Vice President, Business Development

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

📋 Description

• Design and enhance InStride's national field coverage model utilizing regional referral data, capacity modeling, and growth objectives.

• Assess and implement sales technologies, including AI-driven tools, to optimize lead qualification, pipeline visibility, and territory management.

• Develop field metrics and pipeline reports that monitor referrals from the initial provider contact to enrollment.

• Monitor health system and market trends to guide territory planning in advance of geographic expansion.

• Actively participate as a member of the Commercial Leadership Team, collaborating with the CCO, VP of Marketing, and SVP of Payor Growth to establish a cohesive go-to-market strategy.

• Establish service-level agreements with Clinical Admissions leadership to eliminate intake bottlenecks and enhance the onboarding experience.

• Convert field insights from providers and health systems into actionable recommendations for clinical delivery and product leadership.

• Safeguard InStride's reputation with providers and families, ensuring growth targets are met without compromising a compassionate experience.

• Mentor and develop a team of Regional Directors who oversee a national team of Territory Managers.

• Cultivate an accountable, results-oriented field culture that aligns with InStride's mission and values.

• Oversee sales enablement, onboarding, and performance management for the field organization.

• Guide Regional Directors through intricate personnel decisions, territory design, and performance management scenarios.

• Define InStride's strategy for building consultative, trust-based partnerships with pediatricians, child psychiatrists, and health systems.

• Personally manage InStride's key provider relationships and spearhead strategic discussions with health system leadership.

• Travel 15-25% of the time to lead field visits, assess team performance, and secure key partnerships.

• Transform successful local sales strategies into playbooks for use by the broader field team nationwide.

⛳️ Requirements

• Over 10 years of progressive commercial leadership experience in healthcare business development, provider sales, or healthcare services, with at least 4 years of managing people managers within a field sales organization.

• Experience in a venture-backed or private equity-backed, high-growth healthcare startup environment, with a track record of building or scaling a field sales organization from the ground up.

• Direct experience in pediatric healthcare, behavioral health, or youth mental health, with a solid understanding of the clinical trust necessary to engage with pediatricians, child psychiatrists, and health systems.

• Proven history of leveraging CRM and modern sales technology stacks, along with a clear vision for utilizing AI-based tools to automate, optimize, and enhance field sales team performance.

• Experience reporting directly to C-suite leadership and contributing to a cross-functional commercial leadership team.

• Background in managing high-stakes provider relationships, ideally in collaboration with a payor-facing counterpart.

• Established network of connections with pediatric health systems, provider groups, or behavioral health referral sources.

• MBA or equivalent advanced degree is preferred.

🏝️ Benefits

• Comprehensive benefits package (401k with matching contributions)

• Flexible paid time off

• Paid holidays

• Paid service days

• Four weeks of paid sabbatical

• Twelve weeks of paid parental leave

• Health benefits starting on your first day

• Opportunity to join a mission-driven organization that is transforming the landscape of pediatric mental health treatment

• Chance to make a significant impact by assisting children and families in accessing urgently needed, evidence-based care

• Opportunity to collaborate with talented and experienced team members dedicated to addressing this critical issue

• Fully remote position: work from the convenience of your home with occasional in-person retreats