Director, Growth - Health Plan Partnerships
About Thrive Mobile
Thrive Mobile was founded in 2022 to increase access to care for underserved populations. We're the first wireless carrier built for healthcare. We combine wireless infrastructure, smartphones, and an embedded software platform to help Medicaid and Duals members connect with health and social care directly on their phones.
We've raised $21M from Frist Cressey Ventures, CVS Health Ventures, and other leading investors. Our advisors include former Chief Medical Officers and Chief Strategy Officers from national health plans — relationships that open doors at the health plans you'll be selling into.
We're looking for a Director of Growth who understands how payers operate and can build trust across product, operational, clinical and compliance teams over long cycles. This is a category-creating role. Connectivity as the infrastructure to unlock member engagement is a concept most health plans haven't bought before - and the market is at an inflection point. You'll win in this role by becoming a trusted advisor to VPs of Medicare Product and Medicaid Market President, helping them understand what's possible, and shaping how the mobile category in healthcare increases access and improves outcomes.
You'll report to the Head of Growth with the autonomy to help shape the commercial playbook and rapidly scale Thrive Mobile's impact.
About the Role
We are looking for a Director of Growth to close health plan partnerships. If you are motivated to scale Thrive's impact by creating a repeatable GTM and sales process, we want to hear from you.
What You'll Do
- Own the full sales cycle - from conference networking and outreach to leading demos to structuring contracts and closing deals
- Build and manage a robust pipeline of Medicaid, D-SNP and C-SNP health plan opportunities
- Navigate complex stakeholder environments, building relationships with C-suite executives, VP-level champions and operational decision makers
- Develop compelling presentations, proposals and ROI frameworks tailored to each plan's priorities
- Analyze pipeline data and continuously refine go-to-market processes to improve win rates and shorten cycles
- Travel to conferences and in-person meetings to build trusted relationships with heath plan leaders - Q1 and Q2 travel ~25%, Q3 and Q4 ~50%
- Bring the voice of the customer inside - advocate for prospect needs and collaborate cross-functionally
Who You Are
Experience and Skills
- 5+ years of experience in enterprise sales, business development or growth, with at least 2 years of experience selling into health plans
- Demonstrated track record closing complex deals $500k-$1M+ ACV
- Deep understanding of health plan priorities - you know how to identify economic buyers, decision makers, influencers and how to navigate deals with 20+ stakeholders
- Experience with Medicaid or Medicare populations is a big plus
- Energized by the autonomy and scope of working at an early-stage company that is growing rapidly
How You Work
- Top-tier grit and resilience - health plan sales cycles are long and competitive; you know how to stay in the game
- Exceptional written and verbal communication skills — you can distill complexity into clear, simple messaging
- Scrappy and resourceful - you move fast, improvise well, and don't wait to be handed a playbook
- Curious and coachable - you ask good questions, learn constantly, and welcome direct feedback
- Metrics-oriented - you track your pipeline with discipline and use data to prioritize your time
- On the road - you are excited to travel to conferences every week in Q3 and Q4, and be on the ground meeting with health plans throughout the year
What Drives You
- Passion for improving healthcare for underserved populations
- Strong interest to be an early commercial hire who shapes culture and playbook, not just executes one
- Operating in an ambiguous environment
- Working at the intersection of healthcare and technology