Senior Director, Payer & Government Partnerships

L-Nutra; Culver City (CA); Hybrid; USD 190,000 - 220,000; Full time

Benefits offered by this job

Equity

Health benefits

401(k) with match

Flexible PTO

Remote work (US)

Career growth

Job summary

L-Nutra is seeking a Senior Partnerships Leader to source payers and governments, partnering with Medical and HEOR to design pilots that demonstrate outcomes and enable reimbursement.

You will own the commercial relationship from pilot to renewal, lead cross-functional teams, and coordinate with Commercial Ops. Remote US role with HQ in Culver City, CA, and travel to payers and industry events as needed.

Qualifications

• 8+ years in payer/government business development, market access, or value-based partnerships.
• Proven track record converting pilots or demonstration projects into reimbursed programs.
• Fluency in reimbursement models: program vs. product vs. hybrid; case-rate/PMPM; product codes.
• Experience partnering with clinical/Medical and HEOR teams to design pilots and build the economic case.
• Comfort leading long, multi-stakeholder, cross-functional pursuits and building scalable teams.
• Bonus: exposure to digital health, medical foods, or nutrition; grant-funded pilot experience; multi-client BD.

Responsibilities

• Source grant-funded pilots with payers and governments; develop employer demonstration projects and health-system channels.
• Collaborate with Medical and HEOR to secure outcomes data (A1c, BP, lipids, weight, cost savings).
• Own contracting: pricing, terms, covered populations, and credentialing.

Skills

Payer partnerships

Government BD

Value-based contracting

HEOR collaboration

Team leadership

Digital health (bonus)

Job description

The Opportunity

L-Nutra is the world’s first nutri-technology company, with more than 47 completed clinical trials and 136 patents. Our portfolio of Medical Nutrition Therapies has produced disease-modifying outcomes for patients with diabetes, cardiovascular, cancer, and autoimmune conditions.

Over three decades, we’ve partnered with 18 leading medical research centers — including Stanford, USC, UCLA, and Mayo Clinic — to develop and test precision nutrition formulations that drive meaningful disease remission and regression. In diabetes, our lead nutri-technology, Fasting Mimicking Nutrition, has shown a 700% greater chance of remission versus drugs alone; in autoimmune conditions, our program showed a 72% increase in remission rates (L-Nutra Health). Health-economic assessments show these solutions are budget-saving for payers — aligning the interests of payer, patient, and practitioner.

Payers and governments are already moving. Cigna and the UAE, among others, have begun reimbursing L-Nutra’s products and programs — and we’re looking for a senior partnerships leader to work alongside our C‑suite to source and convert new payers and governments, with health systems and employers as the channel expands.

Our medically tailored meals business already holds a reimbursement code and coverage across CMS and multiple plans, giving us a beachhead to build from.

This role is the commercial through‑line from an evidence‑generating pilot to a reimbursed, renewable program. You source grant‑funded pilots with payers and governments (and demonstration projects with employers), partner with Medical and HEOR to design them and build the economic case, drive the reimbursement‑model decision, and own the relationship through contracting — then hand delivery, enrollment, billing, delivery, and outcome tracking to Commercial Ops and Medical. You are the quarterback of a long, cross‑functional pursuit — not a lone closer, and not the operator who runs the program once it’s live.

This is a build‑and‑grow role. You’ll stand up the payer and government motion first; as it proves out and the pipeline scales, you’ll build and lead the team behind it — and you’ll be in the running to grow with the channel as our commercial org matures.

What You Will Own

Source & Prove — pilots and demonstration projects

• Source the front of the pipeline: grant‑funded pilots with payers and governments first, with employer demonstration projects and health systems as the channel expands.
• Partner with Medical and HEOR to develop grant applications and design pilots that generate the outcomes payers need — A1c, blood pressure, lipids, weight, cost savings, and engagement.
• Keep pilots moving to validated, payer‑ready evidence — Medical runs delivery; you own the commercial relationship and momentum.

Reimbursement & Contracting

• With HEOR and Medical, drive the reimbursement‑model decision — program vs. product vs. hybrid, case‑rate / PMPM vs. product codes — and secure approval, working from the economic case HEOR builds.
• Own the payer / government relationship through contracting: pricing and terms, covered population and services, and claims and credentialing setup.

Handoff, Renewal & Coordination

• Hand signed programs to Commercial Ops and Medical for eligibility, enrollment, billing, delivery, and outcome tracking — then stay the commercial owner for renewal and expansion.
• Partner in joint pursuits across L‑Nutras businesses — including our medically tailored meals business (CMS code + coverage across multiple plans) — collaborating and, where it fits, co‑bidding on payer RFPs.
• Lead the cross‑functional pursuit team (Medical, HEOR, Commercial Ops) across the lifecycle, and build and lead the dedicated team as the channel scales.
• Feed the market back into the company — pricing, packaging, evidence gaps, and go‑to‑market — so what we bring to payers keeps getting sharper.

What You Bring

• 8+ years in payer / government business development, market access, or value‑based partnerships.
• A track record of converting evidence‑generating pilots or demonstration projects into reimbursed, renewable programs with payers and/or governments — not just net‑new logo sales.
• Reimbursement‑model fluency — program vs. product vs. hybrid, case‑rate / PMPM and product codes, SSBCI / supplemental benefits, and value‑based contracting.
• Experience partnering with clinical / Medical and HEOR / health‑economics teams to design pilots and build the economic case.
• Comfort quarterbacking long (12–24+ month), multi‑stakeholder, cross‑functional pursuits — and experience building and leading teams as a channel scales.
• Bonus: experience in digital health, food‑as‑medicine, medical foods, or nutrition; grant‑funded pilot experience; business development across more than one client type (payer, government, employer, health system); existing professional relationships with relevant decision‑makers.

What We Offer

• Compensation: $190,000 – $220,000 base annually + meaningful equity + a performance incentive that starts milestone‑weighted in year one (given the sales‑cycle length) and shifts toward individual commission as the channel matures. Final offer reflects experience, scope, and impact.
• Equity: a real pre‑IPO equity stake — the base is compressed by design, and the equity story is genuine.
• Comprehensive health, dental, and vision benefits.
• 401(k) with up to 4% company match.
• Flexible, trust‑based PTO (FTO).
• Remote (US) — candidates near a major airport preferred — with periodic time at our Culver City, CA headquarters and regular travel to payers, government stakeholders, and industry conferences.
• A path to grow with the channel you build, in a company at a meaningful inflection point.