Pearl Health

Role Description We are seeking a senior healthcare executive to grow our enterprise partnerships in a startup environment. The Director of Enterprise Partnerships will expand our provider network by converting qualified opportunities into participating providers across CMS LEAD, MSSP, and other Pearl offerings, while owning relationships with organizations managing large primary care networks and educating executive leadership on value-based care and CMS models. - Build, manage, and execute against targeting methodology, funnel development, and relationship development with key targets (especially large physician and hospital groups) to achieve key performance indicators. - Articulate vision of enterprise product offering (primarily, to large primary care prospects; secondarily, to community hospitals, ACO, CINs, IPAs/MSOs, and health system prospects). - Facilitate and contribute to a feedback loop around enterprise targets, based on direct prospect reactions, synthesized insight, and other critical data points. - Serve as steward of the sales process for large enterprise groups with a set minimum number of lives (greater than 2k), ensuring that key actions, deliverables, and analyses are delivered on a timely basis to achieve enterprise-focused sales objectives. - Demonstrate aptitude for relationship building and creating an exceptional experience for our providers. - Design and improve the communication modules, outreach mechanisms, and rewards that further engagement with our provider partners. - Travel as needed to prospect/client locations and industry conferences/events. - Use Hubspot to meticulously track progress with opportunities as you manage your markets. Qualifications - A minimum of 7 years of experience in enterprise sales and/or business development in the enterprise/large physician group space. - Experience in healthcare, value-based care, and/or ACO programs, in a startup environment preferred. - Experience owning an annual quota and utilizing sales CRM to manage and track. - You are constantly hunting for prospects, but also understand that the contracting cycle requires lots of touches with potential partners. - A passion for improving and optimizing relationships, with enthusiasm for supporting and helping physicians. - Bachelor’s degree or equivalent work experience. Location This is a remote role with travel as needed, supporting our West market and we prefer candidates based in California, Oregon, Washington, Arizona, Nevada, Hawaii, Alaska or New Mexico. While you’ll work in a fully remote capacity, proximity to the market will help you effectively contribute to the success of the West region. Benefits - Base Salary Range: $150,000 - $195,000 per year. - Additional Compensation: This role is eligible for a discretionary performance bonus and equity options. - We offer a competitive benefits package. What We Offer Final compensation for this role will be determined by a variety of factors, including a candidate's relevant skills, experience, labor market conditions, and location. The Interview Process - Recruiter Screen: An intro call to discuss your background and motivations. - Hiring Manager Interview: A deeper-dive conversation with your potential manager. - Panel Interview: A round of meetings with teammates and cross-functional partners. - Case Assignment/Presentation: A practical exercise inviting you to solve a real-world problem or relevant challenge. - Executive Interview: Final conversation(s) with 1-2 of our leaders.

• Own the post-sale success and satisfaction of approximately 10 medium and enterprise sized accounts. • Manage a portfolio of 10 medium and large accounts by designing strategic implementation frameworks and advising leadership on best practices for product integration. • Lead customer engagements, including monthly and quarterly business reviews and workshops, to establish clear objectives and demonstrate Pearl’s value. • Consult with provider leadership to re-engineer clinical and administrative workflows. • Analyze performance data to identify cost drivers and collaborate with provider partners to develop optimal strategies for referrals and care management.

• Cultivate and manage senior-level relationships within large health systems, serving as the primary point of accountability for account health and performance. • Partner with CS Operations and Growth teams to drive account expansion and secure contract renewals. • Develop strategic narratives that communicate Pearl's value and keep executive stakeholders informed and engaged. • Utilize your VBC expertise to partner effectively with internal teams as well as have accountability for the Customer’s performance. • Foster strong relationships with assigned Enterprise customers, driving platform adoption and providing performance coaching to optimize VBC program outcomes. • Use data-driven insights to identify cost drivers and work with partners to develop optimal referral, care management, and admission avoidance strategies. • Oversee the education and integration of Pearl's technology tools into customer workflows, ensuring seamless practice transformation. • Proactively resolve issues and create an exceptional experience for providers. • Collaborate with cross-functional teams such as Product, Performance Intelligence, Data Science, and ACO Operations to optimize provider performance and develop/implement remediation plans. • Work across the organization to guarantee successful implementation of critical projects for assigned customers.

