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Salary: USD 205,000 - 235,000 / annual
Boulder Care, an award-winning digital clinic for addiction medicine founded in 2017, is seeking a Director of Payer Partnerships to lead the company's expansion into value-based behavioral health care. You will own the full sales cycle for new payer partnerships and drive the transition of existing fee-for-service relationships into innovative, outcomes-based contracts.
In this role, you will spend approximately 60% of your time driving payer sales and negotiating contracts. You will own end-to-end sales cycles for new payer partnerships, from initial pitch through signed Value-Based Care (VBC) and pay-for-performance contracts. You will lead strategic renegotiations with existing fee-for-service partners, transitioning them into progressive risk-sharing frameworks. As the primary negotiator on contract terms, rates, and performance metrics, you will craft agreements that are financially sound and mutually beneficial. You will build compelling, data-driven value propositions tailored to each health plan's population and strategic priorities, and manage the full contracting lifecycle from discovery through execution and handover to the Partner Success team.
Approximately 25% of your time will focus on strategy and pipeline building. You will build and manage a robust pipeline of payer prospects using CRM tools to forecast revenue and report on key sales metrics. You will conduct market research on regional payer landscapes, competitor positioning, and regulatory shifts shaping VBC opportunities. You will identify and prioritize high-value targets, including Medicaid Managed Care Organizations (MCOs), Medicare Advantage plans, and commercial health plans.
The remaining 15% involves collaboration and market insight sharing. You will share market feedback with internal teams to shape product development, pricing, and clinical program design. You will partner with Operations and Partner Success teams to ensure smooth implementation and strong contract performance. You will represent Boulder Care at industry conferences, payer summits, and networking events as a thought leader in value-based behavioral health.
Boulder Care provides fully virtual, multidisciplinary addiction medicine care, including medication for opioid use disorder (MOUD) and ongoing support. The company partners with leading health plans, employers, and community organizations to ensure accessible, covered services. Boulder has been named by Fortune as one of the Best Workplaces in Healthcare.
This is a full-time remote position with flexible access to the company's riverfront headquarters in Portland, OR. You must have a dedicated, private workspace with a lockable door and high-speed internet to maintain HIPAA compliance. Expected hours are 40 per week, Monday-Friday during standard business hours.
REQUIREMENTS:
- 5-7+ years of progressive experience in healthcare sales, payer contracting, network development, or managed care
- 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 ability to pitch and influence C-suite decision-makers at major health plans
- Excellent written and verbal communication skills, with ability to translate clinical outcomes into compelling financial stories
- Self-starter mindset; thrive with autonomy in fast-paced, high-growth environments
- Integrity, strategic thinking, and professionalism aligned with Boulder Care's values
- Must be authorized to work for any employer in the U.S.; unable to sponsor or take over sponsorship of employment visas
NICE TO HAVE:
- Experience selling to or negotiating with payers in behavioral health, substance use disorder (SUD), or digital health
- Active network of senior-level contacts at regional and national health plans
- Familiarity with regulatory requirements and compliance standards related to VBC and telehealth
