Business Development & Strategic Partnerships Director

The Business Development & Strategic Partnerships Director will be a key growth leader for Included Health, focused on building and scaling our digital platform and ecosystem partnerships . This leader will: Own strategy and execution for platform partnerships that extend the reach, distribution, and impact of Included Health’s solutions (e.g., virtual care, patient advocacy, navigation, behavioral health). Source, structure, and close complex, multi-party deals with digital health, data/analytics, and platform partners. Build a high-quality opportunity pipeline and deliver against aggressive new revenue and partnership growth targets . Serve as a senior, external-facing ambassador for Included Health’s value proposition, outcomes, and roadmap. Operate cross‑functionally with Sales, Product, Clinical, Operations, and Marketing to ensure partner strategies are aligned with business goals and are operationally feasible. This role reports directly to the Chief Growth Officer . Responsibilities: Strategy & market development Develop and own the platform and strategic partnerships strategy for Included Health (e.g., ecosystem partners, digital front doors, data/analytics platforms, benefit marketplaces). Identify, prioritize, and validate new partner types and go‑to‑market motions that expand access to Included Health’s solutions and accelerate growth. Maintain a deep understanding of the health and healthcare platform landscape to anticipate trends, competitive moves, and partnership opportunities. Sourcing, structuring, and closing partnerships Proactively source and qualify high‑potential digital platform partners that can drive meaningful revenue, distribution, or product differentiation. Lead complex partnership cycles end‑to‑end: discovery, solution design, business case, stakeholder alignment, negotiation, and contracting. Structure creative, scalable commercial and operating models (e.g., co‑selling, embedded offerings, white‑label, marketplace listings, data collaborations) that align incentives and are operationally executable. Partner closely with Legal, Finance, and cross‑functional leaders to structure deals that balance growth, margin, and risk. Use creativity to negotiate and build win-win partnerships Cross-functional leadership & execution Work with Product and Clinical leaders to align partnership opportunities with our roadmap, quality standards, and clinical model. Collaborate with Sales and Marketing to define and execute joint GTM plans, including positioning, enablement, and launch. Coordinate with Operations and Implementation teams to ensure partnerships are implemented successfully and set up for scale. Establish clear success metrics for each partnership and drive ongoing performance reviews and optimization. Have a deep technical understanding of product integrations Pipeline, forecasting, and performance Own a robust pipeline of digital platform and strategic partnership opportunities, with disciplined qualification and stage management. Forecast accurately and deliver against quarterly and annual revenue / partnership KPIs . Provide regular updates to the Chief Growth Officer and executive team on progress, risks, and key decisions. External representation Represent Included Health as a senior executive presence with partners’ C‑suite and senior leadership. Speak credibly about our clinical, financial, and experiential outcomes, and how we integrate within broader digital health ecosystems. Participate in select conferences, industry forums, and partner events to advance our brand and partnership agenda. Qualifications: Experience 10+ years of experience in business development, strategic partnerships, and/or enterprise sales , with at least 7+ years in healthcare . Deep experience working with digital platform partners , such as: Digital health platforms, virtual care companies, navigation or benefits platforms Health system or health plan digital front doors / consumer engagement platforms Data/analytics platforms or healthcare SaaS ecosystems Proven track record sourcing, structuring, and closing complex, multi‑stakeholder partnerships and/or enterprise deals, ideally with measurable New ARR / revenue impact. Experience working with health systems and/or health plans in prior roles (direct selling or through partnerships) strongly preferred. Demonstrated success operating in high‑growth, early or mid‑stage environments where products, processes, and GTM motions are still evolving. Skills & attributes Strategic thinker with strong commercial and financial acumen ; able to build compelling business cases and align partners on value. Exceptional relationship builder and communicator with executive presence ; comfortable engaging C‑suite audiences across clinical, operational, and financial domains. Highly collaborative, able to work across Product, Clinical, Sales, Operations, and Legal to get to “yes” on complex deals. Strong operator: disciplined pipeline management, forecasting, and follow‑through; comfortable owning numeric targets. Comfort with ambiguity, change, and a test‑and‑learn mindset ; bias to action and learning from the market. Physical/Cognitive Requirements: Travel: ~25–50% (client and partner meetings, key conferences, internal onsites). Prompt and regular attendance at assigned work location. Capability to remain seated in a stationary position for prolonged periods. Eye-hand coordination and manual dexterity to operate keyboard, computer and other office-related equipment. No heavy lifting is expected, though occasional exertion of about 20 lbs of force (e.g., lifting a computer \/ laptop) may be required. Capability to work with leadership, employees, and members in an appropriate manner. The base salary range for this full-time position is $198,290 - $288,938 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets ( Zones A–D ). For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA), and Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent. In addition to earning a base salary, this role is eligible for a performance-based bonus. Details of the Annual Bonus Plan, including performance metrics, target incentives, and potential earnings, will be discussed during the interview process. In year 1, this role’s bonus payout will be tied to specific MBOs, then in subsequent years, will transition to a commission based incentive plan. Benefits & Perks: In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more: Remote-first culture 401(k) savings plan through Fidelity Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance) Paid Time Off ("PTO") and Discretionary Time Off (“DTO") 12 weeks of 100% Paid Parental leave Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies. Work-From-Home reimbursement to support team collaboration home office work Your recruiter will share more about the salary range and benefits package for your role during the hiring process. About Included Health Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com . ----- Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants with arrest or conviction records in accordance with the San Francisco Fair Chance Ordinance, the Los Angeles County Fair Chance Ordinance, and California law.