VP of Growth

Healthcare is broken at the first step: patients can't find the right care, understand what it costs, or access the medications they need. Mochi Health is fixing this.

We're building an AI-driven marketplace that makes healthcare discoverable—connecting patients to the right providers, transparent pharmacy pricing, and affordable medications. Over the past few years, we've grown rapidly by combining clinical expertise with technology that actually works for real people, not just hospital systems.

Our platform does what legacy healthcare can't: it gives patients transparent pricing before they pay, personalized medication management that follows them across providers, and long-term access to their own medical records. We're proving that healthcare can be more affordable, more human, and far more intuitive than what exists today.

Join a team that's rebuilding healthcare from the patient up. At Mochi Health, you'll work alongside people who value bold thinking, inclusive collaboration, and getting meaningful work into the world. If you want to do the most impactful work of your career, this is where to do it.

The Role

As VP of Growth at Mochi Health, you'll own patient acquisition, activation, and retention across our entire platform. You'll build and lead the growth function—spanning performance marketing, lifecycle marketing, growth product, analytics, and conversion optimization—to scale our patient base while maintaining efficient unit economics in a competitive, regulated market.

This role is equal parts strategist, builder, and operator. You'll develop the growth playbook that takes us from thousands to millions of patients, build the team and infrastructure to execute it, and drive the day-to-day execution that hits aggressive growth targets. You'll work at the intersection of healthcare, consumer marketing, and marketplace dynamics—balancing patient trust, clinical quality, and business growth.

This is a high-impact leadership role for someone who has scaled consumer health or marketplace businesses, thrives on data and experimentation, and understands that in healthcare, growth must be built on trust and clinical outcomes, not just performance marketing tactics.

What You'll Do

Own the Growth Strategy

• Define and execute the patient acquisition and retention strategy across all channels and products
• Build the growth roadmap aligned with business goals, working backwards from revenue and patient targets
• Identify and prioritize the highest-leverage growth opportunities (new channels, products, markets, patient segments)
• Establish growth metrics, goals, and forecasting models that guide investment and decision-making
• Partner with executive leadership to shape company strategy based on growth insights

Build and Lead the Growth Team

• Recruit, hire, and develop a high-performing growth organization (15-30 people across marketing, analytics, growth product)
• Structure the team for scale: performance marketing, lifecycle/CRM, growth product, analytics, creative/brand
• Create career frameworks and development paths that attract and retain top growth talent
• Foster a culture of experimentation, data-driven decision-making, and rapid iteration
• Build rituals and processes that enable the team to move fast while maintaining quality

Drive Patient Acquisition

• Scale efficient patient acquisition across paid channels (SEM, social, display, affiliates, partnerships)
• Develop and optimize organic growth channels (SEO, content, referrals, community)
• Build and test new acquisition channels and tactics to diversify patient sources
• Manage marketing budget and CAC targets across channels, optimizing for LTV:CAC ratios
• Work with Creative/Brand to develop high-performing ad creative and messaging that converts

Optimize Conversion & Activation

• Lead growth product initiatives to improve conversion throughout the patient journey
• Partner with Product and Design to optimize onboarding, activation, and time-to-first-value
• Run experimentation programs (A/B tests, multivariate tests) to continuously improve conversion
• Identify and remove friction in the patient experience from discovery to first prescription
• Build systems to personalize patient experience based on needs, conditions, and behaviors

Maximize Retention & LTV

• Own lifecycle marketing strategy to drive engagement, retention, and LTV
• Build email, SMS, and in-app campaigns that keep patients engaged with their care
• Develop reactivation and winback programs for lapsed patients
• Partner with Clinical and Operations to identify churn drivers and build interventions
• Create loyalty and referral programs that turn patients into advocates

Establish Growth Operations & Analytics

• Build analytics infrastructure to measure, attribute, and optimize across the full funnel
• Implement experimentation frameworks and statistical rigor for testing
• Create dashboards and reporting that give the team and leadership real-time growth visibility
• Develop forecasting models to predict growth and identify risks/opportunities early
• Partner with Data/Analytics to build patient segmentation, LTV models, and attribution

Navigate Healthcare-Specific Constraints

• Ensure all growth tactics comply with HIPAA, healthcare advertising regulations, and platform policies
• Balance aggressive growth with clinical quality and patient safety
• Work with Legal/Compliance to navigate restrictions on healthcare marketing and claims
• Build trust-first messaging that differentiates in a crowded, skeptical market
• Manage payer relationships, insurance verification, and affordability messaging

