Director, Growth - Channel Enablement

2 weeks, 3 days ago
Full-time
Lead
Sales and Business Development
Pelago

Pelago

Pelago is a virtual clinic focused on substance use management, collaborating with employers and health plans to provide personalized, evidence-based treatment for tobacco, alcohol, opioid, and cannabis use. Founded by physicians, including CEO Yusuf Sherwani and COO Maroof Ahmed, Pelago aims to eliminate barriers to care through discreet, on-demand services that integrate seamlessly with existing health systems. The clinic offers a range of services, including unlimited access to a physician-led care team, cognitive behavioral therapy (CBT), medication-assisted treatment (MAT), and remote monitoring tools. Pelago also provides access to vetted inpatient facilities and ensures compatibility with health plans and wellness platforms. The company emphasizes a personalized approach to treatment, resulting in significant reductions in substance use and substantial cost savings for employers. Pelago serves enterprises and health plans across the U.S., making it easier for organizations to support employee well-being.

hospital & health care
51-200
Founded 2017
$152M raised

Description

  • Develop and scale a repeatable partner enablement framework covering onboarding, GTM alignment, co-sell motion, and ongoing performance management.
  • Define partner success metrics and run structured QBRs, pipeline reviews, and optimization cycles.
  • Translate successful partner motions into reusable plays that can be deployed across the ecosystem.
  • Own and forecast a co-sell pipeline with Pelago’s Employer Sales team against quarterly and annual KPIs.
  • Build high-quality relationships with key partner account teams and act as the connective tissue between partner and company go-to-market motions.
  • Collaborate with Sales and Marketing to design and execute joint GTM plans, including positioning, enablement materials, and launch activities.
  • Represent Pelago in clinical, financial, and operational partner conversations with executive presence.
  • Maintain fluency in the digital health and benefits platform landscape to anticipate partner and employer needs and identify emerging opportunities.
  • Work cross-functionally with Sales, Product, Clinical, Marketing, and Operations to ensure partner strategies are executable.
  • Serve as the internal voice of the partner by surfacing market signals, capability gaps, and integration needs back into Pelago’s roadmap and GTM strategy.

Requirements

  • 10+ years in business development, channel partnerships, or enterprise sales.
  • 7+ years of experience in healthcare.
  • Experience with digital health platforms, benefits navigation companies, health plans, PBMs, or virtual care companies, either directly or through partnership channels.
  • Proven commercial impact managing complex partnerships with measurable revenue influence, even without owning a direct quota.
  • Ability to build playbooks and codify what works into repeatable motions.
  • Strong pipeline discipline with honest forecasting and proactive gap management.
  • Executive presence and comfort navigating clinical, financial, and operational stakeholders.
  • High comfort with ambiguity and a bias toward learning quickly in evolving GTM environments.
  • Prior experience in high-growth, evolving GTM environments is preferred.
  • Visa sponsorship is not available for this position.

Benefits

  • Generous equity package.
  • Full medical, dental, and vision coverage.
  • 401(k) plan.
  • Unlimited PTO, 10 paid holidays, and company-wide “Me Time” days.
  • Paid maternity, paternity, and new parent leave.
  • Flexible working environment.
  • Annual learning and development stipend.
  • Wellness reimbursement program.
  • Access to reproductive and family planning care.
  • Substance use support for employees and family members.
  • Base salary range of $190,000 to $200,000 USD.
  • OTE range of $228,000 to $240,000 USD, with variable compensation tied to performance.

Interested in this position?

Apply directly on the company website

Apply Now

Similar Roles

Senior Strategic Alliance Manager- Indian GSIs

Okta 5K-10K Professional Services

Okta is hiring a Senior Strategic Alliance Manager to grow and manage partnerships with major Indian global system integrators within its revenue organization.

47 minutes ago

Group Head of Alliances (m/w/d) - 80% - 100% - Remote

X-Sits Automotive

SITS Group seeks a Group Head of Alliances to lead the strategic development and management of its international partner ecosystem in cybersecurity, with a focus on growth, market presence, and partner orchestration across Switzerland and remote locations.

Cybersecurity
1 hour, 2 minutes ago

Senior Territory Manager - Cybersecurity / Network Security Sales background*

SonicWall 1K-5K Professional Services

SonicWall is hiring a Senior Territory Manager to drive partner-led sales growth and revenue across a defined territory in India.

Cybersecurity Network Security Salesforce
1 day ago

Strategic Partnerships Development Manager - Teclo Partnerships

Waymo Autonomous vehicles, robotics, AI, ride-hailing / mobility tech

Waymo is hiring a hybrid Business Development and Strategic Partnerships leader to drive telecom ecosystem partnerships that support the commercial scaling of its autonomous driving technology.

IoT
1 day ago

You're on a roll! Sign up now to keep applying.

Sign Up

Already have an account? Log in

Used by 14,729+ remote workers