Role Description Pearl is looking for a skilled data analyst to support our ACO Operations team on a 3-month contract term with potential to convert to full time. In this role, you will play a critical part in our provider submission process — organizing and analyzing data, closing submission gaps, and ensuring our team has the accurate, structured information needed to meet program requirements on behalf of our provider partners. You'll collaborate closely with ACO Operations teammates in a fast-paced, mission-driven environment, bringing rigor and attention to detail to workflows that directly impact the providers and patients we serve. Qualifications - Graduate student, recent graduate, or equivalent professional experience. - Experience with Google Workspace products, particularly Google Sheets. - Proven experience organizing, cleaning and analyzing data across various formats. - Resourcefulness and the ability to gather information using online tools and research methods. - Exceptional attention to detail, with the ability to work both independently and collaboratively in a fast-paced environment. - Strong communication and presentation skills, with the ability to clearly and effectively convey complex ideas. - Healthcare experience preferred, but not required. Requirements - Organize and analyze data across a variety of formats to support Pearl’s provider submission process, inclusive of ACO Operations team workflows. - Build and maintain structured datasets and tracking tools to support team reporting, leveraging AI tools. - Collaborate cross-functionally to address provider submission and workflow gaps. - Adapt quickly to shifting priorities, bringing exceptional attention to detail and a proactive, solutions-oriented approach to every task. Benefits - Duration: 30 hours per week, 3 month contract term with potential conversion opportunity. - Hourly Range: $50.00 per hour. - Final compensation for this role will be determined by a variety of factors, including a candidate's relevant skills, experience, labor market conditions, and location.

• Upload legal contracts into Ironclad, manage version control, and ensure accuracy of data • Facilitate contract execution, monitor signature status, and provide visibility into contracting pipeline health. • Conduct audits of executed agreements to validate deal terms, metadata mapping, and compliance with internal contracting standards. • Run pricing of deals through Pearlsights, our internal tool for underwriting, and propose the best option for specific clients • Contribute to final provider roster submission processes, including roster uploads, metadata validation, TIN/track allocation and pricing coordination, quality control, final allocation management in RMS (Pearl's internal roster management system), and client roster attestations. • Ensure final deal terms are accurately reflected in contracts and related reporting systems. • Track submission milestones, surface risks, and ensure all provider roster and contracting requirements are completed on time.

• Oversee recruiting, HR, employee experience, performance management, compensation, and professional development • Lead a tech-first transformation of the People function • Evaluate and improve existing systems and processes • Build a systematic, scalable approach to the People function • Strengthen employee experience and serve as a trusted advisor to leadership • Maintain awareness of and ensure compliance with all relevant employment laws

• Own the client relationship from first introduction through long-term performance: including initial VBC readiness assessment, business development support, onboarding, performance enablement, and retention • Partner closely with Market Presidents, who lead growth and own the P&L, to ensure a seamless transition into post-sale onboarding, performance management, and long-term client success • Design and own the operating model that connects pre-sale intelligence directly into post-sale transformation activities, eliminating handoff gaps between growth and customer success • Ensure that insights gathered during early client engagement inform program deployment, and that post-sale learnings feed back into growth strategy and pipeline qualification • Own a unified commercial operations function spanning Growth Ops and Customer Success, including pipeline systems, playbooks, tooling, and post-sale transformation infrastructure • Drive the shift from manual, relationship-dependent workflows to codified, scalable systems, including tooling, playbooks, and automation that reduce operational risk and compound institutional knowledge • Build and own the feedback loop: translate issues, escalations, and performance patterns into durable rules the team acts against consistently • Provide strategic leadership over the integration and evolution of Growth Ops and CS Ops into a single, high-functioning commercial engine • Own the day-to-day client relationships, developing and executing engagement and remediation plans in a high-touch or scaled manner as appropriate, activating the broader organization in a coordinated manner • Establish and hold a clear operating philosophy: performance in value-based care is the mechanism for client satisfaction, not a trade-off with it • Partner with the Performance function leadership team on programmatic design, and own the team and operational infrastructure that deploys those programs at the account level. This is a builder role, not a coordination role • Serve as the primary interface between clients and the Performance vertical, owning the feedback loop that informs program development, operational priorities, and outcome measurement • Own NPS as a lagging indicator of performance and engagement quality, not as a primary objective in isolation, and design feedback mechanisms that surface signal from the full client base • Serve as the most senior relationship manager on the team, credible with C-suite and clinical leaders at enterprise accounts as a player-coach or direct owner of key relationships • Recruit and build the right team to implement performance improvement programs, owning both the talent and the execution model • Lead and develop a team of CS and Growth Ops professionals and leaders, providing the strategic context and prioritization guidance that translates execution to outcomes • Partner closely with Market Presidents and their teams on key clients, portfolio strategy, renewals, and cross-sell opportunities within a matrixed commercial model • Serve as an escalation point for complex client challenges, partnership disputes, and renewal negotiations • Own the annual retention target, including renewal contract execution, escalation strategy, and negotiation enablement • Partner with Performance, Finance, Markets, and Product teams to align performance improvement plans with contractual outcomes • Drive cross-sell and expansion motions within the existing portfolio in coordination with Market Presidents • Own end-to-end strategy and execution for the digital-first client segment, building a scalable, lower-touch model that leverages automation and product-led engagement • Define segment-specific processes, service standards, and metrics distinct from enterprise relationship management