What You Bring

Growth Leadership Experience

• 10+ years in growth, marketing, or product roles, with at least 4+ years leading growth teams (10+ people)
• Track record of scaling consumer businesses from early traction to significant scale (e.g., $10M to $100M+ ARR)
• Experience owning P&L or growth targets with accountability for CAC, LTV, and payback metrics
• Proven ability to build growth organizations from scratch or through rapid scaling

Healthcare or Experience in a Heavily Regulated Environment 

• Experience in a heavily regulated environment OR digital health, telehealth, pharmacy, wellness, or healthcare marketplace businesses
• Deep understanding of patient acquisition dynamics, insurance/affordability messaging, and healthcare regulations
• Familiarity with HIPAA, healthcare advertising restrictions, and platform policies (Google, Meta, etc.)
• Knowledge of obesity medicine, GLP-1s, chronic disease management, or related therapeutic areas is a plus

Performance Marketing Mastery

• Expert-level knowledge of paid acquisition channels (Google, Meta, TikTok, affiliates, partnerships)
• Experience managing $5M+ annual marketing budgets with strong ROI discipline
• Deep understanding of attribution, incrementality testing, and marketing mix modeling
• Proven ability to scale channels while maintaining or improving efficiency

Growth Product & Experimentation

• Experience driving growth through product improvements (onboarding, activation, conversion funnels)
• Strong experimentation mindset with rigorous approach to testing and statistical significance
• Ability to partner effectively with Product and Engineering on growth initiatives
• Understanding of personalization, segmentation, and lifecycle marketing tactics

Analytics & Data Fluency

• Highly analytical with ability to dig into data, build models, and derive insights
• Comfortable with SQL, analytics tools (Amplitude, Mixpanel, Tableau), and experimentation platforms
• Experience building forecasting models and using data to guide strategic decisions
• Can translate complex data into clear narratives for executive audiences

Marketplace or Multi-Sided Platform Experience (Preferred)

• Understanding of marketplace dynamics (supply/demand balance, liquidity, network effects)
• Experience growing both sides of a platform (patients + providers in our case)
• Knowledge of how to optimize marketplace discovery, matching, and transaction flows

Strategic & Operational Excellence

• Strategic thinker who can develop multi-year growth roadmaps and execute quarterly plans
• Operational excellence in managing budgets, forecasts, and cross-functional initiatives
• Ability to balance long-term brand building with short-term performance goals
• Comfortable presenting to board, investors, and executive leadership

Communication & Leadership

• Exceptional communicator who can inspire teams, influence peers, and partner with executives
• Proven ability to build trust and collaborate across Product, Clinical, Operations, and Sales
• Data-driven but can tell compelling stories that move people to action
• High emotional intelligence with ability to give direct feedback while building team morale

Startup DNA

• Thrives in fast-paced, ambiguous environments where strategies evolve
• Comfortable rolling up sleeves and doing the work when needed
• Bias toward action and experimentation over perfection
• Resilient and energized by building something new in a challenging industry

Application Process

We move quickly and respect your time.

1. Application Review - Submit resume, cover letter, and links to growth work/results
2. Recruiter Screen - 30-minute conversation about your background (includes brief logic question)
3. Hiring Manager Screen - 30-minute conversation 
4. Growth Case Presentation - Present a growth strategy or case study to leadership (60-90 min)
5. Onsite Interview - Conversations with cross-functional leaders and CEO
6. Offer - Typically 2-3 weeks from application to offer

Workplace Policy

Mochi Health is an in-person company based in San Francisco, CA. Our team works together in person five days a week to foster collaboration, innovation, and strong connections. We believe that face-to-face interaction builds a culture of excellence and allows us to deliver the best outcomes for the patients and providers we serve.

Equal Opportunity

Mochi Health is an Equal Opportunity Employer. We make all employment decisions based solely on merit. We provide equal employment opportunities to all applicants and employees without discrimination on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, disability status, or any other applicable legally protected characteristic. We prohibit any form of discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Candidate Privacy Notice

Please review Mochi Health's Candidate Privacy Notice here.

Accommodations

Mochi Health complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local laws. We will reasonably accommodate qualified individuals with a disability during the application process and throughout employment as required by law.

If you need any assistance or accommodations due to a disability, please contact us at hr@joinmochi.com.