Director, Business Development, Specialty Care GTM

We are seeking a dynamic and results-driven Director of Business Development to lead a go-to-market initiative for Spring’s Specialty Care solution. This role will focus on driving adoption of our services among self-insured employers and health plans. This individual will play a critical role in expanding access to care for populations with complex behavioral health needs and will work cross-functionally to ensure successful implementation and long-term partnerships.

What you’ll be doing:

1. Market Strategy and Business Development:
• Develop and execute a comprehensive go-to-market strategy to introduce and scale our behavioral health solutions with self-insured employers and health plans.
• Identify pipeline, prioritize, and pursue high-potential sales opportunities based on market analysis, customer needs, and competitive landscape.
2. Partnership Cultivation:
• Build strong relationships with decision-makers at target organizations, including HR, benefits leaders, and health plan executives.
• Work closely with Spring’s Strategic Alliances team to gather insights from Consultant partners and to assess commercial opportunities
• Source relevant RFPs to drive financial goals 
• Serve as a trusted advisor, articulating the value of our solutions and how they address pain points in behavioral health service delivery.
3. Sales and Negotiation:
• Lead end-to-end sales cycles, including RFP responses, proposal development, negotiations, and closing contracts.
• Collaborate with legal and finance teams to structure deals that align with company objectives and client needs.
4. Cross-Functional Collaboration:
• Partner with internal teams, including product, clinical operations, marketing, and account management, to align client needs with service delivery capabilities.
• Coordinate smooth onboarding and integration processes for new partners to ensure long-term success.
• Work closely with the Spring Revenue organization on discovered opportunities and to build process for RFP responses
5. Implementation and Launch:
• Drive development of launch and implementation plans and partner with operations teams to create replicable processes for scaling multiple customer launches
6. Performance Measurement and Optimization:
• Define and track key performance indicators (KPIs) to measure the success of partnerships and the impact of solutions.
• Use insights to continuously refine strategies and improve client satisfaction and outcomes.

What success looks like in this role:

• Development and approval of a go-to-market strategy aligned with company objectives and market opportunities.
• Achievement of targeted new business wins with self-insured employers and health plans within agreed-upon timelines by rigorously managing sales pipeline.
• Execution of seamless implementation plans, resulting in high partner satisfaction and measurable improvements in behavioral health outcomes.
• Establishment of the company as a recognized thought leader and trusted partner in the complex behavioral health space.

What we expect from you: 

• 8-10+ years of experience in business development, healthcare partnerships, or strategic sales, preferably with a focus on behavioral health, employee benefits, or health plans
• Proven track record of successfully developing and executing go-to-market strategies and closing strategic deals.
• Strong understanding of the healthcare ecosystem, including employer-sponsored health benefits and payer dynamics.
• Exceptional communication and relationship-building skills, with the ability to engage and influence stakeholders at all levels.
• Analytical and financial acumen to evaluate opportunities and structure deals that drive value for all parties.
• Highly organized, self-motivated, and capable of managing multiple initiatives in a fast-paced environment.
• Willingness to travel approximately 15-25% of the time.

The target base salary range for this position is $160,000 - $200,000, and is part of a competitive total rewards package including stock options and benefits. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually using Radford Global Compensation Database at minimum to ensure competitive and fair pay. 

Benefits provided by Spring Health:

Note: We have even more benefits than listed here and below, your recruiter will provide more in-depth information as you continue in the interview process. Benefits are subject to individual plan requirements and eligibility criteria.

• Health, Dental, Vision benefits start on your first day at Spring. You and your dependents also receive access to One Medical accounts HSA and FSA plans are also available, with Spring contributing up to $1K for HSAs, depending on your plan type.
• Employer sponsored 401(k) match of up to 2% for retirement planning
• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents.
• We offer competitive paid time off policies including vacation, sick leave and company holidays.
• At 6 months tenure with Spring, we offer parental leave of 18 weeks for birthing parents and 16 weeks for non-birthing parents.
• Access to Noom, a weight management program—based in psychology, that’s tailored to your unique needs and goals. 
• Access to fertility care support through Carrot, in addition to $4,000 reimbursement for related fertility expenses.
• Access to Wellhub,  which connects employees to the best options for fitness, mindfulness, nutrition, and sleep in one subscription
• Access to BrightHorizons, which provides sponsored child care, back-up care, and elder care
• Up to $1,000 Professional Development Reimbursement a year.
• $200 per year donation matching to support your favorite causes.