[Hiring] Head of Provider Partnerships @Mindful Health Solutions

Role Description

Provider referrals are our best channel—and you’ll get to own it. You'll lead the provider partnerships team: the field reps and managers who build relationships with the psychiatrists, therapists, hospitals, and step-down programs who send us patients with treatment-resistant depression and other conditions that need more than another prescription. Your job is to turn a young, recently merged team into a disciplined, data-driven referral engine across 27 clinics in California, Washington, Texas, New York, South Carolina, Tennessee, and Missouri.

This is an experienced operator's role. You'll set the strategy, design the comp plan, run the pipeline and coach the team. You'll also source and negotiate partnerships, from referral and co-marketing agreements with practices and programs to partnerships with health systems and digital mental health platforms. Once those are signed, your team activates and grows them.

What you'll do

• Own the referral number.
• Set targets by market and segment for interventional treatment starts from provider referrals, not just referral volume, and hit them.
• Lead and grow the team.
• Manage a field team of 7 reps and managers today, planned to grow to 12+.
• Hire, coach, set territories and manage performance.
• Decide where to fish.
• Work out which referral sources send patients who need interventional care, by segment and by market, and point the team there.
• Design the comp plan.
• Build an incentive plan that pays for quality (kept intakes and interventional starts), avoids all-or-nothing cliffs, and holds up to compliance review.
• Close the loop with every referrer.
• Own the referral experience end to end, in partnership with Care Navigation.
• Acknowledge every referral within one business day.
• Keep the referring provider updated at intake and treatment start.
• Share progress where consent and privacy rules allow.
• Run on data.
• Make our CRM the team's single system of record.
• Run a weekly pipeline review on referral-source performance by rep, source, and market.
• Report to the executive team and board.
• Use AI to work smarter.
• Use AI tools and public data (for example, prescriber volume data) for account research, targeting and call prep.
• Build and negotiate partnerships.
• Source, negotiate and manage referral and co-marketing partnerships with practices, programs, health systems and digital mental health platforms.
• Pick up the risk-bearing and other complex deals our Chief Commercial Officer negotiates.
• Turn every partnership into steady referral flow.
• Arm the team with the right story.
• Partner with Field Marketing on events, collateral and local presence.
• Make sure every rep can explain TMS, SPRAVATO®, IV ketamine and our other treatments — and who they're for — clearly and correctly.
• Spend where it pays.
• Own the BD budget, including events and conferences.
• Measure what each one produces in referrals and starts, and cut what doesn't.

What success looks like

• First 90 days:
  • A target strategy built from our own conversion data, with every rep on a territory plan that follows from it.
  • One referral definition and dashboard across both coasts.
  • A quality-weighted comp plan approved and live for Q2 2027.
  • A closing-the-loop process running with Care Navigation.
• First year:
  • Interventional starts from provider referrals up meaningfully year over year.
  • At least 30% referral-to-interventional-start conversion in every market.
  • At least 3:1 return on fully loaded rep cost in every mature territory.
  • Every referring provider hears back on every referral.

Qualifications

• 7+ years in healthcare sales or business development, including at least 3 years managing a distributed field team across multiple markets.
• A track record of building physician and provider referral networks in behavioral health, specialty care or another high-acuity service line.
• Experience designing and changing a sales comp plan, and managing through the change.
• Experience negotiating provider partnerships (referral, co-marketing or services agreements) with practices, programs, health systems or digital health platforms.
• Fluency in referral pathways between primary care, psychiatry, inpatient and step-down care, and specialty treatment.
• Comfort running a team on CRM data (HubSpot preferred) and making targeting decisions from data, not instinct.
• Working knowledge of the compliance boundaries around referral relationships (Anti-Kickback Statute, Stark, state fee-splitting rules), enough to partner well with legal.
• Willingness to travel regularly to our markets.

Strongly preferred

• Referral sales experience in TMS, SPRAVATO®/esketamine, ketamine, ECT or interventional psychiatry.
• Experience selling to inpatient psychiatric units, PHP/IOP programs or ACOs.