Market Growth Manager (Santa Clara, Contra Costa)

Job Description

Job Description

Market Growth Manager

at Zócalo Health

Must reside in Santa Clara or Contra Costa counties

Role covering the entire territory of Northern California (Field-Based / Hybrid, Full Time)

Compensation: $110,000

About Us

Zócalo Health is a tech-enabled, community-oriented primary care organization serving people who have historically been underserved by the one-size-fits-all healthcare system. We partner with health plans, providers, and community organizations to deliver culturally competent primary care, behavioral health, and social care.

Our model is built for populations with high medical and social complexity, where fragmented care drives poor outcomes and unnecessary cost. We combine local, community-based teams with virtual care and modern technology to deliver coordinated, whole-person care where members live and receive support.

Founded in 2021, Zócalo Health is backed by leading healthcare and mission-aligned investors and is scaling rapidly across states and populations. We are building a durable care platform designed to perform in constrained healthcare environments and to lead the shift toward accountable, value-based care.

Role Description

The Market Growth Manager is responsible for driving territory growth through high-performing community partnerships, referral pipeline development, community-based enrollment strategy, and direct oversight of field-based member acquisition execution.

This role owns the full growth engine within an assigned territory — from identifying and activating high-value partners to managing partner performance, referral production, community deployment, and member acquisition outcomes. Success in this role is measured by referral volume, partner productivity, enrollment growth, field conversion performance, and the ability to build sustainable community-based referral pipelines that consistently convert into enrolled Zócalo Health members.

The Market Growth Manager serves as the strategic growth lead for their territory, identifying high-value partners, developing referral pathways, strengthening partner engagement, and directing where Member Acquisition Specialists should be deployed to maximize enrollment opportunity and market growth. This role is responsible for ensuring field-based acquisition activity is aligned to partner productivity, referral quality, territory priorities, and enrollment goals.

This is a highly accountable, performance-driven leadership role for individuals who are comfortable building relationships, managing pipelines, leading field-based teams, operating strategically in the community, and driving measurable growth outcomes.

The Market Growth Manager directly oversees Member Acquisition Specialists at the community level and is responsible for ensuring their field activity, partner-site presence, and enrollment execution are aligned with territory growth strategy. The Market Growth Manager works closely with Community Operations & Enrollment Managers to ensure frontline teams have the workflows, systems, training, and operational support needed to execute effectively and convert referral opportunities into enrolled members.

This position reports to the Regional General Manager.

The Market Growth Manager is accountable for the following core responsibilities :

Partnership Pipeline & Territory Growth

• Own the end-to-end partner pipeline: prospect → committed → active → producing
• Develop and execute territory-level outreach and partnership growth strategies across providers, health plans, community organizations, shelters, schools, clinics, and other referral sources
• Identify, prioritize, and activate high-value partners aligned with market opportunity and organizational growth strategy
• Expand referral networks and increase awareness of Zócalo Health services throughout assigned territories
• Identify new opportunities for market growth, expansion, and referral generation
• Build sustainable referral pipelines that drive measurable enrollment growth and long-term market presence
• Align partnership strategy with Member Acquisition Specialist deployment to maximize referral conversion and enrollment outcomes

Partner Development & Relationship Management

• Build and maintain strong relationships with key stakeholders, referral partners, and community leaders
• Serve as a trusted representative of Zócalo Health within healthcare and community ecosystems
• Develop clear, actionable referral pathways that translate partnerships into consistent, high-quality referral pipelines
• Maintain ongoing partner engagement, communication, and performance accountability
• Drive active partner productivity through relationship management, partner education, and operational alignment
• Identify underperforming partnerships and implement strategies to improve referral and enrollment outcomes
• Ensure partners understand how to work effectively with Member Acquisition Specialists to support referral conversion and member enrollment

Member Acquisition Deployment & Performance Oversight

• Define where, when, and why Member Acquisition Specialists should be deployed across partner sites and community settings
• Set clear field execution expectations for Member Acquisition Specialists aligned with territory growth priorities, partner productivity, and enrollment goals
• Monitor Member Acquisition Specialist performance, including registrations, enrollments, same-day conversion, follow-up completion, and field productivity
• Use performance data to coach, redirect, and optimize Member Acquisition Specialist deployment and execution
• Identify field execution gaps, conversion barriers, and performance trends impacting enrollment outcomes
• Partner with Community Operations & Enrollment Managers to ensure Member Acquisition Specialists have the workflows, systems, training, and operational support needed to execute effectively

