VP, Strategic PartnershipsAbout the RoleWe're looking for a VP, Strategic Partnerships to own and scale our partner ecosystem. This leader will manage and deepen our existing relationships with partners such as Lyra Health, Cariloop, bswift, and Workday Wellness, while identifying, negotiating, and launching new strategic partnerships (e.g., Aight) that expand our distribution and product value across these channels. This is a revenue-owning, revenue-driving, team-building leadership role reporting directly to the Chief Commercial Officer.
What You'll DoManage & Grow Existing Partnerships
- Own the day-to-day and strategic relationship with key partners including Lyra, Cariloop, bswift, and Workday Wellness. Develop and execute a path to close revenue through the partnerships.
- Serve as the executive-level point of contact for partner escalations, QBRs, and joint planning with Sales and Consultant Relations.
- Identify expansion opportunities within existing partnerships (co-marketing, integrations, bundled offerings, upsell paths)
- Monitor partner performance against contractual and revenue commitments
Develop New Partnerships - Build and manage a pipeline of net-new strategic partners across core channels
- Lead partnership strategy: identify white space, evaluate fit, and prioritize based on revenue and strategic value within each channel
- Structure, negotiate, and close partnership agreements (commercial terms, integration scope, co-selling models)
- Partner cross-functionally with Product, Legal, and Marketing to design and launch new partnerships
Own Revenue - Own an annual partnership-sourced/influenced revenue target
- Build the forecasting, pipeline tracking, and reporting cadence for partnership revenue
- Develop pricing, deal structures, and incentive models that align partner and company economics
- Report progress against target to executive leadership
Build / Manage the Team - Hire, onboard, and lead a Strategic Partnerships team (e.g., partnership managers)
- Define team structure, roles, and career paths as the function scales
- Set goals, coach performance, and instill a repeatable partnership playbook (sourcing, evaluating, negotiating, launching, managing)
- Establish operating rhythms: pipeline reviews, partner health scorecards, QBR templates
What You Bring - 8-12+ years in partnerships, business development, or strategic alliances
- Direct experience managing enterprise partnerships with carriers/health plans, PEOs, wellness platforms (e.g., Lyra, Cariloop), and ben admin systems (e.g., bswift, Workday)
- Proven track record owning and hitting a partnership or channel revenue target
- Experience building and leading a team from the ground up
- Strong commercial negotiation skills - you've structured and closed complex partnership agreements
- Comfortable operating at both strategic (exec relationships, deal strategy) and tactical (pipeline hygiene, partner enablement) levels
- Excellent executive presence; you'll represent the company with C-suite partner stakeholders
- Existing relationships with wellness platforms, point solutions, ben admin platforms, health plans/carriers, PEOs, etc.
- Experience with benefits administration integrations (e.g., bswift, Workday)
- Familiarity with PEO co-employment/distribution models
- Background scaling a partnerships function from early stage to a mature revenue engine
What Success Looks Like (First 12 Months) - Existing partnerships (Lyra, Cariloop, bswift, Workday Wellness) are retained, healthy, expanded, and driving meaningful revenue
- New strategic partnership(s), including Aight, launched and generating pipeline/revenue
- Partnership revenue target achieved or on pace
- Partnerships team hired and operating against a defined playbook and reporting cadence
COMPENSATION/PERKS - Competitive salary
- Stock options
- Medical, Dental, and Vision coverage, including Dependents
- Flexible Spending and Health Savings Accounts
- Telemedicine and Employee Assistance Program (EAP)
- Life and AD&D policies
- DTO (discretionary time off), paid holidays, and a flexible time-off approach
- Los Angeles-based and Remote Work team
- Airvet Pet Telehealth benefits
- Monthly stipend for remote work
- Continued education reimbursement program
- $75 monthly stipend for home office
- Up to $500 annual education reimbursement
