Director, Payer Partnerships

About this role

Boulder Care is looking for a Director of Payer Partnerships to lead our charge into the next generation of value-based behavioral health care. If you're a sales leader who thrives on closing complex deals, loves the strategy behind value-based care, and wants your work to directly expand access to addiction and behavioral health treatment, this is your seat at the table.

You'll own the full sales cycle for new payer partnerships and lead the transition of existing fee-for-service relationships into innovative, outcomes-based contracts. Your wins translate directly into expanded access to care — and into Boulder's growth across new markets.

About Boulder

Boulder Care is an award-winning digital clinic for addiction medicine, recognized for both innovation and high quality of patient care. Founded in 2017 by CEO Stephanie Strong, our mission is to improve the lives of people with substance use disorders through compassionate, evidence-based care.

We provide Boulder patients with a fully virtual, multidisciplinary care team—including medical providers and peer recovery specialists—who deliver personalized treatment, including medication for opioid use disorder (MOUD) and ongoing support. Our approach is grounded in clinical excellence, patient-centered care, and a commitment to reducing barriers to recovery. Boulder partners with leading health plans, employers, and community organizations to ensure that our services are accessible and covered for the people who need them most.

Named by Fortune as one of the Best Workplaces in Healthcare, we foster a culture of kindness, respect, and meaningful work that delivers outstanding patient outcomes and moves the addiction medicine industry forward.

What you'll do

Drive Payer Sales & Negotiate Contracts (60%)

• Own the end-to-end sales cycle for new payer partnerships — from first pitch to signed Value-Based Care (VBC) and pay-for-performance contracts
• Lead strategic renegotiations with existing fee-for-service partners, transitioning them into progressive risk-sharing and VBC frameworks built around Boulder's outcomes
• Be the primary negotiator on contract terms, rates, and performance metrics — crafting agreements that are financially sound and mutually beneficial.
• Build compelling, data-driven value propositions tailored to each health plan's population and strategic priorities
• Manage the full contracting lifecycle, from discovery through redlining, execution, and a smooth handover to our Partner Success team

Shape Strategy & Build Your Pipeline (25%)

• Build and manage a robust pipeline of payer prospects, using CRM tools to forecast revenue and report on key sales metrics
• Conduct market research on regional payer landscapes, competitor positioning, and regulatory shifts shaping VBC opportunities
• Identify and prioritize high-value targets, including Medicaid Managed Care Organizations (MCOs), Medicare Advantage plans, and commercial health plans.

Collaborate & Share Market Insight (15%)

• Share market feedback with internal teams to help shape product development, pricing, and clinical program design
• Partner with Operations and Partner Success after signing to ensure smooth implementation and strong contract performance
• Represent Boulder Care at industry conferences, payer summits, and networking events as a thought leader in value-based behavioral health.

What you bring

• 5-7+ years of progressive experience in healthcare sales, payer contracting, network development, or managed care
• A track record of successfully negotiating and closing complex VBC, shared savings, or pay-for-performance contracts with health plans
• Deep knowledge of alternative payment models, population health strategies, and how Medicaid, Medicare Advantage, and commercial plans operate
• Sharp negotiation, financial, and analytical skills — comfortable building and interpreting complex pricing and ROI models
• Executive presence and the ability to pitch and influence C-suite decision-makers at major health plans
• Excellent written and verbal communication skills, with a knack for turning clinical outcomes into compelling financial stories
• A self-starter mindset — you thrive with autonomy in a fast-paced, high-growth environment and take real ownership of your work
• Integrity, strategic thinking, and professionalism that reflect Boulder Care's values

Nice to have but not required

• Experience selling to or negotiating with payers in behavioral health, substance use disorder (SUD), or digital health
• An active network of senior-level contacts at regional and national health plans
• Familiarity with regulatory requirements and compliance standards related to VBC and telehealth

Work environment

• This is a fully remote role but we are currently only hiring candidates located in the following states: AZ, CA, CO, FL, GA, ID, IL, KY, MA, MI, MN, NC, NJ, NY, OH, OR, PA, SC, TN, TX, UT, WA, and WV . Applicants must reside and work in one of those states to be considered.

Expected hours of work

This is a full-time remote position expected to work 40 hours between Monday-Friday during standard business hours.

Compensation

The starting base salary range for this position is $160,000-$180,000 ; base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience.

The total compensation package for this position also includes variable compensation and may include an equity grant, in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave).

Perks and benefits

• Contribute to meaningful, life-saving work!
• Comprehensive medical, dental, vision, and short-term disability benefits designed to take care of our employees and their families
• Mental Health Services via insurance coverage, including Talkspace and EAP for continuous care
• 4 weeks of vacation accrued per calendar year with a tenured increase to 5 weeks at 2 years of employment
• Sick leave accrued at 1 hr for every 30 hrs paid
• 9 Paid Holidays per year
• 12 weeks of 100% paid parental leave for the birth or adoption of a child (after 6 months of employment)
• 401(k) retirement savings
• Remote friendly with hardware provided to complete your work duties

Our values

• Patients always come first
• Our opportunity is also our duty
• Move the industry forward, follow the data
• Facts to change minds, empathy to change hearts
• Turn bold ideas into even bolder action
• Strong individuals, stronger together
• Boulder Care recognizes the value that lived experience can provide to our organization, community, and patients. Applicants with lived experience and/or training as a peer recovery specialist are encouraged to apply.

Boulder Care believes the people who manage our product and team should be representative of those who use the platform. This includes people from backgrounds that are historically underrepresented in the industry. We celebrate differences and are committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, citizenship, marital status, disability, gender identity or veteran status. If you are a qualified person with a passion for what we do, please apply!