Chief Growth Officer

Job Description

Job Description:\n\nDescription:\nCOMPANY OVERVIEW \nHolon Health is a tech-enabled primary care company working alongside behavioral health providers, Medicaid managed care organizations, courts, probation agencies, and community health networks to connect underserved individuals to the right care at the right time. Our focus is people with substance use disorder (SUD) — a population that is chronically underserved by traditional healthcare and disproportionately represented across the justice system. \n\nOur integrated model addresses SUD, behavioral health, and chronic conditions as a whole-person approach, with a focus on prevention, treatment engagement, and long-term recovery. By serving as a first point of contact across justice and community settings, we deliver timely interventions that reduce costly downstream utilization and improve outcomes for both individuals and the health systems that serve them. \n\nWe are a growth-stage company with a proven model and an exceptional market opportunity: an addressable market exceeding $60 billion, a first-mover position in value-based SUD care coordination, and a trajectory that has attracted serious interest from growth equity investors. We are profitable, purpose-driven, and building for national scale. \n\nTHE OPPORTUNITY \nThis is a rare chance to join a mission-driven healthcare company at the inflection point between early growth and national scale — and to own the engine that gets us there. \n\nAs Chief Growth Officer, you will have full authority over Holon's commercial strategy: market expansion, payer contracting, sales enablement, marketing, partnerships, and the revenue infrastructure that ties it all together. You will inherit a 14-person Growth team — and you will decide what it becomes. The organizational structure of the Growth function is yours to design: which roles exist, how the team is organized, where you hire first, and how it scales to support 32 states. Sharpen the playbooks, deploy the tools, and make the calls that determine how fast and how far Holon grows. \n\nThis is a player-coach role. You are most effective when you are in the work alongside your team — not directing from a distance. The compensation package reflects the weight of this role, including meaningful equity at a valuation we believe significantly understates where this company is headed. \n\nWHY CHIEF GROWTH OFFICER — NOT CHIEF REVENUE OFFICER \nA Chief Revenue Officer owns the sales function and revenue attainment. A Chief Growth Officer owns the full growth system — market entry, payer relationships, brand, sales enablement, partnerships, and the data infrastructure that makes it measurable and scalable. \n\nHolon needs a CGO because growth here is not about converting an existing pipeline. It means entering new state markets, navigating complex payer environments, building community referral networks, and establishing Holon's presence with buyers who often do not know we exist yet. The CGO is both architect and builder — someone who writes the playbook and runs the plays. \n\nWHO WE ARE \nThe Holon team combines operational sharpness with genuine purpose. We are curious, accountable, and biased toward action. We do not mistake activity for progress or effort for results. We are honest about what is not working, quick to iterate, and deeply committed to the people we serve. \n\nWe are looking for leaders who have been humbled by complexity, sharpened by adversity, and who bring a point of view earned through real experience — not received wisdom. \n\nPOSITION SUMMARY \nThe Chief Growth Officer is Holon's commercial architect and field general — responsible for both the strategy that defines where we grow and the execution that makes it happen. This role reports directly to the CEO and serves on the executive leadership team. \n\nYou are inheriting a 14-person Growth team with momentum. Your job is to elevate what is working, fix what is not, and build the culture and infrastructure that takes this team from good to elite. In year one, the defining objective is market expansion: completing the launch of 25 new states by July 2027. Revenue, payer contracts, and patient enrollment all follow from that. This individual will collaborate across clinical, product, and operations teams and serve as a culture leader who embodies Holon's values of urgency, accountability, and mission. \n\nWe are not looking for someone who masters every dimension of this role on day one. We are looking for someone who can see the whole board, prioritize ruthlessly, and know which levers to pull first. \n\nWHAT YOU WILL OWN \n\nMarket Expansion & Entry Strategy \nLead Holon's expansion into new state markets — from opportunity assessment and regulatory navigation to payer contracting and operational launch. Build the market entry playbook and execute it with the rigor of someone who has done this before, not someone learning as they go. \n\nPayer & Health Plan Partnerships \nNegotiate and manage contracts with Medicaid managed care organizations and commercial health plans. Understand the payer's language, incentives, and decision-making dynamics. Build relationships that create durable, expandable partnerships. The priority is advancing value-based arrangements — shared savings models where Holon captures a portion of the downstream cost avoidance we generate for health plans through reduced emergency utilization, avoided hospitalizations, and lower incarceration rates. \n\nSales Enablement \nWe need a CGO who has built sales enablement from scratch and can do it again — creating the infrastructure, content, and coaching systems that make every member of the Growth team effective from day one and continuously better over time. Specifically, that means: \n\n Playbooks tailored to each buyer type: health plans, justice system partners, and community organizations — so every rep knows exactly how to engage, what to say, and how to close \n Onboarding and training programs that compress ramp time and raise the performance floor across the team \n A content library — pitch decks, case studies, ROI frameworks, objection-handling guides, and proposal templates — that moves deals forward without requiring heroics from individual reps \n Tight alignment between marketing and sales: shared definitions, clean handoffs, and feedback loops that improve targeting and messaging over time \n Performance data and conversation analytics used as coaching tools — identifying what is actually working and replicating it systematically \n\nRevenue Technology & Growth Stack \nOwn and optimize the tools that power Holon's growth engine. You will work within our existing stack and identify gaps or upgrades as the team scales. Our current tools include: \n\n