About the RoleWe are looking for a Vice President of Business Development to lead InStride Health's national field sales organization and set our strategy for building trusted referral partnerships with pediatricians, child psychiatrists, and health systems. Reporting directly to the Chief Commercial Officer and sitting on the Commercial Leadership Team, you will own a layered field organization of Regional Directors and Territory Managers, turning local provider trust into a scalable, national referral engine for pediatric anxiety and OCD care. This is a high-impact executive role for a leader who wants to build a category-defining go-to-market motion at a fast-growing, mission-driven company, and we have a strong preference for candidates based in the Eastern time zone given the amount of field travel this role requires. This is a fully remote position.
Key ResponsibilitiesField Sales Strategy & Technology- Design and scale InStride's national field coverage model using regional referral data, capacity modeling, and growth targets.
- Evaluate and adopt sales technology, including AI-enabled tools, to improve lead qualification, pipeline visibility, and territory coverage.
- Build field metrics and pipeline reporting that tracks referrals from first provider contact through enrollment.
- Track health system and market trends to inform territory planning ahead of geographic expansion.
Commercial & Cross-Functional Leadership- Serve as an active member of the Commercial Leadership Team, partnering with the CCO, VP of Marketing, and SVP of Payor Growth to build unified go-to-market strategy.
- Set service-level agreements with Clinical Admissions leadership that remove intake bottlenecks and strengthen the onboarding experience.
- Translate field insights from providers and health systems into recommendations for clinical delivery and product leadership.
- Protect InStride's reputation with providers and families, ensuring growth targets never come at the expense of a compassionate experience.
Team Leadership & Organizational Design- Coach and develop a team of Regional Directors, who manage a national team of Territory Managers.
- Build an accountable, results-driven field culture that stays true to InStride's mission and values.
- Own sales enablement, onboarding, and performance management for the field organization.
- Guide Regional Directors through complex personnel decisions, territory design, and performance management cases.
Provider Partnership Strategy & Key Accounts- Define InStride's approach to building consultative, trust-based partnerships with pediatricians, child psychiatrists, and health systems.
- Personally manage InStride's most significant provider relationships and lead strategic conversations with health system leadership.
- Travel 15-25% of the time to lead field rides, evaluate team performance, and close key partnerships.
- Turn successful local sales approaches into playbooks the broader field team can use nationally.
What You Need to Succeed in the Role- 10+ years of progressive commercial leadership experience in healthcare business development, provider sales, or healthcare services, including 4+ years managing people managers within a field sales organization.
- Experience operating within a venture-backed or private equity-backed, high-growth healthcare startup environment and building or scaling a field sales organization from an early stage.
- Direct experience in pediatric healthcare, behavioral health, or youth mental health, with a clear understanding of the clinical trust required to work with pediatricians, child psychiatrists, and health systems.
- Strong track record of using CRM and modern sales technology stacks, including proven experience or a clear vision for leveraging AI-based tools to automate, optimize, and enhance field sales team performance.
- Experience reporting directly to C-suite leadership and contributing to a cross-functional commercial leadership team.
- Experience managing high-stakes provider relationships, and ideally partnering closely with a payor-facing counterpart.
- An established network of relationships with pediatric health systems, provider groups, or behavioral health referral sources.
- MBA or equivalent advanced degree preferred.
The expected annual salary for this role is between $194,000-$215,000, with an annual target bonus of 40%. Actual starting salary will be determined on an individualized basis and will be based on several factors including but not limited to specific skill set, work experience, etc. In addition to base compensation, this role offers a target performance-based bonus.
Why Join Our Team- Generous benefits package (401k with match, Flexible PTO, paid holidays, paid service days, 4 week paid sabbatical, 12 week paid parental leave, health benefits starting on your first day, and more)
- Opportunity to join a mission-driven company that is changing the landscape of pediatric mental health treatment
- Chance to make a far-reaching impact by helping children and families access desperately-needed, evidence-based care
- Opportunity to work with talented and experienced team members who have devoted their lives to solving this problem
- Fully virtual: work from the comfort of your home with periodic in-person retreats
