Director, Growth - Channel Enablement
Overview Of The Role
Pelago is building the most effective substance use care platform in the country, and we're expanding our reach through a growing ecosystem of health plans, PBMs, and digital health partners. The Director of Channel Enablement will own the strategy and execution of select partners — transforming relationships into repeatable, scalable revenue motions. This is not a traditional sales role, but it requires someone who thinks like a seller.
You'll carry the commercial ownership of our partners — pipeline, forecasting, joint GTM execution — without a direct quota. What you will own is outcomes: partner-sourced pipeline, enabled revenue through co-sell, and the playbooks that make each subsequent partnership faster and higher-impact than the last.
The Background We Are Looking For
- 10+ years in business development, channel partnerships, or enterprise sales;
- 7+ years in healthcare;
- Demonstrated experience with digital health platforms, benefits navigation companies, health plans, PBMs, or virtual care companies — either as a direct seller or through partnership channels;
- Proven commercial impact: a track record of managing complex partnerships with measurable revenue influence, even without owning a direct quota;
- A playbook builder, not just a relationship manager — someone who codifies what works and makes the next motion faster;
- Strong pipeline discipline: you track what's in motion, forecast honestly, and close gaps proactively;
- Executive presence with authentic relationship instincts — comfortable navigating clinical, financial, and operational stakeholders at partner organizations;
- High comfort with ambiguity and a bias toward learning from the market quickly; prior experience in high-growth, evolving GTM environments preferred.
The Right Mindset
- You think like someone who carries a number. You measure yourself against pipeline contribution, partner-sourced revenue, and the quality of the co-sell motions you've built — not just relationship health or activity metrics.
- You're energized by building the system, not just working within one.
What You’ll Love About Us
- We have a whole host of perks for our people!
- From life essentials to nice-to-haves, there are more than a few good reasons to love working with us.
- We strive to ensure Pelago employees have equitable access to healthcare, wellbeing, time away, and then some.
- Generous and meaningful equity package
- Full Medical, Dental, & Vision coverage
- 401k Plan
- Unlimited PTO Policy, 10 paid holidays, & company wide “Me Time” Days
- Paid maternity, paternity & new parent leave
- Flexible working environment
- Annual Learning and Development stipend to support continued learning and career development
- Wellness Reimbursement Program
- Access to Reproductive & Family Planning Care
- Substance Use Support for employees and family members
Pay
- Base Pay Range: $190,000 - $200,000 USD
- OTE Pay Range: $228,000 - $240,000 USD