Director, Growth - Channel Enablement

Pelago is the leading specialty substance use care provider, built on the belief that effective treatment means matching care intensity to what each member actually needs rather than defaulting to the most expensive intervention. Our programs guide members through every stage of the substance use spectrum, from unhealthy habits to active use disorders, delivering personalized treatment for tobacco, alcohol, opioid, cannabis, and stimulant use based on individual health, habits, genetics, and goals.

With Sona, our voice-first AI Mental Health Specialist, Pelago now applies that same clinically-driven model to mental health, pairing deep clinical expertise with technology to expand access without compromising care quality. We believe technology should make clinical care more precise and more human, not replace the judgment behind it.

Pelago has scaled to helping hundreds of employers and health plans and has already helped more than 750,000 members better manage their substance use. If you're passionate about AI and making an impact on the health of others, join us and make it happen!

Overview of the Role:

Pelago is building the most effective substance use care platform in the country, and we're expanding our reach through a growing ecosystem of health plans, PBMs, and digital health partners. The Director of Channel Enablement will own the strategy and execution of select partners — transforming relationships into repeatable, scalable revenue motions.

This is not a traditional sales role, but it requires someone who thinks like a seller. You'll carry the commercial ownership of our partners — pipeline, forecasting, joint GTM execution — without a direct quota. What you will own is outcomes: partner-sourced pipeline, enabled revenue through co-sell, and the playbooks that make each subsequent partnership faster and higher-impact than the last.

This is a hybrid role with a high-collaboration rhythm (3 days/week in our NYC office).

In this role you will:

Build and scale the channel playbook

• Develop a repeatable partner enablement framework — from onboarding and GTM alignment to co-sell motion and ongoing performance management — that compounds across new partnerships over time.
• Define and own success metrics for each partner, with structured QBRs, pipeline reviews, and optimization cycles.
• Translate what works with one partner into structured plays deployable across the ecosystem.

Drive commercial outcomes through partners

• Own a robust pipeline of co-sell opportunities with Pelago's Employer Sales team, with disciplined forecasting against quarterly and annual KPIs.
• Proactively develop high-quality relationships with key account teams at partner organizations — acting as the connective tissue between their go-to-market motion and ours.
• Collaborate with Sales and Marketing to design and execute joint GTM plans, including joint positioning, enablement materials, and coordinated launch activities.

Serve as Pelago's external voice

• Represent Pelago credibly with partners across clinical, financial, and operational conversations — articulating our outcomes data, product roadmap, and differentiation with executive presence.
• Maintain fluency in the digital health and benefits platform landscape to anticipate partner & employer needs, competitive dynamics, and emerging distribution opportunities.
• Participate selectively in conferences, partner events, and industry forums to advance Pelago's partner brand.

Operate cross-functionally

• Work closely with Sales, Product, Clinical, Marketing, and Operations to ensure partner strategies are grounded in business reality and operationally executable.
• Serve as the internal voice of the partner — surfacing market signals, capability gaps, and integration needs back into Pelago's roadmap and GTM strategy.

The background we are looking for:

• 10+ years in business development, channel partnerships, or enterprise sales; 7+ years in healthcare.
• Demonstrated experience with digital health platforms, benefits navigation companies, health plans, PBMs, or virtual care companies — either as a direct seller or through partnership channels.
• Proven commercial impact: a track record of managing complex partnerships with measurable revenue influence, even without owning a direct quota.
• A playbook builder, not just a relationship manager — someone who codifies what works and makes the next motion faster.
• Strong pipeline discipline: you track what's in motion, forecast honestly, and close gaps proactively.
• Executive presence with authentic relationship instincts — comfortable navigating clinical, financial, and operational stakeholders at partner organizations.
• High comfort with ambiguity and a bias toward learning from the market quickly; prior experience in high-growth, evolving GTM environments preferred.

The Right Mindset:

You think like someone who carries a number. You measure yourself against pipeline contribution, partner-sourced revenue, and the quality of the co-sell motions you've built — not just relationship health or activity metrics. You're energized by building the system, not just working within one.