CRM & Marketing Automation: HubSpot — the system of record for pipeline, contacts, and inbound marketing \n Sales Engagement & Prospecting: Apollo — outreach sequencing, contact intelligence, and prospect data enrichment in a single platform \n Document & Contract Execution: Adobe Sign — proposal delivery and electronic signature workflows \n Analytics & Reporting: QuickSight — business intelligence and growth performance dashboards \n\nAs the team grows, you will evaluate additional capabilities as appropriate — including revenue intelligence tools (Gong, Clari) that analyze sales conversations and pipeline health to improve forecasting and coaching. You should be fluent in the modern revenue tech stack and know how to build an integrated system that gives leadership real-time visibility into what is happening and why. \n\nRevenue Optimization \nHolon operates as a price taker in fee-for-service environments — Medicaid rates are set, not negotiated. Revenue optimization at Holon therefore focuses on three distinct levers: \n\n Volume & Enrollment Efficiency: Maximizing the number of patients enrolled and services delivered within established FFS rate structures through superior referral conversion, retention, and market penetration \n Code Strategy: Advancing the recognition of Collaborative Care Model (CoCM) and Remote Therapeutic Monitoring (RTM) billing codes under primary care payment models, which could unlock access to capitated populations and more favorable reimbursement pathways \n Value-Based Care Contracting: The primary strategic opportunity — structuring shared savings arrangements with health plans in which Holon captures a portion of the downstream cost avoidance we generate. VBC arrangements carry an 18-to-24 month sales cycle; the CGO's job in year one is to build the payer relationships and pipeline that make these contracts executable in year two. This transition from FFS to VBC is one of the CGO's most consequential long-term responsibilities \n\nMarketing & Brand \nLead Holon's marketing strategy across both B2B and B2C channels. On the B2B side, this means developing a brand narrative that builds credibility with payers, justice system stakeholders, and clinical partners. On the B2C side, Holon has an active social media advertising campaign generating meaningful patient acquisition traction — the CGO will scale and optimize this channel as a core patient enrollment driver. \n\nAdditional opportunities include cross-marketing partnerships with aligned organizations — for example, co-marketing with LifeLine and similar providers who serve overlapping populations — to extend reach and build brand credibility across the care continuum. Marketing at Holon creates earned trust with multiple distinct audiences simultaneously, and the CGO must be comfortable managing that complexity. \n\nChannel & Community Partnerships \nBuild strategic alliances that extend Holon's reach and create durable referral pipelines. This includes: \n\n Payer referral channels established directly through managed care organization partners — specifically engaging Case Management, Transitions of Care, and Re-entry groups within health plans to create warm referral pathways for high-need members who are already in the payer's care management ecosystem \n Justice system partners: private probation services, electronic monitoring providers, court diversion programs, and re-entry organizations \n Community-based organizations and social service providers that serve Holon's patient population \n Case management platforms and technology partners that can create scalable enrollment integrations \n\nTeam Leadership \nTake ownership of an existing 14-person Growth team — sales and marketing — and growing. Set clear expectations, measure outcomes rigorously, and build a culture of accountability and continuous improvement. You develop the people, not just the process, and you create a team that wins together. The best leaders here will be the ones who are willing to get into the work alongside the team — coaching from the field, not the sideline. \n\nData-Driven Reporting \nDefine and monitor the KPIs that measure growth across enrollment, pipeline, contract value, market penetration, and VBC performance. Present results and strategic recommendations to the CEO, executive team, and board with clarity and confidence. Know the numbers cold. \nRequirements:\nWHAT WE ARE LOOKING FOR \nRequired \n\n 10+ years in senior commercial leadership, with at least 3 years at the C-suite or VP level in a growth-stage or scaling company \n Demonstrated experience building sales enablement infrastructure from the ground up — playbooks, training programs, content libraries, and coaching frameworks — not inheriting a mature process \n Proficiency with modern revenue technology: CRM and marketing automation (HubSpot required), sales engagement and prospecting platforms (Apollo or equivalent), document workflow tools, and BI/analytics platforms; you have built and optimized a growth tech stack, not just used one \n Proven ability to close complex, multi-stakeholder deals — government contracting, managed care agreements, or comparable B2B enterprise sales with long cycles and layered decision-making \n Experience inheriting and elevating an existing commercial team — not just building from zero. You know how to assess talent quickly, build trust with people who did not choose you, and raise the performance of a team that is already in motion \n A player-coach orientation: you are most effective when you are in the work alongside your team. This role requires hands-on execution as much as strategic leadership — someone who gets energy from both \n Strong analytical foundation — comfort with pipeline metrics, conversion rates, unit economics, and revenue forecasting; you know what the data means and what to do about it \n Exceptional written and verbal communication — you can present a value-based care proposal to a health plan medical director and inspire a Growth team in the same week \n\nPreferred \n\n Experience in healthcare services, managed care, or health plan contracting — familiarity with Medicaid managed care, value-based payment models, or shared savings arrangements is a meaningful differentiator \n Understanding of the criminal justice system or justice-involved populations — courts, probation, diversion programs, electronic monitoring, or re-entry services \n Knowledge of SUD care navigation or community health networks; experience working alongside behavioral health providers in a care coordination or tech-enabled care model \n Familiarity with primary care billing models, including Collaborative Care Model (CoCM) or Remote Therapeutic Monitoring (RTM) codes \n Government contracting or grant-funded program experience