Director, Payer Partnerships

Responsibilities

• Drive Payer Sales & Negotiate Contracts (60%)
• Own the end-to-end sales cycle for new payer partnerships - from first pitch to signed Value-Based Care (VBC) and pay-for-performance contracts
• Lead strategic renegotiations with existing fee-for-service partners, transitioning them into progressive risk-sharing and VBC frameworks built around Boulder's outcomes
• Be the primary negotiator on contract terms, rates, and performance metrics - crafting agreements that are financially sound and mutually beneficial.
• Build compelling, data-driven value propositions tailored to each health plan's population and strategic priorities
• Manage the full contracting lifecycle, from discovery through redlining, execution, and a smooth handover to our Partner Success team
• Shape Strategy & Build Your Pipeline (25%)
• Build and manage a robust pipeline of payer prospects, using CRM tools to forecast revenue and report on key sales metrics
• Conduct market research on regional payer landscapes, competitor positioning, and regulatory shifts shaping VBC opportunities
• Identify and prioritize high-value targets, including Medicaid Managed Care Organizations (MCOs), Medicare Advantage plans, and commercial health plans.
• Collaborate & Share Market Insight (15%)
• Share market feedback with internal teams to help shape product development, pricing, and clinical program design
• Partner with Operations and Partner Success after signing to ensure smooth implementation and strong contract performance
• Represent Boulder Care at industry conferences, payer summits, and networking events as a thought leader in value-based behavioral health.
• What you bring
• 5-7+ years of progressive experience in healthcare sales, payer contracting, network development, or managed care
• A track record of successfully negotiating and closing complex VBC, shared savings, or pay-for-performance contracts with health plans
• Deep knowledge of alternative payment models, population health strategies, and how Medicaid, Medicare Advantage, and commercial plans operate
• Sharp negotiation, financial, and analytical skills - comfortable building and interpreting complex pricing and ROI models
• Executive presence and the ability to pitch and influence C-suite decision-makers at major health plans
• Excellent written and verbal communication skills, with a knack for turning clinical outcomes into compelling financial stories
• A self-starter mindset - you thrive with autonomy in a fast-paced, high-growth environment and take real ownership of your work
• Integrity, strategic thinking, and professionalism that reflect Boulder Care's values
• Nice to have but not required
• Experience selling to or negotiating with payers in behavioral health, substance use disorder (SUD), or digital health
• An active network of senior-level contacts at regional and national health plans
• Familiarity with regulatory requirements and compliance standards related to VBC and telehealth
• Work environment
• This is a fully remote role but we are currently only hiring candidates located in the following states: AZ, CA, CO, FL, GA, ID, IL, KY, MA, MI, NC, NJ, NY, OH, OR, PA, SC, TN, TX, UT, WA, and WV . Applicants must reside and work in one of those states to be considered.
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Benefits

Additional Information

About Boulder Boulder Care is an award-winning digital clinic for addiction medicine, recognized for both innovation and high quality of patient care. Founded in 2017 by CEO Stephanie Strong, our mission is to improve the lives of people with substance use disorders through compassionate, evidence-based care. We provide Boulder patients with a fully virtual, multidisciplinary care team-including medical providers and peer recovery specialists-who deliver personalized treatment, including medication for opioid use disorder (MOUD) and ongoing support. Our approach is grounded in clinical excellence, patient-centered care, and a commitment to reducing barriers to recovery. Boulder partners with leading health plans, employers, and community organizations to ensure that our services are accessible and covered for the people who need them most. Named by Fortune as one of the Best Workplaces in Healthcare, we foster a culture of kindness, respect, and meaningful work that delivers outstanding patient outcomes and moves the addiction medicine industry forward. About this role Boulder Care is looking for a Director of Payer Partnerships to lead our charge into the next generation of value-based behavioral health care. If you're a sales leader who thrives on closing complex deals, loves the strategy behind value-based care, and wants your work to directly expand access to addiction and behavioral health treatment, this is your seat at the table. You'll own the full sales cycle for new payer partnerships and lead the transition of existing fee-for-service relationships into innovative, outcomes-based contracts. Your wins translate directly into expanded access to care - and into Boulder's growth across new markets.

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