• Drive system design and technical planning for projects, including large, complex, cross-functional initiatives • Partner on architectural decisions for critical systems, ensuring solutions are scalable, maintainable, and aligned with Pearl's long-term technical vision • Define and implement engineering standards, patterns, and best practices that improve scalability, reliability, and developer productivity across the organization • Partner to make strategic trade-offs between technical debt, feature delivery, and system reliability, clearly communicating the rationale and impact of these decisions • Design and build high-performance, distributed systems including data pipelines, APIs, and microservices that process healthcare data at scale • Architect intuitive, responsive, end to end web applications and internal tools that enable clinical and operations teams to deliver exceptional patient care. • Ensure observability, monitoring, and operational excellence across distributed services, cloud infrastructure, and frontend applications • Apply deep expertise in both backend service design (RESTful and event-driven architectures) and modern frontend frameworks to deliver complete, production-ready solutions • Champion security best practices, data consistency patterns, and regulatory compliance (HIPAA, SOC2) across the entire application stack • Partner with product, operations, and design leadership to align engineering decisions with company priorities and healthcare outcomes • Act as a technical advisor to multiple teams, providing guidance on system design, technology choices, and implementation approaches • Influence and drive technical discussions across the organization, helping teams navigate complex technical challenges and make informed decisions • Translate business requirements into technical strategies, ensuring engineering work directly supports Pearl's mission and growth objectives • Represent the engineering perspective in strategic planning, roadmap prioritization, and resource allocation discussions • Mentor engineers at Software Engineer I, II, and III levels, accelerating their technical growth and leadership development • Foster a strong engineering culture focused on continuous learning, technical excellence, and Pearl's Leadership Principles • Conduct thorough design and code reviews, raising the bar for technical quality and sharing knowledge generously across teams • Model proactive problem-solving, ownership mindset, and bias for action that inspires others to take on greater technical challenges • Contribute to hiring, onboarding, and retention efforts, helping build and scale high-performing engineering teams • Own and drive multi-quarter technical projects with autonomy and accountability, ensuring successful delivery aligned with business timelines • Identify and resolve systemic issues, technical bottlenecks, and cross-team dependencies that impact delivery velocity or system reliability • Balance speed and quality, making pragmatic decisions that enable rapid iteration while maintaining engineering excellence • Measure and communicate the business impact of technical work, connecting engineering outcomes to customer value and organizational goals

• Organize and analyze data across a variety of formats to support Pearl’s provider submission process, inclusive of ACO Operations team workflows. • Build and maintain structured datasets and tracking tools to support team reporting, leveraging AI tools. • Collaborate cross-functionally to address provider submission and workflow gaps. • Adapt quickly to shifting priorities, bringing exceptional attention to detail and a proactive, solutions-oriented approach to every task.

• Design and implement CRM architecture (via HubSpot) improvements that increase efficiency across the Growth and CS orgs, including custom object design, workflow automation, and integration infrastructure • Build bulk contracting infrastructure for peak season in partnership with the broader Growth team • Define the systems integration roadmap: prioritize builds against team capacity and business need, and establish documentation standards (data dictionaries, admin SOPs, integration specs) • Stand up deal pipeline forecasting infrastructure and management dashboards • Lead the design of Growth-to-CS lifecycle processes • Partner with Data Science to formalize deal underwriting inputs and ACO submission workflows • Flex into post-sale operations as priorities require, supporting the CS team with reporting, re-contracting, and systems work • Define and maintain territory plans in partnership with Growth leadership • Own Chase List development, SPIFF planning, and pipeline generation strategy • Own our CRM system (currently HubSpot), including data architecture, data management, data governance, and system integrations • Build and maintain rep-level, region-wide, and executive reports and dashboards • Manage and own all ongoing data quality and architecture improvement initiatives • Own the integration layer between our CRM, contracting system, and other internal Growth / Sales / CS systems • Manage external vendors on scoped technical builds, owning spec, onboarding, and handoffs • Own our contracting system (currently Ironclad), including workflow design, property mapping, bulk contract creation, system integrations, and troubleshooting • Manage the full contracting process (from redline coordination to send for signature to submission) across both off-season and peak-season volumes (5–10/month scaling to 100+) • Extend CRM and reporting architecture to support post-sale use cases, including health scoring, churn risk signals, and CS-team activity tracking • Partner with Customer Success leadership to build and maintain client reporting infrastructure, including practice-level performance reporting, executive business reviews, and ad-hoc reporting workflows • Identify and close gaps in the post-sale tech stack, evaluating tooling and integrations as the CS function matures