Business Development & Strategic Partnerships Manager (Payer, Employer & Government Markets)

About the Opportunity Advanced cancer care is one of the highest-cost, most complex challenges facing U.S. healthcare payers today. Advanced-stage patients incur annual medical costs exceeding $100,000, yet many never receive guideline-adherent, personalized treatments. Massive Bio has built the only AI-powered oncology navigation platform that closes this gap at scale — combining real-time clinical trial matching, biomarker-driven decision support, and value-based care pathways into a single, payer-ready solution. We are seeking a Manager, Business Development & Strategic Partnerships to drive our payer, employer, and government business development efforts. While we have existing partnerships in this channel, this role carries a strong build-and-execute mandate as we bring a new multi-agentic AI infrastructure to market. You will generate pipeline, develop target accounts, structure deal frameworks, and advance contracts across segments of the U.S. payer landscape — working closely with company leadership throughout the sales cycle. This role also includes a government engagement dimension. Massive Bio has committed to the CMS “Kill the Clipboard” and Conversational AI pledges, and you will support the company's representation to CMS and federal agencies, helping ensure our platform is positioned within federal digital health modernization efforts. Your Addressable Market The U.S. payer landscape represents a $4+ trillion ecosystem. Below is the market map you will be responsible for developing. These are early-stage or greenfield segments — you will play a central role in opening and advancing these relationships. Federal Government: CMS & Digital Health Modernization Support Massive Bio's engagements with the Centers for Medicare & Medicaid Services (CMS), including ongoing commitments to the “Kill the Clipboard” and Conversational AI pledges. Help position the platform for CMS Innovation Center (CMMI) models, Oncology Care Model successors, and federal demonstration projects involving AI-enabled navigation and clinical trial access. Develop working relationships with relevant HHS/ONC stakeholders to support regulatory alignment and contribute to the company's positioning around AI in oncology care delivery. The "Big Six" National Commercial Carriers UnitedHealth Group (UnitedHealthcare) Elevance Health (formerly Anthem) CVS Health / Aetna The Cigna Group Centene Corporation Humana Blue Cross Blue Shield System (33 Independent Plans) The BCBS Association comprises 33 independent, locally operated companies. Consortium Health Plans is a critical aggregator enabling direct access to 20+ BCBS plans for national accounts. Priority independent Blues targets include: Health Care Service Corporation (HCSC), Guidewell / Florida Blue, Highmark, Blue Shield of California, Independence Blue Cross (IBX), CareFirst BlueCross BlueShield. Regional & Provider-Sponsored Health Plans ("Payviders") Kaiser Permanente UPMC Health Plan Geisinger Health Plan Intermountain Health / Select Health Providence Health Plan Spectrum Health / Priority Health Insurtech & Tech-Enabled Payers Angle Health Oscar Health Alignment Healthcare Devoted Health Sana Benefits The Self-Insured (ERISA) Ecosystem Approximately 65% of all covered U.S. workers are in self-funded plans. Because these employers assume their own financial risk, market access requires a multi-pronged approach through TPAs, brokerages, and coalitions. Major TPAs & ASO Administrators UMR Meritain Health Collective Health HealthSCOPE Benefits Luminare Health Mega-Brokerages & Benefits Consulting Firms Gallagher Brown & Brown Hub International USI Insurance Services AssuredPartners Alliant Insurance Services IMA Financial Group Higginbotham OneDigital Assurex Global McGriff Leavitt Group Employer Coalitions & Membership Organizations The National Alliance of Healthcare Purchaser Coalitions The Conference Board NEEBC NABIP Candidate Profile & Qualifications Working knowledge of the U.S. payer landscape, including national carriers, BCBS plans, regional health plans, TPAs, major brokerages, and employer coalitions. Demonstrated ability to identify decision-makers, build relationships, and advance conversations within complex payer organizations. Existing contacts in this ecosystem are a strong advantage. Understanding of CMS, CMMI, and HHS digital health initiatives and value-based care models. Direct engagement experience is a plus; at minimum, must be able to speak credibly about the regulatory environment and represent the company in federal contexts with appropriate preparation. Working knowledge of ERISA, stop-loss, plan design, ASO arrangements, and how digital health solutions are evaluated and procured by employer coalitions, TPAs, and brokerages. Track record of developing new business in a channel or market where partnerships did not yet exist. Comfortable with ambiguity, prospecting from scratch, and iterating on go-to-market approaches without established playbooks. History of contributing to or directly closing $1M–$3M+ annually in B2B healthcare deals — value-based, capitated, fee-for-service, or hybrid structures. Must be comfortable navigating multi-stakeholder sales cycles. Ability to contribute to creative commercial arrangements (PMPM, risk-sharing, gainsharing, performance guarantees) in collaboration with leadership, aligning clinical outcomes with financial incentives. Strong written and verbal communication skills. Ability to present to senior stakeholders, participate in conference panels, and represent the company externally with confidence and credibility. Preferred Experience in oncology, specialty pharmacy, or high-acuity condition management. Prior experience working with or selling to BCBS plans, Consortium Health Plans members, or large employer coalitions. Familiarity with clinical trial economics, biomarker testing reimbursement, and precision medicine workflows. MBA, MHA, JD, or advanced degree in a relevant field. #J-18808-Ljbffr