VP, Health Plans

The Role:

Carrot is seeking a Vice President of Health Plan Partnerships who will be responsible for the overall growth and management of our expanding payer business. As the Vice President of Health Plans, you will leverage your comprehensive understanding of the healthcare benefits solutions space to build and lead a vertical that is a critical growth driver for the company. In this role, you will be responsible for all health plans and channel partnership strategies, as well as the execution and overall management of those relationships. You will have a unique opportunity to shape Carrot’s product development, adoption, growth, and brand by significantly increasing Carrot’s footprint in the payer market over the next 12-18 months, contributing to our overall growth strategy.

• Design and execute a comprehensive health plan strategy that transforms how care is delivered, accessed, and scaled within the payer ecosystem.
• Partner cross-functionally with Sales, Marketing, Client Success, Product, and Clinical teams to deliver a cohesive, high-impact experience for health plan partners across extended, multi-stakeholder sales cycles.
• Define, own, and continuously refine the health plan partnership and sales roadmap, establishing disciplined pursuit plans, clear deal governance, and operating rhythms to support complex, long-cycle opportunities.
• Lead end-to-end pursuit strategy for priority health plans, including account planning, stakeholder mapping, value articulation, risk assessment, and milestone management throughout prolonged decision timelines.
• Lead, coach, and manage a team of 3+ individual contributors, setting clear expectations, driving accountability, and enabling consistently high performance through ongoing feedback, mentorship, and development.
• Build a culture of performance excellence through regular deal reviews, pipeline inspections, and coaching, including strong Salesforce (SFDC) hygiene to ensure accurate pipeline visibility, forecasting, and reporting.
• Serve as a senior leader and trusted advisor internally and externally, representing Carrot with credibility and influence in executive-level discussions with health plan partners.
• Deliver clear, data-driven pipeline readouts, forecasts, and pursuit updates to executive leadership, leveraging SFDC data to surface insights, risks, and recommended actions.
• Stay ahead of industry, regulatory, and competitive trends to proactively identify new growth opportunities and emerging challenges in the payer market.
• Act as the Voice of the Customer (VoC), synthesizing market and stakeholder feedback to inform product strategy, partnerships, and the evolving member experience.

Minimum Qualifications: 

• 8+ years of progressive experience leading health plan partnerships, including direct people leadership responsibility for individual contributors in complex, enterprise sales or partnership environments.
• Demonstrated success consistently meeting or exceeding partnership and revenue targets through disciplined execution across multi-quarter or multi-year deal cycles with senior health plan executives.
• Proven ability to manage, coach, and develop high-performing ICs through clear expectations, actionable feedback, and structured mentorship.
• Strong experience designing and operationalizing structured pursuit plans, including account strategy, pipeline hygiene, forecasting, and cross-functional alignment.
• Demonstrated rigor in opportunity management, pipeline hygiene, forecast accuracy, and inspection rhythms.
• Ability to leverage existing networks and relationships to generate a pipeline while sustaining momentum through extended decision processes.
• Strong command of pipeline metrics and deal inspection, with the ability to clearly communicate progress and risks to executive leadership using SFDC-driven insights.
• Strategic operator who can translate vision into execution, balancing long-term opportunity development with near-term delivery.
• Deep understanding of benefit solutions, payer dynamics, competitive landscape, and evolving healthcare and digital health trends.
• Demonstrated ability to present clearly and effectively to executive audiences, using data and metrics to drive confidence, alignment, and decision-making.
• A resilient, results-oriented leader with perseverance, sound judgment, and a collaborative leadership style.

Preferred Qualifications:

• People Leadership & Performance Management: Builds and leads high-performing teams through clear goal setting, regular feedback, coaching, and intentional mentorship.
• Enterprise Deal Leadership & Perseverance: Demonstrates sustained focus and strategic patience required to advance complex, long-cycle payer deals while maintaining accountability and momentum.
• Operational Rigor & Execution Excellence: Establishes disciplined pursuit planning, deal governance, operating cadence, and strong SFDC hygiene to ensure transparency, predictability, and data integrity across the pipeline.
• Executive Influence & Presence: Communicates with clarity and credibility at the executive level, influencing outcomes through data, insight, and thoughtful storytelling.
• Data-Driven Decision Making: Uses metrics, pipeline analytics, and SFDC reporting to prioritize efforts, allocate resources, and drive sustainable growth.

Compensation: 

Carrot offers a holistic Total Rewards package designed to support our employees in all aspects of their lives inside and outside of work, including health and wellness benefits, retirement savings plans, short- and long-term incentives, parental leave, family-forming assistance, and a competitive compensation package. The starting base salary for this position will range from $190,000-$200,000. Actual compensation may vary from the posted base salary depending on your confirmed job-related skills and experience.

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