Vice President, Health System Partnerships

The Vice President of Health System Partnerships plays a pivotal role in driving Luna's growth by building and managing high-impact partnerships with health systems, physician groups, and payers. As a senior leader on the growth team, this role develops and executes tailored solutions for complex business strategies, requiring buy-in across multiple stakeholders in large, heavily matrixed organizations.

Beyond securing partnerships, the VP ensures these agreements are operationalized to deliver measurable visit volume, serving as the primary liaison between external partners, Luna’s Partner Success team, and internal operational leaders. This includes aligning implementation plans, resolving integration challenges, and tracking post-launch performance to ensure each relationship delivers on both clinical and business outcomes.

This role requires a unique blend of strategic vision, relationship management, operational execution, and healthcare ecosystem expertise. The VP must possess deep connections, an understanding of hospital and payer operations, and the skillset of a deal maker who can navigate the full partnership lifecycle from pitch to measurable results!

Responsibilities:
• End-to-End Partnership Management – Lead the full sales cycle from lead qualification through contracting and negotiations, ensuring smooth handoffs to Partner Success for implementation and ongoing account management. Regularly create and enhance CRM contacts, companies, and deals.
• Implementation-to-Operations Liaison – Work closely with Partner Success, Provider Relations, Operations, and Clinical teams to ensure partnership implementations are fully integrated into Luna workflows and result in active visit generation.
• Operational Alignment – Partner with internal teams to adapt onboarding, referral intake, and scheduling processes to meet each health system’s operational realities, ensuring no disruption in patient flow.
• Executive Relationship Development – Cultivate and maintain relationships with C-suite and senior leaders across hospitals, physician groups, and payer organizations to reinforce strategic alignment and secure long-term growth.
• Performance Tracking & Optimization – Monitor post-launch performance, reviewing referral and visit metrics, identifying barriers, and collaborating with Partner Success to address gaps quickly.
• Strategic Sales Planning – Develop and execute market-specific sales and partnership strategies to achieve revenue and visit targets, adjusting as needed based on market feedback and healthcare trends.
• Growth Campaign Execution – Coordinate with Marketing and Growth functions to launch co-branded campaigns and engagement initiatives with partner health systems.
• Industry Expertise – Maintain a deep understanding of Luna’s solutions, the evolving healthcare delivery landscape, and value-based care trends to position Luna as a strategic ally for partners.
• Team Leadership – Lead cross-functional, project-based teams to meet partnership goals, ensuring clarity of roles, milestones, and accountability across departments.
• Market Presence – Represent Luna at industry conferences, partner meetings, and networking events to strengthen brand visibility and foster new business opportunities.

Qualifications:
• 10+ years of experience working directly with hospital systems, payers, and other healthcare delivery entities.
• Proven success in developing strategic partnerships, selling consulting/services, or implementing complex healthcare programs within large organizations.
• Strong understanding of hospital operations, physician practice dynamics, population health, and value-based contracting.
• Demonstrated experience with lengthy sales cycles (6–12 months) and post-sale operational execution.
• Ability to bridge the gap between sales and operations, ensuring contracts translate into measurable clinical and business results.
• Exceptional communication, presentation, and negotiation skills, particularly in regulated healthcare environments.
• Proficiency with G Suite, Slack, and CRM tools (HubSpot preferred).
• Willingness and ability to travel up to 35%; valid driver’s license required.