• Develop and implement strategic plans that drive growth for Airbnb's Experiences business • Navigate and address market and category-specific challenges and opportunities, and work to prioritize across many different lenses • Be the DRI for driving demand for the Experiences business, both for key markets, as well as how those markets play into the global business • Collaborate with cross-functional teams, including product management, finance, marketing, community, communications, sales operations, and supply, to achieve shared objectives that deliver meaningful business results • Leverage analytical skills to translate data-driven insights into actionable operational plans that enhance performance and build efficiency • Build and maintain strong relationships with internal and external stakeholders • Serve as a trusted advisor by translating complex data and market dynamics into clear recommendations and business context • Own and influence business outcomes of this high-growth area, strategically planning for the next phases of expansion • Think outside the box to come up with novel ways of structuring incentives, business models, and ways of working to allow the business to be nimble and enable efficient scale

• Leverage Research and Development experience and operational study execution experience to grow and maintain a profitable portfolio. • Engage in conversations with clients on operational delivery strategies. • Lead a cross functional team to design effective and differentiated strategies for operational execution. • Perform post award strategy oversight and redesign. • Establish and develop strong client relationships. • Design and develop winning trial strategies and integrated solutions for clear differentiation in the marketplace. • Advocate for client needs and satisfaction; foster new and existing client relationships.

• Lead and execute proactive demand generation across industry, domain, and account-based campaigns • Plan and deliver hands-on outreach (messaging, sequences, follow-ups, CRM) alongside leadership and practitioner networks • Partner with service line leads to turn expertise into compelling, service-linked offers • Run a calendar of small, high-impact events (dinners, roundtables, seminars, Future Leadership series) • Maximise the impact of existing assets (insight reports, AI prototypes, demos) across campaigns and content • Build and manage target account lists and decision-maker maps in key sectors • Track performance against pipeline contribution and iterate based on results • Own campaign delivery within the wider demand generation strategy • Support structured ABM and deep research for strategic accounts • Report clearly on performance and where to focus next

Role Description As the Director of Market Growth, you will play a critical role in expanding Connect America's footprint in the Medicare and Medicaid health plan markets. This is an individual contributor role within the Sales organization, reporting directly to the VP of Market Growth. You will be responsible for identifying, developing, and closing net new business opportunities in a designated territory. The ideal candidate has a track record of consultative enterprise sales in healthcare, particularly with government-sponsored health plans. Responsibilities and Duties - Territory Development: Own and execute a strategic growth plan for a defined geographic region, with an emphasis on net new business with Medicaid and Medicare health plans. - Consultative Sales: Lead complex enterprise sales cycles, ranging from $250K to $1M+ in ARR, engaging senior health plan executives to understand their priorities and position Connect America's solutions effectively. - Healthcare Strategy Alignment: Translate the value of Connect America's platform into strategic advantages for health plans—including reduced emergency department utilization and improved community tenure. - Lead Generation: Prospect, qualify, and develop new health plan relationships through proactive outreach, industry events, and partner referrals. - Market Insights: Stay current on CMS regulations, dual eligible trends, and LTSS utilization data to inform targeting strategy and messaging. - Sales Execution: Consistently meet or exceed quarterly and annual sales targets by managing a robust pipeline and moving opportunities efficiently through the funnel. - Collaboration: Partner with internal stakeholders including Marketing, Product, and Operations to ensure alignment on customer needs and solution capabilities. Qualifications - Experience: 5+ years of enterprise healthcare sales experience, with a strong preference for candidates with experience selling into Medicaid managed care organizations (MCOs), Medicare Advantage plans, or Dual Eligible Special Needs Plans (D-SNPs). - Education: Bachelor’s degree required; advanced degree or MBA a plus. - Sales Acumen: Proven ability to manage long sales cycles and close complex deals with C-level executives and senior health plan leadership. - Industry Knowledge: Familiarity with LTSS, HCBS, PERS, remote monitoring, and social determinants of health (SDOH) solutions is strongly preferred. - Communication: Excellent verbal, written, and presentation skills with an ability to communicate value clearly to diverse stakeholders. - CRM & Tools: Proficient in Salesforce or similar CRM systems; comfortable working in a metrics-driven environment. - Independence: Self-starter who can work remotely and manage a high degree of autonomy while collaborating cross-functionally.