Vice President of Growth, Payers & Health Systems

Kooth; United States; Remote; USD 120,000 - 200,000; Full time

Benefits offered by this job

401(k) matching

Remote-first

Paid parental leave

Learning & development

Job summary

Kooth is seeking a Vice President of Growth, Payers & Health Systems to lead the company’s commercial expansion in the U.S. healthcare space. The role combines hands-on sales leadership with strategic GTM development across payers, health systems, and IDNs.

The VP will own the full sales cycle, build revenue, and shape partnership strategies while collaborating with Finance, Legal, Clinical, and Product to maximize impact. Remote-first with top-tier benefits.

Qualifications

• 10+ years of enterprise sales and commercial growth experience in healthcare.
• Proven success sourcing, developing, negotiating, and closing complex enterprise partnerships.
• Bachelor’s degree or equivalent professional experience.

Responsibilities

• Own annual payer and health system sales targets with focus on net-new business.
• Build and manage a healthy pipeline across payers, health systems, and strategic partners.
• Lead complex sales cycles from discovery to close with executive stakeholder engagement.
• Develop Kooth's payer go-to-market strategy and ensure smooth transition of new customers to implementation.

Skills

Enterprise sales

Payer relationships

Contract negotiations

Forecasting

CRM (Salesforce)

Executive presence

Healthcare market knowledge

Strategic partnerships

Leadership

Education

Bachelor’s degree

Tools

None

Job description

About Us:

At Kooth, our mission is to create welcoming, accessible spaces for personalized digital mental health care that empowers young people to thrive. Grounded in an early-intervention model, we help youth aged 10–25 build resilience, access timely support, and lead fulfilling lives. We are more than a digital service — we are a movement for inclusive, evidence-informed mental health care.

Our culture is rooted in our values: Alongside You, Flexible, Compassionate, Committed, and Safe. These guide everything we do - how we show up for young people, how we collaborate as a team, and how we build solutions that meet communities where they are. With Kooth, you’ll be part of something bigger than yourself: meaningful work with measurable impact.

We bring this mission to life through Soluna, a digital behavioral health service for 13–25-year-olds. Soluna removes barriers to care by providing immediate access to 1:1 coaching, Care Navigation, and self-guided tools helping young people find real support, build resilience, and discover hope when they need it most. Together with state and local partners, we’re transforming access to mental health support for youth. Learn more at solunaapp.com/impact.

What We're Looking For:

The Vice President of Growth, Payers & Health Systems will lead Kooth's commercial growth across health plans, payers, health systems, IDNs, and other strategic healthcare and technology partners.

This is a hands‑on commercial leadership role responsible for building pipeline, winning new enterprise customers, and delivering contracted revenue. The VP will own the full sales cycle while helping shape Kooth's payer and health system go‑to‑market strategy and building the function as the business grows.

How You'll Make an Impact:

Enterprise Sales & Growth

• Own and deliver annual payer, and health system sales targets, focused on net‑new business, pipeline development, conversion, and forecasting.
• Build and advance a healthy pipeline of enterprise opportunities across targeted payers, health systems, and other strategic channel partners.
• Lead complex sales cycles from prospecting and discovery through proposal, negotiation, contracting, and close.
• Build trusted relationships with C‑suite and senior healthcare leaders and translate Kooth's clinical and commercial value into compelling customer propositions.
• In collaboration with Kooth’s sales operations team, oversee strategic RFPs, RFIs, presentations, business cases, pricing discussions, and commercial negotiations in partnership with Finance, Legal, Clinical, and Product.

Commercial Strategy & Partnerships

• Partner with Commercial leadership to define and execute Kooth's U.S. private‑sector go‑to‑market and target‑account strategy.
• Maintain strong knowledge of payer and health system priorities, healthcare economics, reimbursement models, competitive dynamics, and emerging market opportunities.
• Bring customer and market insights into Kooth's Product, Clinical, Marketing, and Service Delivery strategies.
• Partner across teams to identify contracting, clinical, regulatory, credentialing, data, and operational requirements early in the sales process.
• Ensure a seamless transition of new customers into implementation and Account Management while supporting strategic expansion opportunities.

Leadership & Commercial Excellence

• Operate as a player‑coach, personally leading key strategic opportunities while building and developing the payer and health system sales function.
• Establish clear sales goals, pipeline discipline, forecasting, account planning, and deal‑review processes.
• Provide executive leadership with clear reporting on pipeline, bookings, deal progression, risks, and market trends.
• Represent Kooth at customer meetings, conferences, industry events, and other strategic opportunities.

What You’ll Bring:

• 10+ years of enterprise sales and commercial growth experience, with demonstrated hunting and net new client generation focus, in healthcare, with proven experience selling into payers and health systems, or other complex healthcare organizations
• Proven success sourcing, developing, negotiating, and closing complex enterprise partnerships while consistently achieving sales or revenue targets
• Track record of delivering against near‑term growth objectives while simultaneously building commercial infrastructure, processes, and organizational capabilities needed to support sustainable scale
• Deep understanding of the U.S. payer and health system landscape, including procurement, contracting, healthcare economics, and commercial decision‑making
• Strong C‑suite relationship‑building skills and experience navigating long, multi‑stakeholder enterprise sales cycles
• Strong commercial and financial acumen, including business cases, pricing, negotiations, and healthcare payment models
• Strong pipeline management and forecasting discipline, with experience using Salesforce or a comparable CRM
• Exceptional executive presence, communication, presentation, negotiation, and storytelling skills
• Bachelor’s degree or equivalent relevant professional experience
• Experience selling digital health, behavioral health, virtual care, healthcare technology, or tech‑enabled healthcare services(Preferred)
• Existing executive relationships across U.S. health plans, payers, and/or health systems (Preferred)
• Experience building or scaling a healthcare sales function or go‑to‑market strategy (Preferred)
• Experience within mental health, behavioral health, pediatric/adolescent health, or population health (Preferred)

What You’ll Get:

Compensation: The base salary for this role is up to $200,000 annually plus bonus based on personal and company performance. We’re committed to transparency and value our candidates time, which is why we share salary ranges in all states—regardless of local requirements. Final compensation will be based on a variety of factors, including your education, experience, skills, and overall alignment with the role.

Kooth offers a competitive base salary, employee equity program, and comprehensive benefits including:

• Excellent Medical, Dental, and Vision Coverage
• 401(K) Retirement Plan with company match
• Generous Paid Time Off
• Remote‑first flexibility and work‑from‑home support
• Paid parental leave
• Learning & development opportunities
• 8 Paid Holidays, plus two half-day holidays (Christmas Eve and New Year’s Eve)

Equal Employment Opportunity:

Kooth is committed to creating an inclusive workplace and provides equal employment opportunities to all individuals regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. All employment decisions are based on merit, qualifications, and business needs.

Reasonable Accommodations:

Kooth is committed to providing reasonable accommodations for candidates with disabilities, sincerely held religious beliefs, or other protected reasons under applicable law. If you require accommodations during the application or interview process, please contact our HR team.