Senior Director, Payer & Government Partnerships

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

📋 Description

• Identify opportunities at the forefront of the pipeline: initiate grant-funded pilots with payers and government entities, followed by employer demonstration projects and health systems as the channel evolves.

• Collaborate with Medical and HEOR teams to create grant submissions and design pilots that deliver the outcomes required by payers — including A1c levels, blood pressure, lipid profiles, weight management, cost savings, and engagement metrics.

• Ensure pilots progress to validated, payer-ready evidence — while Medical oversees delivery, you will manage the commercial relationships and maintain momentum.

• Influence the reimbursement model decisions — determining between program, product, or hybrid models, as well as case-rate/PMPM versus product codes — and obtain approval based on the economic case developed by HEOR.

• Maintain the payer/government relationship through contract negotiations: covering pricing and terms, population and service coverage, and claims and credentialing setup.

• Transition signed programs to Commercial Ops and Medical for eligibility, enrollment, billing, delivery, and outcome tracking — continuing as the commercial owner for renewal and expansion.

• Collaborate on joint pursuits across L-Nutra’s various divisions — including our medically tailored meals business (CMS code + coverage across multiple plans) — and where applicable, co-bid on payer RFPs.

• Lead the cross-functional pursuit team (Medical, HEOR, Commercial Ops) throughout the project lifecycle, and build and manage a dedicated team as the channel grows.

• Relay market insights back to the company — including pricing, packaging, evidence gaps, and go-to-market strategies — ensuring our offerings to payers continually improve.

⛳️ Requirements

• Over 8 years of experience in payer/government business development, market access, or value-based partnerships.

• Proven success in turning evidence-generating pilots or demonstration projects into reimbursed, renewable programs with payers and/or governments — rather than solely acquiring new logos.

• Strong understanding of reimbursement models — distinguishing between program, product, or hybrid approaches, as well as case-rate/PMPM, product codes, SSBCI/supplemental benefits, and value-based contracting.

• Experience collaborating with clinical/Medical and HEOR/health economics teams to design pilots and establish the economic justification.

• Proven ability to lead long (12–24+ month), multi-stakeholder, cross-functional initiatives — along with experience in building and managing teams as the channel expands.

• Bonus: Familiarity with digital health, food-as-medicine, medical foods, or nutrition; experience with grant-funded pilots; business development across multiple client types (payer, government, employer, health system); and established professional relationships with key decision-makers.

🏝️ Benefits

• Compensation: $190,000 – $220,000 base salary annually + significant equity + a performance incentive that begins milestone-weighted in year one (considering the sales cycle length) and transitions to individual commission as the channel matures. The final offer is based on experience, scope, and impact.

• Equity: a genuine pre-IPO equity stake — the base salary is intentionally compressed, and the equity potential is authentic.

• Comprehensive health, dental, and vision insurance.

• 401(k) plan with up to 4% company matching.

• Flexible, trust-based paid time off (FTO).

• Remote work (US) — preference for candidates located near major airports — with occasional attendance at our Culver City, CA headquarters and regular travel to engage with payers, government representatives, and industry conferences.

• Opportunities for growth within the channel you develop, in a company poised at a significant inflection point.