[Hiring] Strategic Partnerships Director @Iris Telehealth

Role Description

This is a direct sales, individual contributor position focused on winning new strategic partnerships with the top 125 Integrated Delivery Networks (IDNs) in an assigned regional territory. You can be based anywhere within the United States.

Who You Are

You are a dynamic, high-energy enterprise seller who has built your career selling technology-enabled services, software or platforms into large health systems. You have closed complex, multi-stakeholder deals at the C-suite level, and you are comfortable selling a solution that combines clinical services with the technology that makes them work.

• Your expertise spans the entire patient journey, which equips you to have deep, insightful conversations with health system executives about access, throughput and outcomes.
• Behavioral health experience is a plus.
• A proactive self-starter, you research each system’s needs and build tailored solutions with internal and external partners.
• You thrive in a role where you can pave the path for innovative solutions.

Because you have sold this kind of solution before, you ramp quickly. You expect to be in front of executives in your first month and closing business within your first four months.

Why This Role Matters

Health systems are under pressure to expand access to behavioral health care, and many do not have the psychiatrists to do it. Even where capacity exists, half of behavioral health referrals still never reach care. Iris closes that gap two ways:

• Iris Medical Group delivers clinically sound and financially sustainable care embedded in partner workflows.
• Iris Labs adds the intelligence and routing that carry each patient to a completed visit.

Capacity is how we enter. Completion is what we sell. As Strategic Partnerships Director, you bring that full story to the largest health systems in the country. Each new strategic partnership means more patients get timely, high-quality care in their own communities, and it sets the foundation for Iris’s growth.

What You’ll Be Doing

As Strategic Partnerships Director, you will win new strategic partnerships with the top 125 IDNs in your territory. You will be an individual contributor with a personal quota, and you should be prepared to travel up to 25% of the time to meet prospective partners, attend conferences, and participate in leadership meetings.

You own each new logo for its first 12 months after signature and can sell any additional Iris product into it during that time. At month 13, the account and all future opportunities move to our Partner Success team. Our 2027 portfolio includes:

• Scheduled Services
• On-Demand Services and Virtual Care
• The Women’s Health and Oncology service lines
• Advisory Services and 340B
• Iris Labs solutions including Iris Insights, Network Intelligence and Referral Management

In this role, you will:

• Win new strategic partnerships across the top 125 IDNs in your territory, leading with Iris capacity and attaching service lines, Advisory Services and Iris Labs solutions.
• Establish and deepen trust-based relationships with health system executives (CEOs, CFOs, CMOs, CDOs/CTOs and behavioral health leaders), drawing on your strong existing connections.
• Apply your understanding of the patient journey and health system workflow to diagnose access gaps and shape system-wide solutions that combine clinical services and technology.
• Use Iris Insights and Network Intelligence data to build a fact-based case for change with each prospect.
• Partner with Solutions, Clinical, Iris Labs and BDR teams to craft, price and sell large-scale, system-wide deployments.
• Lead sales meetings and deliver persuasive presentations to key stakeholders and decision makers.
• Identify, develop, qualify, and close business opportunities to achieve revenue targets, using Salesforce to maintain accurate forecasts and essential sales data.

What Success Looks Like

Within 30 days: You are fluent in Iris’s services, Iris Labs solutions, value story and sales process. You have built a territory plan with a prioritized list of target health systems in Salesforce, activated your existing executive relationships, and booked your first executive meetings.

Within 60 days: You are leading executive meetings at your highest-priority targets with internal partners alongside you. You have a qualified pipeline across services and Iris Labs solutions, and your first proposals are in development.

Within 120 days: You are closing new business and are halfway to your annual plan, with healthy pipeline coverage for the rest of the year. You are a trusted voice in shaping how Iris sells to large health systems.

