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 New Markets, you will own Boulder Care’s national expansion into new states. This is a senior individual contributor role focused on identifying high-opportunity markets, securing net-new payer contracts, and ensuring long-term viability of Boulder’s expansion strategy.

You are a strategic hunter – someone who does not wait for leads, but instead creates opportunity through disciplined outreach, sharp market analysis, and value-driven conversations.

This role carries variable compensation tied to: new market goals; timely deal completion; and strategic expansion milestones.

What you'll do

Market Intelligence & Strategy

• Develop and maintain a real-time understanding of the Medicaid & Commercial payer landscape in prospective markets
• Advise leadership on which markets to enter, pause, or deprioritize
• Assess long-term contract viability and payer alignment before deals close

Net-New Contract Acquisition

• Own full-cycle sales motions in new markets
• Build relationships with MCO executives and decision-makers
• Connect Boulder’s model to clear financial and quality outcomes
• Ask sharp, value-unlocking questions — even when uncomfortable
• Close contracts that are viable, aligned, and strategically sound

Pipeline & Forecasting Discipline

• Maintain rigorous pipeline management
• Drive deals to completion with urgency
• Manage timing strategically to hit expansion milestones
• Ensure deals are structured for sustainable growth

Cross-Functional Execution

• Partner closely with Growth, Operations, Clinical, Licensing, Legal, and Compliance teams.
• Ensure internal teams are prepared for launch.
• Surface operational or compliance risks early.
• Move work forward without friction or territorial behavior.

What you bring

• 7+ years of enterprise healthcare sales experience
• Deep familiarity with Medicaid managed care organizations and state-level healthcare dynamics
• Experience selling Alternative Payment Models (APMs); VBC experience preferred
• Demonstrated success building new territory or market expansion from scratch
• Strong cross-functional collaboration skills
• Exceptional pipeline discipline and forecasting accuracy
• Ownership mentality – you do not wait for direction to create opportunity
• Resilience and grit in complex sales cycles

What success looks like

• Boulder enters the right markets – not just more markets for the sake of expansion
• Net-new contracts are strategically aligned and financially sound
• Market assessments are data-driven and forward-looking
• Cross-functional teams feel prepared and aligned before launch
• Pipeline visibility is clear and reliable

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 $150,000 - $190,000 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.