About Boulder

Boulder Care is an award-winning digital clinic for addiction medicine, recognized for both innovation and high quality of patient care. Founded in 2017 by CEO Stephanie Strong, our mission is to improve the lives of people with substance use disorders through compassionate, evidence-based care.

We provide Boulder patients with a fully virtual, multidisciplinary care team—including medical providers and peer recovery specialists—who deliver personalized treatment, including medication for opioid use disorder (MOUD) and ongoing support. Our approach is grounded in clinical excellence, patient-centered care, and a commitment to reducing barriers to recovery. Boulder partners with leading health plans, employers, and community organizations to ensure that our services are accessible and covered for the people who need them most.

Named by Fortune as one of the Best Workplaces in Healthcare, Boulder fosters a culture of kindness, respect, and meaningful work that delivers outstanding patient outcomes and moves the addiction medicine industry forward.

About this role

As the National Sales Lead of Existing Markets, you will own and grow Boulder Care’s national book of business across current markets. This is a senior, player/coach role responsible for deepening payer relationships, driving renewals and renegotiations, and expanding revenue within existing contracts.

You are an experienced “farmer” — someone who understands that the deal is never done. You relentlessly uncover new opportunities inside accounts, strengthen executive relationships, and translate performance into expansion.

You will serve as the commercial leader across Boulder’s existing payer portfolio and will provide leadership and direction across the payer-facing team – ensuring alignment, accountability, and disciplined execution.

This role carries variable compensation tied to: Overall payer health; Successful renegotiations and expansions; and Team performance.

This is a critical leadership role for Boulder’s long-term, sustainable growth.

What you'll do

Revenue Growth Within Existing Accounts

• Grow and expand Boulder’s existing payer partnerships through renewals, renegotiations, and contract expansions
• Identify whitespace opportunities across current markets (product expansions, rate adjustments, risk model refinements, new lines of business)
• Lead renegotiations of Boulder’s largest and most strategic contracts
• Ensure renewals are proactive, strategic, and value-driven

Payer Health & Performance Oversight

• Maintain executive-level visibility into account health, performance metrics, and renewal signals
• Partner closely with the Partner Success team to translate performance data into compelling value narratives
• Escalate risk early and lean into difficult conversations with confidence

Strategic Market Leadership

• Develop a nuanced understanding of each payer’s business priorities, financial pressures, and policy context
• Sell into Medicaid managed care organizations (MCOs) with fluency and credibility
• Connect Boulder’s model to measurable business outcomes (cost, retention, quality, and access)

Player/Coach Leadership

• Build and coach a high-performing team
• Set clear expectations and accountability structures
• Model disciplined selling — especially when the number is at risk
• Lean into tough conversations instead of avoiding them
• Create a culture of ownership, learning, and performance

Cross-Functional Partnership

• Partner with Growth, Product, Clinical, Legal, and Finance to ensure commercial commitments are realistic and aligned
• Ensure sales enablement needs are surfaced and addressed
• Support executive-level relationship management when appropriate

What you bring

• 8+ years of sales experience, with significant experience selling into Medicaid managed care organizations or similar enterprise healthcare buyers
• Proven experience managing and growing a book of business
• Experience negotiating Alternative Payment Models (APMs); Value-Based Care experience strongly preferred
• Demonstrated success leading renewals, renegotiations, and expansions
• Experience in digital health or a high-growth startup environment
• Track record of coaching and developing a team of sellers & account managers
• Financially motivated, with comfort in a meaningful variable compensation structure
• High resilience and grit – you walk through walls to get deals over the line

What success looks like

• Revenue within the book of business consistently grows year over year
• Renegotiations are proactive, strategic, and value-accretive
• Payer health risks are surfaced early
• The team operates with clarity, accountability, and strong morale
• Boulder is viewed as a trusted strategic partner to our payer partners

Interview process

• Hiring Manager interview (30min)
• 2nd round individual interview (30min)
• Panel (45min)
• Presentation (1hr)

Expected hours of work
This is a full-time remote position expected to work 40 hours between Monday-Friday during standard business hours. Team members may work with their managers to adjust work hours to suit the needs of the position.

Compensation

The starting pay range for this position is $175,000 - $215,000 per year; base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements including variable compensation and a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave).

Perks and benefits

• Contribute to meaningful, life-saving work!
• Comprehensive medical, dental, vision, and short-term disability benefits designed to take care of our employees and their families
• Mental Health Services via insurance coverage, including Talkspace, and EAP for continuous care
• 4 weeks of vacation accrued per calendar year with a tenured increase to 5 weeks at 2 years of employment
• Sick leave accrued at 1 hr for every 30 hrs paid
• 9 Paid Holidays per year
• 12 weeks of 100% paid parental leave for the birth or adoption of a child (after 6 months of employment)
• 401(k) retirement savings
• Remote friendly with hardware provided to complete your work duties

Our values

• The people we care for always come first
• Our opportunity is also our duty, in service to others
• Share facts to change minds, instill empathy to change hearts
• Move the industry forward: follow the data
• Strong individuals, stronger together
• Boulder Care recognizes the value that lived experience can provide to our organization, community, and patients. Applicants with lived experience and/or training as a peer recovery specialist are encouraged to apply.