Director, Strategic Partnerships & Ecosystem

Job Description Summary

Castlight is seeking a transformational leader to serve as Director, Strategic Partnerships & Ecosystem.

Reporting to the SVP of Growth, this leader will define and execute Castlight's ecosystem strategy, transforming a portfolio of approximately 40 strategic partners into a scalable engine for commercial growth.

This is not a traditional partner relationship role.

The Director will lead a team of 3-4 partnership professionals responsible for identifying, activating, managing, and expanding partnerships that accelerate pipeline creation, drive revenue, extend Castlight's market reach, and strengthen our competitive differentiation.

Success in this role requires equal parts strategist, operator, coach, and commercial leader. The ideal candidate has experience building partner programs, creating repeatable go-to-market motions, leading teams through transformation, and delivering measurable business outcomes.

How will you make an impact & Requirements

What You'll Do
Define and Execute Ecosystem Strategy

• Develop and execute Castlight's ecosystem vision and strategic roadmap aligned to commercial priorities and growth objectives.
• Assess, segment, and prioritize a portfolio of approximately 40 strategic partners.
• Identify opportunities to deepen existing relationships, rationalize underperforming partnerships, and recruit new partners that expand market access and capabilities.
• Establish multi-year growth plans for strategic partnerships and alliances.
• Serve as the executive sponsor for Castlight's most critical ecosystem relationships.

Drive Commercial Growth

• Establish partner-specific business plans tied to measurable revenue outcomes.
• Develop and execute strategies to increase partner-sourced and partner-influenced pipeline.
• Partner closely with Sales leadership to create repeatable co-sell motions and joint account strategies.
• Accelerate strategic opportunities through executive alignment and coordinated pursuit planning.
• Improve win rates and reduce sales cycle length through effective ecosystem engagement.
• Ensure the ecosystem function becomes a meaningful contributor to Castlight's commercial goals.

Lead and Develop a High-Performing Team

• Lead, coach, and develop a team of 3-4 Strategic Partnership Managers.
• Establish clear goals, expectations, and development plans.
• Foster a culture of accountability, collaboration, innovation, and commercial ownership.
• Elevate the team's capabilities from partner management to strategic growth leadership.
• Build succession plans and support professional development across the function.

Operationalize and Scale the Function

• Design scalable frameworks for partner onboarding, activation, and governance.
• Implement executive business reviews and ongoing performance management processes.
• Develop KPIs and reporting to measure ecosystem effectiveness and contribution.
• Utilize Salesforce and other tools to monitor pipeline, revenue influence, and partner performance.
• Create repeatable operating rhythms that enable consistency and scale.

Partner Cross-Functionally

• Collaborate closely with Sales, Marketing, Product, Customer Success, Clinical, and Executive Leadership teams.
• Ensure partners are equipped with effective messaging, enablement resources, and market insights.
• Surface market intelligence and partner feedback to inform strategic priorities and product direction.
• Coordinate joint marketing initiatives, thought leadership activities, and customer engagement opportunities.
• Serve as the voice of the ecosystem internally and advocate for initiatives that enhance partner success.

What Success Looks Like

Within the first 12 months, this leader will:

• Establish a clear ecosystem strategy and partner segmentation framework.
• Build accountability across a portfolio of approximately 40 strategic partners.
• Increase partner-sourced and partner-influenced pipeline contribution.
• Launch repeatable co-sell motions across the commercial organization.
• Implement standardized partner operating processes and executive business reviews.
• Develop a high-performing partnerships team with clear expectations and measurable outcomes.
• Position Castlight's ecosystem as a strategic competitive advantage and driver of growth.

Qualifications
Required Experience

• Bachelor's degree or equivalent combination of education and experience.
• 10+ years of experience in strategic partnerships, alliances, business development, channel sales, ecosystem leadership, or related commercial roles.
• 5+ years of experience leading and developing high-performing teams.
• Demonstrated success building and scaling partner programs that drive measurable revenue outcomes.
• Proven experience managing complex executive relationships and negotiating strategic agreements.
• Strong commercial acumen and experience operating within revenue-focused organizations.
• Ability to influence cross-functional stakeholders and drive alignment across multiple functions.
• Experience designing processes, governance structures, and reporting mechanisms that enable scale.
• Proficiency with Salesforce and pipeline management disciplines.
• Excellent communication, presentation, and executive presence skills.

Preferred Experience

• Experience within healthcare, digital health, navigation, benefits, employer solutions, health plans, or healthcare technology organizations.
• Experience working with consultants, health plans, point solutions, benefits administrators, aggregators, or other healthcare distribution partners.
• Experience building new functions or leading organizational transformation initiatives.
• Familiarity with the employer-sponsored healthcare landscape and evolving healthcare ecosystem.

Leadership Competencies

• Strategic thinker and systems builder
• Commercially minded with a bias for action
• Executive presence and strong interpersonal skills
• Data-driven decision maker
• Collaborative and highly influential leader
• Comfortable navigating ambiguity and leading through change
• Talent developer and coach
• Customer- and partner-centric mindset
• Results-oriented and accountable
• Ability to simplify complexity and drive execution

Reporting Structure

Reports To:
SVP, Growth

Direct Reports:
3-4 Strategic Partnership Managers

Travel Requirements

Travel up to 30-40% as needed to support partner engagement, customer meetings, industry events, team development, and executive relationship management.

Why Join Castlight?

This is a unique opportunity to shape how Castlight goes to market.

You will redefine the role partnerships play in our business, build an ecosystem strategy designed for scale, develop a talented team, and create a lasting competitive advantage that helps employers, health plans, and members navigate healthcare with confidence.

If you are energized by building, transforming, and driving meaningful commercial impact, we'd love to meet you.

Compensation:
$151,586.00
to
$227,380.00