Who We're Looking For

CareMessage reaches more than six million patients across nearly 500 safety-net organizations in 45+ states and territories.

We are hiring a Strategic Partnerships Director (L4) to help CareMessage build, manage, and scale a high-value partner ecosystem across the healthcare safety-net. This is a senior individual contributor role for a partnership operator who has built partner ecosystems, managed growth through partners, negotiated complex partner agreements, and converted relationships into measurable pipeline, revenue, product leverage, and mission-aligned impact.

This person will focus on partnerships that affect distribution, customer acquisition, expansion, pricing, packaging, partner-led ARR, integration readiness, sponsored programs, market intelligence, and patient outcomes. The initial portfolio may include programmatic partners, commercial partners, platform/gatekeeper partners, embedded or integration partners, and emerging growth channels such as health plans, ACOs, CINs, payers, HIEs, PCAs, HCCNs, and regional networks.

The right candidate understands that partnership work is not relationship management alone. It requires commercial discipline, operational rigor, executive judgment, product and technical fluency, AI-enabled scale, and the ability to create 1+1=3 outcomes across CareMessage, partners, customers, and patients. They will report to the Chief Revenue Officer and work closely with Sales, Product, Engineering, Customer Experience, Finance, Legal, Compliance, Strategy, Marketing, and executive leadership.

Who You Are

You are a senior partnership builder who has created or meaningfully scaled a partner ecosystem in a SaaS, healthcare technology, digital health, health services, or similarly complex market. In your most recent or most relevant role, you managed growth through partners with measurable outcomes tied to partner-sourced pipeline, partner-influenced ARR, co-sell motions, sponsored programs, expansion, or new-market access. You know how to negotiate and drive value through commercial models, partner agreements, revenue share, referral fees, co-sell rules, sponsored program terms, and mutual success criteria without compressing base revenue or creating unclear ownership.

You understand the difference between activity, access, and a real partnership operating motion. You can turn conversations into partner briefs, mutual plans, QBRs, scorecards, pipeline attribution, renewal or reset decisions, and customer-ready execution. You are comfortable working across executive, Sales, Product, Engineering, CX, Finance, Legal, Compliance, Marketing, and external partner teams without direct authority. You have used AI, automation, data, or workflow tooling to scale partner operations, synthesize market signal, manage follow-up, support QBRs, improve partner enablement, or reduce manual coordination. You are deeply motivated by the dual mandate of this role: driving SaaS partner outcomes through revenue and growth while advancing patient impact, including access to care, care gap closure, clinical outcomes, and health equity.

Responsibilities

A. Partnership Strategy and Portfolio Ownership

• Own CareMessage's growth-enabling partnership portfolio across partner type, strategic objective, business-line impact, operating model, economics, risk, owner, and next step.

• Operationalize the Partnerships Playbook, including partner taxonomy, selection principles, gating model, partnership briefs, decision rights, QBRs, scorecards, and sunset criteria.

• Manage a regular partnership operating rhythm that makes partner health, risk, economics, customer impact, product commitments, and next steps inspectable by the CRO and KFL team.

• Maintain a clear view of current and emerging partnership categories, including programmatic partners, commercial partners, platform/gatekeeper partners, embedded/integration partners, sponsored/funder-linked partners, and new growth channels.

B. Commercial Partnership Development and Growth

• Source, evaluate, develop, negotiate, and manage partnerships that can create market access, partner-sourced pipeline, partner-led ARR, referrals, co-sell opportunities, sponsored programs, customer expansion, or other measurable growth outcomes.

• Build partner-specific business cases that connect CareMessage's SaaS value proposition to partner incentives, customer workflows, patient outcomes, and sustainable economics.

• Partner with Sales Leads to convert partner relationships into qualified opportunities, account mapping, co-sell motions, referrals, and partner-enabled customer conversations.
• Define partner-sourced and partner-influenced pipeline attribution in partnership with Revenue Operations.
• Manage negotiation and commercial terms for partnerships that affect pricing, distribution, customer acquisition, expansion, partner-led ARR, revenue share, referral fees, partner fees, or sponsored-program economics.

C. Partner Lifecycle Management and Success

• Create mutual action plans and success criteria for priority partners.
• Run QBRs and partner health reviews for priority partnerships, including commercial outcomes, referrals, implementation outcomes, customer feedback, patient impact, product signal, and next-step accountability.
• Develop partner enablement materials, partner playbooks, joint messaging, referral guidance, co-sell workflows, and internal handoff documentation.
• Reset, pause, renegotiate, or wind down underperforming partnerships when value is not materializing or when risk exceeds expected return.
• Ensure partner work is not dependent on ad hoc follow-through.

