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Nabla is an AI assistant for clinical documentation and patient encounters, trusted by over 100,000 clinicians across 130+ healthcare organizations. The company recently closed a $70M Series C and is expanding its partnerships team.
As Strategic Partnerships Director, you will own the full lifecycle of partnerships that accelerate Nabla's growth and extend its capabilities. This encompasses two classes of partners: product partners whose capabilities extend the roadmap, and EHR/platform partners whose ecosystems Nabla integrates into and sells through.
Key responsibilities include:
- Market Monitoring: Maintain visibility of adjacent clinical categories (clinical decision support, chart intelligence, prior authorization, virtual care) and provide written perspectives on build vs. partner vs. decline decisions.
- Relationship Ownership: Own executive relationships with each partner from initial conversation through partnership lifecycle. Build influence to secure preferred-partner status, earlier API access, and better platform economics.
- Product Partner Sourcing: Originate and qualify partner conversations aligned with product roadmap. Define appropriate partnership constructs (referral, resell, BYOL, joint GTM, integration-only).
- Partnership Playbook: Establish scalable, repeatable processes and standards for commercial and engagement aspects of partnerships.
- Commercial Negotiation: Lead pricing and terms discussions with Finance team, including referral fees, minimums, integration fees, and pilot carve-outs. Manage redline cycles and signature paths with Legal, InfoSec, and Finance.
- Go-to-Market & Launch: Own launch planning with Product, Engineering, Product Marketing, and Customer Success, including alpha site selection, success criteria, GA timing, joint messaging, and sales enablement.
- Corporate Development (Buy-Side): Maintain target map for adjacent players, source and qualify acquisition targets, build investment thesis and valuation views, coordinate diligence, and bring leadership in when targets are qualified.
- Cross-Functional Collaboration: Work closely with Product, Engineering, Marketing, Legal, and Customer Success to align partnership commitments with shipping and support capabilities.
- Industry Presence: Build strategic contact and meeting plans for key industry events.
Requirements:
- 8-10+ years in product partnerships, business development, or corporate development in Healthcare SaaS with direct US health systems exposure
- Proven project management skills managing 6-8 partner workstreams in parallel with strong cross-functional coordination (especially Product and Engineering)
- Understanding of product and technical concepts including APIs and AI model integrations; ability to translate between partner and product stakeholders
- Exceptional written and verbal communication with strong problem-solving and action-oriented mindset
- Demonstrated success integrating third-party solutions and bringing partnerships to live customers with strong adoption
- Direct experience negotiating and closing multi-party commercial agreements including pricing and managing redline cycles
- Experience with EHR integration constraints, PHI, and BAA mechanics
- Proactive, self-motivated approach; writes playbooks rather than waiting for them
- Sound judgment on confidentiality, especially for corporate development work
- Currently authorized to work in the US without requiring employer sponsorship
About Nabla
Healthcare / Life Sciences; AI / Data / Infrastructure — AI assistant for clinical documentation and patient encounters.
