Senior Director Growth, Pharmacy Benefit Managers

Job Description

Client Summary:

Specialized AI tools designed specifically for healthcare workflows
Helps healthcare teams interpret and organize unstructured information like notes, claims, and documents
Reduces manual work and improves decision-making efficiency across clinical and administrative tasks
Supports organizations such as health insurers, providers, and medical research groups
Demonstrated impact on care management speed, error reduction, and compliance reporting
Tailored to understand complex medical language and systems
Enables faster, more accurate reviews and operational performance without generic AI limitations

Position Responsibilities:

Lead the Growth Cycle: Own the process from sourcing and developing PBM partnerships to closing and expanding them.
Market Expansion: Identify and engage senior decision-makers within PBMs to drive strategic partnerships.
Executive & Technical Engagement: Build credibility with PBM executives (CEO, COO, CMO, Chief Pharmacy Officer) and technical/data leaders.
Cross-Functional Alignment: Collaborate across Marketing, Product, and Customer Success to refine value propositions and ensure success.
Market Intelligence: Translate PBM customer insights into actionable product strategies and go-to-market refinements.
Trusted Advisor: Serve as a credible voice on AI-powered knowledge platform for drug benefit workflows.
Deal Leadership: Negotiate complex business and legal agreements in partnership with legal and executive leadership.

Experience & Skills:
Required Experience and Qualifications:

7–10 years in business development, partnerships, or growth leadership within PBMs, payers, or pharmacy benefit markets.
Proven success building and closing complex PBM or payer contracts.
Experience with technology, SaaS, or AI-driven solutions for drug benefit management, claims, or specialty pharmacy.
Strong executive communication skills — able to tailor messaging for PBM executives, clinical, and technical stakeholders.
Strategic thinker with hands-on execution — thrives in growth-stage environments with limited resources.
Cultural alignment: Full Stack Ownership, Final Mile Execution, Velocity, and Customer at the Core.

Preferred Experience and Qualifications:

Existing relationships within the top national or regional PBMs.
Experience shaping AI/data strategies for formulary management or utilization management.
Track record of expansion within large, complex accounts.

Compensation $200k-$225k