 10 paid holidays, and company-wide “Me Time” Days.

• Paid maternity, paternity, and new parent leave.

• Flexible working environment.

• Annual Learning and Development stipend to support ongoing learning and career advancement.

• Wellness Reimbursement Program.

• Access to Reproductive and Family Planning Care.

• Substance Use Support for employees and their family members.