Community Deployment & Conversion Strategy

• Align deployment strategy with referral opportunity, partner productivity, staffing capacity, and territory growth priorities
• Optimize partner-site presence and community deployment to improve referral-to-enrollment conversion performance
• Support alignment between outreach, intake, and enrollment workflows to improve speed-to-enrollment and overall conversion outcomes
• Collaborate cross-functionally to ensure community outreach, partner referrals, and enrollment execution operate as one cohesive growth function

Growth Performance & Operational Alignment

• Monitor referral volume, partner productivity, conversion trends, pipeline health, and Member Acquisition Specialist performance across assigned territories
• Use performance data and market insights to continuously improve outreach strategy, deployment decisions, and growth outcomes
• Track active partner targets, referrals per partner, field productivity, enrollment production, and overall territory performance metrics
• Maintain visibility into enrollment performance, partner-to-enrollment conversion quality, and individual/team contribution to growth goals
• Partner cross-functionally to improve growth execution and operational effectiveness

Community Leadership & Market Representation

• Represent Zócalo Health professionally in community and healthcare settings
• Build strategic relationships that strengthen Zócalo Health's reputation, visibility, and market presence
• Act as a key growth leader supporting regional expansion, community-based enrollment strategy, and field acquisition performance
• Perform other responsibilities and tasks as requested by your manager. Zócalo Health is a rapidly scaling startup, and with that comes the expectation to occasionally perform additional tasks to help move the business forward.

What Success Looks Like

• Consistently grows referral volume, partner productivity, and enrollment production across assigned territory
• Builds high-performing, sustainable referral partnerships that generate measurable enrollment outcomes
• Maintains strong active partner engagement, accountability, and pipeline health
• Effectively deploys and performance-manages Member Acquisition Specialists to maximize field conversion and enrollment outcomes
• Demonstrates strong partner-to-enrollment and field-to-enrollment conversion performance
• Identifies and executes on new market growth and expansion opportunities
• Uses data, market insights, and performance trends to improve territory strategy, pipeline performance, and field execution
• Operates with urgency, ownership, accountability, and strong follow-through

Who Thrives in This Role

This role is a strong fit for individuals who:

• Enjoy building relationships that drive measurable growth and outcomes
• Think strategically about territory growth, market expansion, pipeline development, and field deployment
• Are energized by performance goals, growth metrics, team accountability, and enrollment outcomes
• Thrive in fast-paced, field-based, and highly relationship-driven environments
• Are highly organized, self-directed, and comfortable operating independently
• Can influence partners, build trust quickly, and translate relationships into action
• Are comfortable coaching field-based team members toward measurable performance goals
• Are persistent, resourceful, and motivated by results
• Are passionate about improving access to care while driving meaningful community impact

Qualifications

• 5+ years of experience in healthcare partnerships, business development, outreach, growth, field sales, or network expansion roles
• Proven success operating in performance-driven environments with accountability for referral growth, pipeline performance, or enrollment outcomes
• Experience developing and managing high-performing referral networks, community partnerships, or territory growth strategies
• Strong relationship-building, communication, and influencing skills
• Highly data-driven, with experience using metrics, dashboards, and pipeline reporting to inform decisions and improve performance
• Strong strategic thinking and problem-solving capabilities with the ability to translate market insights into actionable growth strategies
• Deep understanding of the Southern California healthcare landscape, including referral ecosystems, community organizations, providers, and health plan dynamics
• Comfortable operating both strategically and hands-on in field-based environments
• Highly organized, self-directed, and able to thrive in fast-paced, evolving environments
• Experience working cross-functionally to improve conversion, enrollment, or operational outcomes
• Reliable transportation and willingness to travel extensively throughout assigned territory

Preferred Qualifications

• Experience with ECM, CalAIM, Medicaid, or community-based care models
• Existing relationships within healthcare, community organization, or referral ecosystems
• Experience managing or mentoring frontline outreach, enrollment, or growth-focused teams
• Experience in startup or high-growth environments preferred
• Bilingual English-Spanish strongly preferred

What you can expect from Zócalo Health

• Competitive salary: $90,000 – $110,000 annually (depending on experience)
• Equity compensation package
• Comprehensive benefits including medical, dental, and vision
• 401k
• Flexible PTO policy - take the time you need to recharge
• $1,000 home office stipend
• We provide the equipment needed for this role.
• Opportunity for rapid career progression with plenty of room for personal growth.

You must be authorized to work in the United States. Remote Work can be done from anywhere in the U.S.

At Zócalo Health Inc., we see diversity and inclusion as a source of strength in transforming healthcare. We believe building trust and innovation are best achieved through diverse perspectives. To us, acceptance and respect are rooted in an understanding that people do not experience things in the same way, including our healthcare system. Individuals seeking employment at Zócalo Health are considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.