We are looking for a strategic, results-driven, and relationship-focused Business Development Director to lead and accelerate the expansion of our Payor Partnerships team. Working closely alongside the VP of Patient Access and the CEO, this role is pivotal in architecting high-impact health plan strategies, securing value-based contracts, and ensuring patients across all 50 states have access to Equip's evidence-based care.
The Business Development Director combines visionary strategic thinking with rigorous operational execution. You must be equally skilled at navigating complex enterprise deal structures and building long-term, high-trust relationships with C-suite and executive leaders at major health plans. This individual is highly credible, collaborative, and analytically minded, driven by a passion to build meaningful partnerships, optimize pipeline operations in Salesforce, and build repeatable frameworks that allow Equip to scale efficiently.
Strategic Payor Partnerships & Market Expansion
Own end-to-end strategic payor contracting and partnership strategy, working in close collaboration with the VP of Patient Access, Chief Revenue Officer, and CEO.
Lead business development efforts to execute value-based contracts, alternative payment models, and strategic enterprise expansions (e.g., employers and benefits consultants) that align with Equip’s clinical model and growth objectives.
Identify and cultivate long-term, high-trust relationships with C-suite and executive decision-makers across clinical, network, and innovation teams at major health plans.
Pipeline Ownership & Strategic Revenue Operations
Drive pipeline discipline and multi-year forecasting across a rolling 12–36 month horizon, leveraging Salesforce to ensure executive visibility, accurate deal progression, and predictable revenue growth.
Establish priority account strategies and targeted engagement frameworks to penetrate key regional and national payor markets.
Lead cross-functional alignment with Legal, Compliance, Clinical Operations, and Finance to navigate complex regulatory landscapes, ensure value-based contract success, and streamline market launch processes.
Strategic Execution & Organizational Leadership
Architect high-impact executive pitch materials, business cases, and financial models for complex enterprise deal cycles.
Qualification
Proven track record of structuring
Required
10+ years of progressive experience in business development, strategic partnerships, strategic finance, or network development within digital health, health plans, or healthcare provider organizations.
Proven track record of structuring, negotiating, and closing complex payor partnerships and value-based or alternative payment contracts.
Highly credible communicator comfortable building consensus and presenting complex business cases to C-suite and executive stakeholders at major health plans.
Deep proficiency with Salesforce and CRM-driven revenue operations, with demonstrated experience in pipeline forecasting, funnel analytics, and multi-year growth modeling.
Strong quantitative ability to run financial scenarios, model business cases, and balance deal velocity with long-term profitability and operational compliance.
Strategic problem-solver who thrives in a fast-paced environment, possessing a high sense of ownership, humility, and a passion for expanding access to life-saving care.
