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Vertical Sales Lead, Ecosystem Partners
<div><strong>The Role</strong><br/><br/>You will own the ecosystem vertical: the companies that embed Doctronic inside their own product rather than buying it for a member population. Digital health platforms, retail pharmacy, pharma, wearable and device companies, and employer and broker platforms.<br/><br/>These are the deals that matter most to our long-term margin, because they are sold as software. Our goal is for half of enterprise revenue to come from technology-only deals, and this role owns most of that number. It means selling to product and engineering leaders as often as commercial ones, and structuring partnerships that do not look like a standard SaaS contract. You will report to the Chief Business Officer.<br/><br/><strong>What You'll Do</strong><br/><ul><li>Own pipeline generation and closed contract value across the ecosystem vertical, with a target of at least four opportunities in contracting or later at any time</li><li>Lead with our technology products: the medical API skill that runs inside a partner's own orchestrator, and the embedded chat experience</li><li>Sell to technical and product buyers, which means holding a credible conversation about APIs, orchestration, latency, data flow and clinical guardrails</li><li>Structure non-standard commercial arrangements: revenue share, per-interaction, per-member, referral pathways and co-development terms</li><li>Deliberately bias the deal mix toward technology-only structures, and track offering mix on every deal so we can see whether we are actually moving that way</li><li>Work closely with our Enterprise Product Lead on what is productizable, and decline the asks that would turn us into a development shop</li><li>Run co-marketing and launch moments with B2B marketing, since ecosystem partners are how we reach patients at scale</li><li>Build the referral and land-and-expand motion inside partners who start small</li></ul><strong>What We're Looking For</strong><br/><ul><li>8+ years in enterprise sales, business development or partnerships at a digital health, health technology or platform company</li><li>Has closed embedded, API-style partnerships, not only reseller or referral agreements</li><li>Technically conversant. You do not need to write code, but you need to earn the respect of the engineers on both sides of the table</li><li>Comfort designing commercial structures from scratch, and the discipline to keep them simple enough to actually operate</li><li>A network across some meaningful slice of the ecosystem: digital health platforms, retail health, pharma direct-to-patient, or connected devices</li><li>Has carried a number rather than only sourced pipeline</li><li>Willingness to travel heavily. Based in New York City or willing to relocate. This is a hybrid role</li></ul><strong>Nice to Have</strong><br/><ul><li>Platform, marketplace or developer ecosystem experience, where your product was a component inside someone else's</li><li>Pharma direct-to-patient experience, given how quickly LillyDirect, PfizerForAll and their peers are reshaping that channel</li><li>Retail pharmacy or retail health partnerships</li><li>Wearables, remote monitoring or connected device integrations</li><li>Experience launching a partner API program or self-service developer portal</li></ul><strong>Compensation & Benefits</strong><br/><ul><li>Base salary range: $225-$275k + commission of up to 50% of base</li><li>Variable compensation and OTE split</li><li>Meaningful equity</li><li>Health reimbursement allowance, support for well-being, and flexible time off</li></ul></div>
