VP, Commercial Partnerships

Job description

About RightMove RightMove is redefining how musculoskeletal (MSK) care is delivered – shifting from fragmented, volume-driven care to a new operating system for how people move and thrive. Backed by leading investors in value-based care and AI—including Flare Capital Partners, Frist Cressey Ventures and Greycroft—and built in partnership with the Hospital for Special Surgery (HSS), the world leader in MSK health trusted by elite athletes, we are creating a new standard of coordinated, expert-led care that gets people moving better and faster. Our platform combines clinician-led triage with a purpose-built technology and data infrastructure—trained on tens of thousands of real clinical decisions and grounded in HSS protocols—to guide patients to the right care, at the right time, with the right provider. We are building an AI- and analytics-driven system that continuously improves clinical decision-making, patient engagement, and outcomes at scale. RightMove’s care model integrates patient engagement, clinical care from PTs and APPs under orthopedic physician oversight, virtual physical therapy, and navigation across a high-value provider network. We are rapidly expanding across markets nationwide with leading employers and health plans, building the infrastructure for value-based MSK care at scale. Our Mission & Values We’re a high-performing team driven by one mission: to free people to move and thrive. At RightMove, we move fast, collaborate deeply, and deliver with precision. We’re a startup with enterprise-grade rigor—where talented operators, clinicians and engineers challenge conventions to improve patient outcomes. We live our values every day: Perform to Win – We bring our best to deliver measurable results, valuing impact over optics. Be Direct with Respect – We communicate clearly, with honesty and care. Move as One Team – We win together, across roles and functions. Act with Agency – Our teams have high trust and high accountability, with the freedom to own and responsibility to deliver. Choose Optimism – We bring energy and perspective, even when the work is hard. What You’ll Do This is a senior leadership role on RightMove’s Growth team, responsible for expanding our payer, employer, and strategic partner relationships. As Vice President, Commercial Partnerships , you will own the strategy and execution required to convert RightMove’s clinical model, HSS partnership, AI-enabled platform, and value-based economics into scalable commercial partnerships. You will build and manage a high-quality pipeline across Commercial and Medicare Advantage health plans, self-insured employers, benefits platforms, consultants, TPAs, and strategic ecosystem partners. You will lead complex enterprise sales cycles, shape partnership structures, and help define how RightMove goes to market across payer, employer, and channel segments. This role owns one of the most important questions in RightMove’s growth: how we translate a differentiated care model into repeatable, scalable demand across the buyers responsible for MSK cost, access, outcomes, and member experience. What You’ll Own Payer & Employer Growth Strategy Partner with leadership to determine which buyer segments, geographies, and partnership models should receive near-term focus across health plans, employers, TPAs, benefits platforms, consultants, and channel partners Define and execute RightMove’s commercial strategy across target segments and prioritize target accounts based on market readiness, covered lives, strategic value, savings opportunity, and implementation feasibility Build and manage a high-quality pipeline across prioritized segments and markets Enterprise Sales & Partnership Development Lead complex, multi-stakeholder sales cycles from initial relationship through contracting and launch Build trusted relationships with senior executives across health plans, employers, consultants, and strategic partners Translate RightMove’s clinical, operational, network, and technology capabilities into buyer-specific value propositions Own RFPs, finalist presentations, executive meetings, and commercial negotiation strategy Create referenceable partnerships that support future market expansion Commercial Model & Contract Strategy Structure partnership models that align buyer economics with RightMove’s value-based care model Support development of pricing models including PMPM, case rate, FFS, shared savings, and risk-based commercial arrangements Partner with Finance and Clinical leadership to translate savings assumptions into credible buyer-facing ROI models Collaborate with Financial, Operations and Partners Success to define guardrails for decision making around pricing, performance guarantees, implementation terms, data requirements, and success metrics Ensure commercial commitments are achievable operationally and supportable financially Market & Buyer Intelligence Develop deep understanding of buyer needs across payer, employer, and channel segments Track competitive dynamics across digital MSK, specialty care, navigation, UM, and value-based care models Identify where RightMove’s model is most differentiated based on buyer pain points, population needs, network dynamics, and willingness to adopt value-based solutions Feed buyer insights back into product, clinical, network, implementation, and analytics strategy Cross-Functional Growth Leadership Partner closely with Network Strategy, Clinical, Product, Finance, Partner Success and Operations to ensure sold deals can be implemented successfully Support development of a cross-function process to stage gate and qualify partnerships in alignment with key stakeholders including finance, operations and customer success. Help shape market launch priorities based on commercial demand and network readiness Support executive-level partner management for strategic accounts Build scalable sales materials, pitch narratives, ROI models, and contracting playbooks Contribute to the development of RightMove’s overall growth function as the company scales What Success Looks Like Pipeline Creation: Build and maintain a qualified pipeline across payer, employer, and channel partners aligned with RightMove’s strategic markets Revenue Conversion: Convert priority accounts into signed contracts with clear covered lives, economics, launch timelines, and performance metrics Strategic Fit: Prioritize opportunities that strengthen market density, network leverage, and long-term value creation Commercial Repeatability: Develop a scalable sales and partnership playbook across payer, employer, and channel segments Economic Discipline: Structure deals that support RightMove’s margin, savings, and implementation requirements Referenceability: Create high-quality buyer relationships that become referenceable proof points for future growth Minimum Qualifications 12+ years of experience in healthcare business development, enterprise sales, payer/employer partnerships, benefits, healthcare services, or value-based care Demonstrated success selling complex healthcare solutions to health plans, employers, consultants, TPAs, or benefits platforms Experience navigating long, multi-stakeholder enterprise sales cycles Strong understanding of payer/employer economics, healthcare cost trend, claims-based ROI models, and value-based care arrangements Ability to translate clinical, operational, and financial concepts into compelling commercial narratives Bachelor’s degree in Business, Healthcare Administration, Finance, or related field Preferred Qualifications Experience selling into national or regional health plans, self-insured employers, consultants, or benefits platforms Familiarity with MSK, specialty care, navigation, digital health, virtual care, or risk-bearing care models Track record structuring PMPM, case rate, shared savings, risk-based, or performance-guaranteed contracts Experience with RFPs, consultant-led procurement processes, and enterprise finalist presentations Strong understanding of claims analysis, population health analytics, and employer/payer ROI expectations Existing relationships across payer, employer, consultant, benefits, or healthcare services ecosystems About You Strategic seller, not just a relationship manager Understand how payers and employers make decisions Can sell a vision while staying grounded in economics, operations, and proof Credible with senior buyers, consultants, clinical leaders, and finance teams Can move from boardroom narrative to contract detail without losing momentum Can operate in ambiguity and building the commercial playbook as the company scales Direct, resilient, highly organized, and commercially disciplined Can align internal teams around what must be true to win and deliver Ability to travel as needed for partner meetings, conferences and team collaboration