Director of Payer Contracting

About this role

About us Pomelo Care is the leading virtual medical practice for women and children, providing care across pregnancy, postpartum, pediatrics, menopause, and perimenopause. We combine proactive, 24 ⁄ 7 clinical care with technology that helps us reach patients earlier, identify risks sooner, and deliver personalized care throughout their journey. Our team includes clinicians, technologists, operators, and problem-solvers working together to make high-quality care more accessible for families nationwide. About The Role: We are looking for a Director of Payer Contracting to drive market expansion for our Midlife line of business. In this role, you will define our health plan engagement strategy and lead end-to-end contracting from sourcing through signature. Partnering closely with senior payer executives and internal teams, you will leverage deep commercial payer expertise to structure high-impact deals that expand access, optimize margins, and accelerate enterprise growth. This role reports to the EVP of Commercial Partnerships and can be located anywhere in the continental US. What you’ll do: Define payer contracting strategy, including approach to engagement, (re)negotiation & expansion Refine & share Pomelo’s value proposition with commercial health plans, grounded in cost savings, access, and/ outcomes associated with the (peri)menopause episode of care Lead payer contract negotiations directly with health plans from sourcing through signature, structuring deals that balance growth, margin, and long-term partnership Build and maintain trusted, senior-level relationships with payer executives who can champion Pomelo internally Track the regulatory, competitive, and reimbursement landscape to keep strategy current Partner closely with Operations, Finance & Legal teams to pressure-test deal economics and ensure smooth handoffs before & after deals are signer Who you are: 8+ years of experience in payer contracting, payer partnerships, network strategy, and/or business development, with a track record of negotiating and closing contracts directly with health plans. Strategic thinker who can move fluidly between big-picture market strategy and the granular term sheet details. Skilled, confident negotiator who has led complex commercial negotiations with senior payer stakeholders Deep familiarity with payer economics, reimbursement models, and the commercial health plan landscape Excellent written and verbal communication skills, with the ability to build a compelling, data-backed narrative and deliver it persuasively to executive audiences. Comfortable operating with significant ambiguity in a fast-paced, high-growth startup environment, and able to build a strategy and process from scratch. Experience in virtual care / digital health Why you should join our team By joining Pomelo, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup that always puts the patient first. You will learn, grow and be challenged, and have fun with your team while doing it. We strive to create an environment where employees from all backgrounds are respected. We value working across disciplines, moving fast, data-driven decision making, learning, and always putting the patient first. Benefits and Perks: Comprehensive Health, Dental, and Vision coverage for employees and their families High deductible Health Plans with Health Savings Account (HSA) options Flexible Spending Account (FSA) Equity grant participation 401(k) program Competitive vacation policy 16 weeks paid parental leave Fully remote work flexibility (within the US) Compensation: The expected base salary range for this role is $180,000-$200,000. This role is also eligible for variable compensation, with expected on-target earnings of $240,000-$266,000, and equity, giving you an ownership stake in Pomelo’s mission. Actual compensation may vary based on relevant experience, skills, competencies, and certifications. At Pomelo, we are committed to hirin