What You’ll Bring

You might be a great fit for this role if you:

• Have 7+ years of full-time, quota-carrying enterprise sales experience into health systems with a record of top-tier performance; demonstrated skills, behaviors, and readiness to take ownership matter more to us than a specific number of years.
• Have sold technology-enabled services, SaaS, health IT, telehealth or population health platforms, ideally where software and services are sold together.
• Have a history of negotiating and closing complex, multimillion-dollar deals (ideally $5M+) with large IDNs and many stakeholders.
• Can leverage and expand an established network of executive-level contacts in health systems, and bring executive presence to presentations, calls, emails, and face-to-face conversations.
• Take a strategic, consultative approach to long sales cycles, with the judgment to lead negotiations, resolve conflicts, and make quick decisions in ambiguous situations, and use Salesforce to manage your opportunities.
• Bring behavioral health experience, which would set you apart.
• Care deeply about healthcare transformation, bring a contagious enthusiasm grounded in pragmatism, and want a role where culture fit and mission matter.

A bachelor's degree in business, marketing, or a related field is helpful, but we're most interested in your skills, capabilities, and ability to learn and grow in the role.

What’s In It For You?

We care about our employees and want to make sure they have everything they need to do their job well. To us, that means having the resources to live their best life (both at work and at home):

• Highly competitive compensation (base salary + bonus + stock options).
• Generous PTO policy + colleagues who insist on covering for you so you can truly unplug.
• 100% of the premium cost of healthcare for you and 75% for your dependents.
• $50/month for a gym membership.
• $50/month for your cell phone bill.
• $50/month for books.
• 100% employer-paid life insurance coverage.
• 401k Plan with company match.
• Paid parental leave.
• Optional: Short-term and long-term disability insurance.
• Coworkers who create Slack channels like “sometimesiwetmyplants.”

Compensation

• Base Salary: $160,000 – $180,000 annually, depending on experience and qualifications.
• Variable Compensation: Annual target commission of $150,000; actual commission earned is uncapped and based on individual performance against quota.
• Equity: Eligible for Incentive Stock Options (ISOs) upon hire, subject to standard vesting schedule.

Who You’ll Work With

These awesome individuals are the leaders of our Enterprise team. A hire joining this team would report directly to Kim Thomas.

• Kim Thomas , Vice President of Strategic Solutions
• Donna Robinson , Chief Growth Officer

Who Leads Our Mission

• Andy Flanagan , Chief Executive Officer
• Sarah Fyfe , Chief People Officer
• Dr. Tom Milam , Chief Medical Officer
• David Bartley , Chief Solutions Officer
• Donna Robinson , Chief Growth Officer

About Iris

Iris Telehealth is a leading provider of behavioral health care for community mental health centers, community health centers, hospitals, and health systems across the U.S. Through Iris Medical Group, we deliver clinically sound and financially sustainable telepsychiatry and therapy embedded in our partners’ workflows. Through Iris Labs, we add the intelligence, routing and provider network that move each patient from referral to a completed visit.

The key to our success is our people. And, our number one corporate value is People Over All Else. We try to live that value every day with everything we do. That’s why we’re looking for top talent to help us deliver high-quality and efficient clinical services all over the country.

Iris Telehealth has a culture of ownership, humor, and mastery. Our team is small enough that you can see how your work affects the bottom line and big enough to have the urgency and excitement of a Fortune 500 company. We like to experiment. We're proud to make mistakes (but more proud of our successes). We're always trying to get better. People that work for us are expected to question the way we do things. We want all of our employees to fight for what they think is right -- because that’s how we’ll continue to grow and improve as a company.

Additional Information

• The Staying Power of Telehealth
• Iris Telehealth Certified as Most Loved Workplace

Research shows that women and people of color are less likely to apply for roles unless they meet every qualification listed in the job description. At Iris Telehealth, we're most interested in finding the best candidate for the job--and that may be someone that comes from a nontraditional background. We welcome applicants with diverse experiences and will consider any equivalent combination of skills, knowledge, education, and experience to meet the minimum qualifications. If this role excites you, we encourage you to think broadly about your background and skill set for the role.

Iris Telehealth is committed to embracing, valuing, and thriving on difference. All aspects of employment are decided on the basis of qualifications, merit, and business needs alone. Nurturing inclusion, equity, and belonging in both the workplace and our community is a nonstop and long-term commitment to one of our values, Suck Less Every Day (SLED). Iris is proud to continue to be an equal opportunity employer, and we commit to never stop doing the work in this space.