Pomelo Care is the leading virtual medical practice for women and children, providing care across pregnancy, postpartum, pediatrics, menopause, and perimenopause. We combine proactive, 24/7 clinical care with technology that helps us reach patients earlier, identify risks sooner, and deliver personalized care throughout their journey. Our team includes clinicians, technologists, operators, and problem-solvers working together to make high-quality care more accessible for families nationwide.

About The Role

Your north star: Drive topline revenue growth for Pomelo Care by building and expanding partnerships with Medicaid health plans.

As a Strategic Partnerships Director on the Medicaid team you will be responsible for sourcing, managing, negotiating and closing deals with health plans. This role is built for people who are passionate about improving outcomes in women’s and children’s health, and deeply understand how to navigate Medicaid MCOs.

This role reports to the VP of Medicaid Partnerships and is open to any candidates located in the continental US.

What you'll do

Own the full sales cycle - from conference networking and outreach to leading sales calls to structuring contracts and closing deals

Build and manage a robust pipeline of Medicaid health plan opportunities

Navigate complex stakeholder environments, building relationships with C-suite executives, VP-level champions and operational decision makers

Develop compelling presentations, proposals and ROI frameworks tailored to each plan’s priorities

Analyze pipeline data and continuously refine go-to-market processes to improve win rates and shorten cycles

Travel to conferences and in-person meetings to build trusted relationships with health plan leaders - Q1 and Q2 travel ~25%, Q3 and Q4 ~50%

Who you are

Experience and Skills

5+ years of experience in an enterprise sales, growth, or business development role, with at least 2 years of experience selling into health plans

Demonstrated track record of closing complex deals $500k-$1M+ ACV

Deep understanding of health plan priorities - you know how to identify economic buyers, decision makers, influencers and how to navigate deals with 20+ stakeholders

Energized by the autonomy and scope of working at a growth-stage company that is scaling rapidly

How You Work

Top-tier grit and resilience - health plan sales cycles are long and competitive; you know how to stay in the game

Exceptional written and verbal communication skills - you can distill complexity into clear, simple messaging

Resourceful - you move fast, improvise well, and don’t wait to be handed a playbook

Coachable - you ask good questions, learn constantly, and welcome direct feedback

Metrics-oriented - you track your pipeline with discipline and use data to prioritize your time

On the road - you are excited to travel to conferences every week in Q3 and Q4, and be on the ground meeting with health plans throughout the year

What Drives You

Passionate about improving women’s and children’s health outcomes in Medicaid

Being a top performer on team that is obsessed with winning

Operating in an ambiguous environment

Working at the intersection of healthcare and technology

Why you should join our team

By joining Pomelo, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup that always puts the patient first. You will learn, grow and be challenged, and have fun with your team while doing it.

We strive to create an environment where employees from all backgrounds are respected. We value working across disciplines, moving fast, data-driven decision making, learning, and always putting the patient first.

Benefits and Perks

Comprehensive Health, Dental, and Vision coverage for employees and their families

High deductible Health Plans with Health Savings Account (HSA) options

Flexible Spending Account (FSA)

Equity grant participation

401(k) program

Competitive vacation policy

16 weeks paid parental leave

Fully remote work flexibility (within the US)

Compensation

The expected base salary range for this role is $170,000-$190,000. This role is also eligible for variable compensation, with expected on-target earnings of $340,000 to $380,000, and equity, giving you an ownership stake in Pomelo’s mission. Actual compensation may vary based on relevant experience, skills, competencies, and certifications.