---
title: 'Strategic Partnerships Director, Medicaid at Pomelo Care'
canonical: 'https://feeny.ai/job/strategic-partnerships-director-medicaid-pomelo-care-united-states-j6jabn2vjx89'
type: 'job'
last_seen: '2026-09-11'
---

# Strategic Partnerships Director, Medicaid at Pomelo Care

- **Company:** Pomelo Care
- **Location:** United States
- **Work type:** remote
- **Posted:** 2026-08-28
- **Last confirmed live:** 2026-09-11
- **Apply:** https://job-boards.greenhouse.io/pomelocare/jobs/6173564004

## Job description

## About us

Pomelo Care is the leading virtual medical practice for women and children, providing care across pregnancy, postpartum, pediatrics, menopause, and perimenopause. We combine proactive, 24/7 clinical care with technology that helps us reach patients earlier, identify risks sooner, and deliver personalized care throughout their journey. Our team includes clinicians, technologists, operators, and problem-solvers working together to make high-quality care more accessible for families nationwide.

About The Role:

Your north star: Drive topline revenue growth for Pomelo Care by building and expanding partnerships with Medicaid health plans.

As a Strategic Partnerships Director on the Medicaid team you will be responsible for sourcing, managing, negotiating and closing deals with health plans. This role is built for people who are passionate about improving outcomes in women’s and children’s health, and deeply understand how to navigate Medicaid MCOs.

This role reports to the VP of Medicaid Partnerships and is open to any candidates located in the continental US.

What you'll do:

- Own the full sales cycle - from conference networking and outreach to leading sales calls to structuring contracts and closing deals
- Build and manage a robust pipeline of Medicaid 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 health plan leaders - Q1 and Q2 travel ~25%, Q3 and Q4 ~50%

Who you are:

## Experience and Skills

- 5+ years of experience in an enterprise sales, growth, or business development role, with at least 2 years of experience selling into health plans
- Demonstrated track record of 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
- Energized by the autonomy and scope of working at a growth-stage company that is scaling 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
- Resourceful - you move fast, improvise well, and don’t wait to be handed a playbook
- 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

- Passionate about improving women’s and children’s health outcomes in Medicaid
- Being a top performer on team that is obsessed with winning
- Operating in an ambiguous environment
- Working at the intersection of healthcare and technology

## Why you should join our team

By joining Pomelo, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup that always puts the patient first. You will learn, grow and be challenged, and have fun with your team while doing it.

We strive to create an environment where employees from all backgrounds are respected. We value working across disciplines, moving fast, data-driven decision making, learning, and always putting the patient first.

Benefits and Perks:

- Comprehensive Health, Dental, and Vision coverage for employees and their families
- High deductible Health Plans with Health Savings Account (HSA) options
- Flexible Spending Account (FSA)
- Equity grant participation
- 401(k) program
- Competitive vacation policy
- 16 weeks paid parental leave
- Fully remote work flexibility (within the US)

Compensation:

The expected base salary range for this role is $165,000-$185,000. This role is also eligible for variable compensation, with expected on-target earnings of $330,000 to $370,000, and equity, giving you an ownership stake in Pomelo’s mission. Actual compensation may vary based on relevant experience, skills, competencies, and certifications.

At Pomelo, we are committed to hiring the best team to improve outcomes for all mothers and babies, regardless of their background. We need diverse perspectives to reflect the diversity of problems we face and the population we serve. We look to hire people from a variety of backgrounds, including but not limited to race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status.

#LI-Remote Potential Fraud Warning

Please be cautious of potential recruitment fraud. With the increase of remote work and digital hiring, phishing and job scams are on the rise with malicious actors impersonating real employees and sending fake job offers in an effort to collect personal or financial information.

Pomelo Care will never ask you to pay a fee or download software as part of the interview process with our company. Pomelo Care will also never ask for your personal banking or other financial information until after you have signed an offer of employment and completed onboarding paperwork that is provided by our People Operations team. All official communication with Pomelo Care People Operations team will come from domain email addresses ending in @pomelocare.com.

If you receive a message that seems suspicious, we encourage you to pause communication and contact us directly at careers@pomelocare.com to confirm its legitimacy. For your safety, we also recommend applying only through our official [Careers](https://www.pomelocare.com/careers) page. If you believe you have been the victim of a scam or identity theft, please contact your local law enforcement agency or another trusted authority for guidance.

