[Hiring] Director of Sales Strategy & Operations @Nadia Care

Role Description

In this highly visible role, the Director of Sales Strategy & Operations will drive new business growth within the Medicaid markets. As the first dedicated sales hire outside of the executive team, this individual will be responsible for building the foundational sales infrastructure from the ground up while deepening external payer relationships to identify new sales opportunities.

Reporting to the Chief Operating Officer and working closely with the Chief Executive Officer, you will bridge the gap between high-level business development and tactical execution. You will be the organization’s subject matter expert on Medicaid policies and the regulatory environment to ensure all growth efforts are aligned with the complex nuances of the payer landscape.

Responsibilities

• Sales Operations and Infrastructure Building
  • Build and manage the foundational sales technology stack including the CRM (Hubspot) and lead sourcing tools to transition institutional knowledge into a scalable system.
  • Establish the formal sales playbook by defining lead qualification criteria and creating standardized follow-up cadences.
  • Create and maintain a repository of sales enablement collateral and competitive intelligence to support ongoing business development efforts.
  • Define and track key performance indicators to provide the executive team with clear visibility into the sales funnel and conversion rates.
• Sales Strategy and Medicaid Pipeline Development
  • Conduct deep-dive research into state-specific Medicaid landscapes to identify and prioritize high-value targets for the pipeline.
  • Own the end-to-end process of setting up high-level meetings with health plan executives and coordinate closely with the CEO to leverage their presence effectively.
  • Partner with the executive leadership team to execute complex business development deals as the tactical lead who maintains momentum toward signed contracts.
  • Evaluate current and potential new geographic areas for expansion based on regulatory shifts and market demand.
• Policy and Regulatory Expertise
  • Serve as the internal expert on Medicaid policy and state-specific regulatory changes that impact payer priorities.
  • Lead the business review of all contracts and amendments to ensure they remain in alignment with the current regulatory environment.
  • Advise the executive leadership team on legislative trends that could impact net revenues or create new opportunities for alternative payment models.
• Contract Strategy and Negotiation
  • Lead contract strategy and negotiations to optimize partnership structure and long-term financial health.
  • Own the pricing models and review unit economics for each contract in collaboration with the finance team to ensure sustainable growth.
  • Collaborate with the product team to develop and monitor outcome-based performance metrics for alternative payment models.
• Cross-Functional Collaboration
  • Work across the operations and technology teams to ensure that all sold services can be successfully delivered through smooth implementation hand-offs.
  • Deliver market insights to the product team to inform the development roadmap based on direct feedback from payer prospects.
  • Prepare accurate revenue forecasts and advise leadership on market presence and reimbursement trends.

Qualifications

• MBA or equivalent
• Bachelor’s Degree in business, communications, health administration or a related field required
• RFP experience
• Experience building Medicaid partnerships and/or selling into Medicaid
• 7+ years experience in healthcare payer strategy
• Deep experience in health plan world (different line of service is OK)
• Understanding of Medicaid plans and regulations
• Creative problem solving
• Refined understanding of policy signals
• Experience with pricing models and can be innovative
• Deep understanding and experience with developing and negotiating payer contracts, particularly for Medicaid MCOs; commercial payer experience is a plus
• Deep network and previously established relationships with Medicaid payers
• Experience with successful value-based contracting options for specialty services with Medicaid or commercial payers
• Excellent written and interpersonal communication skills including active listening, self-management and awareness, emotional intelligence, and a high degree of integrity and professionalism
• Proven financial acumen and ability to identify the impact of changes on budget goals and financial targets
• Experience facilitating buy-in and engagement across diverse stakeholder groups
• Ability to anticipate risks and mitigate effectively
• Proven experience selling to C-level executives nationally
• Proven record of exceeding sales quota
• Experience with Hubspot, Google Suite required
• Experience with Series A - Series C start-ups
• Ability to travel as needed (up to 30%) for meetings and conferences
• Experience in women’s health, pediatrics and specialty populations a plus

Benefits

• Time Off That Works for You
  • Recharge with annual paid holidays off.
  • Salaried (Exempt) Employees: Enjoy unlimited time off after the 90-day probation period.
  • Full-Time (Non-exempt) Employees: Receive three weeks of paid time off after the 90-day probation period.
• Comprehensive Health & Wellness Coverage
  • Medical Insurance: Access top-tier healthcare, covering hospital, surgical, and prescription drug benefits. Coverage begins the first of the following month.
  • Dental Insurance: Coverage for preventive care, as well as basic and major procedures.
  • Vision Insurance: Coverage for routine eye exams and eyeglasses.
• Security & Future Planning Options
  • Life Insurance: Financial protection for your beneficiaries.
  • Disability Insurance: Short-term and long-term coverage in case of illness or injury.
  • 401(k) Retirement Plan: Opportunity to save for the future.