Vice President of Business Development

About Us

InStride Health's mission is to deliver specialty anxiety and OCD care that works for every kid, teen, young adult, and family who needs it. Through this mission, we are expanding access to insurance-based care, increasing engagement in treatment, and improving treatment outcomes. We are doing this by combining research-backed clinical care and innovative technology to eliminate the major problems with care today: difficulty finding providers, months of waiting to be seen, arduous onboarding processes, and inconsistent use of evidence-based therapies and outcomes tracking. Our vision is to become the nation's most trusted provider of pediatric anxiety and OCD care.

Team InStride Health: Our Core Values

• Give Heart : We lead with heart, treating patients and their families the way we want our loved ones to be treated.
• Work Smart : We find smarter ways to solve hard problems and fix the broken mental health system by leveraging technology, diversity of thought, and innovation.
• Have Humility : We leave our egos at the door, empowering our team to collaborate, celebrate diversity, and adopt a growth mindset.
• Embrace Community: We all belong. We are in this together, and we never worry alone. We believe in each other and recognize that every voice matters.

About the Role

We are looking for a Vice President of Business Development to lead InStride Health's national field sales organization and set our strategy for building trusted referral partnerships with pediatricians, child psychiatrists, and health systems. Reporting directly to the Chief Commercial Officer and sitting on the Commercial Leadership Team, you will own a layered field organization of Regional Directors and Territory Managers, turning local provider trust into a scalable, national referral engine for pediatric anxiety and OCD care. This is a high-impact executive role for a leader who wants to build a category-defining go-to-market motion at a fast-growing, mission-driven company, and we have a strong preference for candidates based in the Eastern time zone given the amount of field travel this role requires. This is a fully remote position.

Key Responsibilities

Field Sales Strategy & Technology

• Design and scale InStride's national field coverage model using regional referral data, capacity modeling, and growth targets.
• Evaluate and adopt sales technology, including AI-enabled tools, to improve lead qualification, pipeline visibility, and territory coverage.
• Build field metrics and pipeline reporting that tracks referrals from first provider contact through enrollment.
• Track health system and market trends to inform territory planning ahead of geographic expansion.

Commercial & Cross-Functional Leadership

• Serve as an active member of the Commercial Leadership Team, partnering with the CCO, VP of Marketing, and SVP of Payor Growth to build unified go-to-market strategy.
• Set service-level agreements with Clinical Admissions leadership that remove intake bottlenecks and strengthen the onboarding experience.
• Translate field insights from providers and health systems into recommendations for clinical delivery and product leadership.
• Protect InStride's reputation with providers and families, ensuring growth targets never come at the expense of a compassionate experience.

Team Leadership & Organizational Design

• Coach and develop a team of Regional Directors, who manage a national team of Territory Managers.
• Build an accountable, results-driven field culture that stays true to InStride's mission and values.
• Own sales enablement, onboarding, and performance management for the field organization.
• Guide Regional Directors through complex personnel decisions, territory design, and performance management cases.

Provider Partnership Strategy & Key Accounts

• Define InStride's approach to building consultative, trust-based partnerships with pediatricians, child psychiatrists, and health systems.
• Personally manage InStride's most significant provider relationships and lead strategic conversations with health system leadership.
• Travel 15-25% of the time to lead field rides, evaluate team performance, and close key partnerships.
• Turn successful local sales approaches into playbooks the broader field team can use nationally.

What You Need to Succeed in the Role

• 10+ years of progressive commercial leadership experience in healthcare business development, provider sales, or healthcare services, including 4+ years managing people managers within a field sales organization.
• Experience operating within a venture-backed or private equity-backed, high-growth healthcare startup environment and building or scaling a field sales organization from an early stage.
• Direct experience in pediatric healthcare, behavioral health, or youth mental health, with a clear understanding of the clinical trust required to work with pediatricians, child psychiatrists, and health systems.
• Strong track record of using CRM and modern sales technology stacks, including proven experience or a clear vision for leveraging AI-based tools to automate, optimize, and enhance field sales team performance.
• Experience reporting directly to C-suite leadership and contributing to a cross-functional commercial leadership team.
• Experience managing high-stakes provider relationships, and ideally partnering closely with a payor-facing counterpart.
• An established network of relationships with pediatric health systems, provider groups, or behavioral health referral sources.
• MBA or equivalent advanced degree preferred.

The expected annual salary for this role is between $194,000-$215,000, with an annual target bonus of 40%. Actual starting salary will be determined on an individualized basis and will be based on several factors including but not limited to specific skill set, work experience, etc. In addition to base compensation, this role offers a target performance-based bonus.

Why Join Our Team

• Generous benefits package (401k with match, Flexible PTO, paid holidays, paid service days, 4 week paid sabbatical, 12 week paid parental leave, health benefits starting on your first day, and more)
• Opportunity to join a mission-driven company that is changing the landscape of pediatric mental health treatment
• Chance to make a far-reaching impact by helping children and families access desperately-needed, evidence-based care
• Opportunity to work with talented and experienced team members who have devoted their lives to solving this problem
• Fully virtual: work from the comfort of your home with periodic in-person retreats

Commitment to Diversity, Equity, Inclusion, & Belonging (DEIB)

We want to make our clinical services available for everyone, no matter where you come from, what you look like, or how you identify. To achieve this, we recognize we must continually make progress in building a more diverse, equitable, and inclusive team. Through these efforts, we support two primary objectives at InStride Health:

1. Providing high quality patient care to families. We are in a privileged position to support families during a vulnerable time in their lives. We approach all families and each other with compassion and are most effective as a diverse team where all individuals feel valued, respected, and accepted.
2. Building a mission-driven business that lasts. Specifically, we believe our commitment to a supportive culture improves innovation, decision-making, and efficiency.

We invite you to share any additional information about yourself or your experiences that may not be reflected in your CV. Inclusion of this information is completely voluntary.
Beware of fake job postings and offers. All official communications from InStride Health will come from email addresses ending in @instride.health. We will never ask for personal information such as Social Security numbers or bank details during the application process. If you receive a suspicious job offer or communication, please contact our recruitment team directly (View email address on click.appcast.io) to verify its authenticity.