## About Pomelo Care

## Company Overview
- **One-liner**: Pomelo Care is a virtual-first healthcare company providing evidence-based, 24/7 multispecialty care for women and children across pregnancy, postpartum, pediatrics, and midlife health.
- **Entity Type**: Private (Series C)
- **Headquarters**: New York, New York, United States
- **Founded**: 2021
- **Founders**: Marta Bralic Kerns (CEO)

## Core Business
- **Primary industry**: Healthcare (Virtual Care / Digital Health)
- **Target customers**: B2B2C — Partners with health plans and employers to offer services to their members and employees. Serves patients directly (B2C) through these partnerships.
- **Mission/purpose**: To improve outcomes and lower costs for women and families by delivering high-quality, personalized evidence-based care.

## Products & Services
- **Pregnancy & Newborn Care**: Personalized 24/7 care from a multidisciplinary team (midwives, dietitians, therapists, lactation consultants) during pregnancy and postpartum, designed to supplement in-person OB-GYN care.
- **Fertility & Preconception Support**: Evidence-based guidance for individuals planning a pregnancy, covering cycle tracking, nutrition, and conditions like PCOS.
- **Pediatric Care & NICU Support**: 24/7 NICU family support for transitioning home, plus ongoing pediatric care for routine childhood illnesses.
- **Midlife Care & Healthspan**: Empathetic, evidence-based care from menopause specialists for perimenopause and menopause symptom management, wellness, and mental health.
- **Doula Support**: In-person and virtual doula services (acquired The Doula Network in 2024).

## Market Standing
- **Valuation**: Not publicly disclosed
- **Key Metric**: Total funding of **$179 million** across 4 rounds (Seed, Series A, B, C).
- **Notable Investors**: Andreessen Horowitz, First Round Capital, Stripes.
- **Growth Signals**:
  - Raised a **$92 million Series C** in 2026 led by Stripes.
  - Revenue of ~$2 million annually; significant growth trajectory as it scales payer and employer contracts.
  - **25 million covered lives** and growing.
  - **Proven outcomes**: 37% reduction in preterm birth, 12% reduction in ER costs, 6.8-day reduction in average NICU length of stay, 3-5x return on investment for partners.
  - Employee count of **319** with 3% monthly headcount growth.
  - Acquired **The Doula Network** in 2024 to expand service offering.

## Competitive Advantages
- **Integrated, lifelong care model**: Covers women across multiple life stages (fertility, pregnancy, pediatrics, midlife) under one virtual platform, creating stickiness and continuity.
- **Clinically validated outcomes**: Published, measurable impact on preterm birth rates and NICU stays, building trust with payers and employers.
- **AI-native approach**: Actively building AI-native products to extend clinician capabilities and deliver longitudinal care.
- **Data-driven culture**: Decides with data to prioritize problems and drive continuous improvement.

## Strategic Focus
- **Doubling down on AI**: The Series C is being used to build AI-native products that enhance clinician workflows and patient outcomes.
- **Expanding payer and employer partnerships**: Most recent hires (VP Customer Success, Head of Member Growth) signal a push toward scaling member acquisition and enterprise relationships.
- **Growth of midlife health programs**: Launching new services for perimenopause and menopause as a new growth vertical.
- **Talent acquisition**: Currently has 47 active job postings across engineering, data science, product, clinical, marketing, and operations.

## Why Work Here
- **Culture**: Fast-paced, mission-driven environment with strong values: "Own the Outcome," "Decide with Data," "Find a Way," "Combine our Superpowers," "Be Humble." Emphasis on tenacity, collaboration, and personal accountability.
- **Engineering & Data**: Strong focus on data science and engineering; a significant portion of the team (8%) is in technical roles (Product, Data, Engineering). The company is investing heavily in AI.
- **Impact**: Directly measurable impact on maternal and child health outcomes, with clinicians reporting improved ability to practice at the top of their license.
- **Work Model**: Highly collaborative environment; the specific remote/hybrid policy is not publicly detailed but roles are likely remote-friendly given the virtual nature of the business.
- **Diversity of Roles**: Range from clinical (midwives, dietitians, therapists) to technical (engineering, data science) to commercial (marketing, sales, customer success).
- **Perks**: Not explicitly listed, but the company highlights a "data-driven and decisive" culture and invests in tools that make clinicians' lives easier.

## Sources
1. [pomelocare.com](https://www.pomelocare.com/)
2. [pomelocare.com/careers](https://www.pomelocare.com/careers)
3. [linkedin.com/company/pomelo-care](https://www.linkedin.com/company/pomelo-care)

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