D. Technical, Product, and AI-Enabled Operations

• Partner with Product and Engineering to assess roadmap impact, integration scope, data/security posture, implementation burden, post-launch support needs, and product boundaries before commitments are made.
• Partner with Customer Experience (specifically Professional Services) to ensure partner-driven opportunities are implementable, supportable, and aligned with customer workflows.
• Use AI, automation, CRM, partner relationship management tools, meeting intelligence, and structured data capture to scale partner operations, synthesize market signal, improve follow-up, generate executive-ready briefs, and reduce manual coordination.
• Build a repeatable operating system for tracking partner commitments, product asks, commercial dependencies, data-sharing risks, implementation readiness, support burden, and decision logs.
• Help CareMessage distinguish scalable product and data opportunities from one-off partner requests that would create roadmap drag.

D. Cross-Functional Governance and Decision Rights

• Partner with CRO/Finance on pricing, margin, partner economics, revenue share, referral fees, sponsored programs, pipeline attribution, ARR treatment, and renewal/reset scenarios.

• Partner with Legal and Compliance on privacy, security, data-sharing, funded-program risk, messaging risk, contracting, customer authorization, and BAA/DUA needs.

• Partner with Strategy and Marketing when partnerships affect mission expression, brand, category positioning, external claims, intervention boundaries, conferences, or field-building work.

• Escalate decisions appropriately when partnerships involve enterprise commitments, executive-level relationships, material technical investments, mission/brand sensitivity, or legal/compliance risk.

• Prepare clear partner briefs and recommendations that allow KFL and executive decision-makers to make fast, informed go / no-go / pilot / reset decisions.

E. Market Intelligence and Strategic Recommendations

• Monitor partner movement, platform ecosystems, payer/VBC dynamics, EHR marketplaces, outsourcing patterns, data-access opportunities, partner competitors, and emerging safety-net network structures.

• Translate partner signal into practical recommendations for GTM strategy, product readiness, pricing, packaging, messaging, enablement, conference strategy, and annual planning.

• Help CareMessage evaluate where to build, partner, buy, pause, or stop based on mission fit, technical feasibility, commercial coherence, long-term value, and patient impact.
• Create institutional knowledge so partner learning survives individual conversations and becomes part of CareMessage's operating model.

What Success Looks Like

Performance Indicators (KPIs)

• Partner-sourced qualified pipeline created.
• Partner-influenced ARR, partner-led revenue, or partner-enabled expansion outcomes.
• Conversion from partner introductions/referrals to qualified opportunities and closed-won revenue.
• Quality and completeness of partner portfolio tracker, briefs, mutual plans, scorecards, QBRs, and decision logs.
• Reduction in ambiguous ownership, unscoped commitments, roadmap drag, or partner economics that compress base ARR.
• Partner health, engagement, follow-through, and reset/sunset discipline.
• Quality of cross-functional execution
• Market intelligence and internal enablement contributions.
• Partner-enabled patient impact, where measurable, including access to care, outreach, care gap closure, clinical outcomes, and health equity reach.
• Effective use of AI, automation, and operating tools to scale partner management, synthesis, documentation, and follow-through.

Preferred Qualifications

We are open to a range of partnership leadership backgrounds. You may have built partner ecosystems in SaaS, healthcare technology, digital health, health services, alliances, channel partnerships, business development, or another complex B2B environment. You may have gone deep in one partnership motion before broadening into a larger portfolio. What matters most is your ability to build partnerships that produce measurable outcomes, create structure in ambiguity, negotiate and manage value, and operate effectively across internal and external stakeholders. If you do not meet every qualification listed (especially if you come from an under-represented background), but you have built or meaningfully scaled a partner motion, driven growth through partners, and are motivated by both revenue growth and patient impact, we strongly encourage you to apply.

Ideal Experience

• 8-12+ years of experience experience in B2B SaaS, healthcare technology, digital health, population health, patient engagement, value-based care, safety-net healthcare, or other regulated markets in a strategic partnerships, alliances, business development, channel partnerships, partner sales or a related commercial role, with demonstrated experience building or materially scaling a partner ecosystem, program, channel, or alliance portfolio.
• Experience in B2B SaaS, healthcare technology, digital health, population health, patient engagement, value-based care, safety-net healthcare, or other regulated markets.

• Proven ability to drive measurable growth through partners, including partner-sourced or partner-influenced pipeline, ARR, co-sell motions, referrals, sponsored programs, expansion revenue, or new-market access.

• Strong commercial judgment and negotiation experience across partner economics, pricing, revenue share, referral fees, co-sell rules, sponsored programs, renewals, resets, or complex partnership agreements.

• Experience managing the partner lifecycle from sourcing and qualification through launch, enablement, performance management, expansion, reset, or sunset.
• Experience building partner-sourced pipeline attribution, partner scorecards, partner QBRs, rules of engagement, enablement workflows, and mutual action plans.

• Strong product and technical judgment, with the ability to work cross-functionally before making commitments around integrations, data, workflow, implementation, compliance, or support.

• Demonstrated use of AI, automation, CRM/PRM, analytics, or workflow tools to scale partner operations, reporting, follow-up, enablement, or market-signal synthesis.

• Strong executive presence, written communication, and structured thinking; able to influence without authority and produce clear briefs, mutual plans, decision packets, and executive-ready recommendations.

• Deep alignment with CareMessage's mission to advance health equity and comfort balancing revenue outco