Channel Partnerships Manager

About the Role

WellTheory is scaling through channel partnerships with major health plan, PBM, and care navigation organizations. As these partnerships grow, we need a dedicated owner of the partner relationship and co-selling motion.

We're looking for a Channel Partnerships Manager to activate and manage these partnerships end-to-end: building the co-selling infrastructure, running joint pipeline reviews, and ensuring every partnership delivers real value on both sides — for our partners, their clients, and our shared members. You'll work alongside our employer and health plan sales team, keeping joint opportunities moving and making WellTheory the easiest partner our partners work with. You'll report to our CEO initially, then to our Head of Commercial.

This is a hands-on, high-ownership individual contributor role. You'll step into in-flight deals on day one, operationalize upcoming partner launches, and build the playbook as you go.

What You'll Do

• Activate in-flight channel partnerships — owning each one from signed contract through first joint deal to steady-state co-selling

• Build the co-selling infrastructure: joint pipeline reviews, opportunity assessment processes, and partner-facing playbooks

• Manage ongoing partner relationships — meeting cadences, executive relationships, and escalation handling

• Drive new channel partnership negotiations from initial conversation through contracting

• Partner with AEs and Sales Ops to ensure channel-sourced leads are properly routed, tracked, and followed up in Salesforce

• Represent WellTheory independently in executive-level partner conversations — running meetings, presenting our model, and earning credibility with senior health plan and PBM stakeholders

You Might Be a Great Fit If You...

• Have activated partnerships end-to-end — with 7-12+ years in channel partnerships, partner management, or business development in digital health, benefits technology, or health plan/PBM adjacencies. You've taken a partnership from first conversation through negotiation, contracting, co-selling setup, and first revenue — not just managed relationships someone else built

• Experience building a category, not just selling in one. You’ve worked in environments where the solution didn’t fit neatly into an existing box—and you know how to educate the market, not just compete in it. You’re comfortable introducing new models of care, creating urgency where there isn’t yet awareness, and getting decision-makers to see problems—and possibilities—in a new light. You thrive on pioneering a category that doesn’t yet exist, and you’re as energized by shaping the narrative as you are by closing the deal.

• Strong verbal and written communicator. You're a storyteller at heart with strong presentation skills, and you know how to craft effective written communication (i.e., emails, proposals, partner-facing materials). Diligent is your middle name. You’re thoughtful about word choice and comfortable with others editing important external communications you send out.

• Roll-up-your-sleeves mentality. In partnerships, you understand that activation is where partnerships succeed or fail, and there’s no job that’s too small and you’re excited to get into the weeds to figure it out—even the most unsexy or complex. You thrive in a fast-paced, high-growth startup environment—you know when to move fast, when to get scrappy, and when showing up in person can make all the difference.

• Consultative approach. You treat partnerships as exactly that, not transactions: asking thoughtful questions, uncovering unspoken needs, and guiding partners toward new perspectives. You know how to read the room, meet partners where they're at, and figure out when to push and when not to.

• Win-win mindset. You're a strong collaborator across stakeholders—both internally and externally. You know how to build tight feedback loops with a sales team, make referrals actionable, and create mutual accountability so joint commitments turn into joint wins.

• Realist at heart. You're honest about which deals and partnerships are actually likely to close, qualify hard rather than chase every opportunity, and keep the pipeline rooted in reality — not wishful thinking. You believe hope is not a strategy, and that teams win when everyone operates with clarity, honesty, and alignment.

Travel: Spending time in person is a key part of building relationships, so this position will require travel. The ideal candidate should be willing to travel 10-20% of the time depending on time of year.

This role might not be a good fit for you if:

• You want to own just one piece of the partnership lifecycle. This role is the whole arc — negotiating the deal, doing the unglamorous work of activation, tracking, and follow-through, and growing the relationship over time. Whether your comfort zone is closing or relationship maintenance, this isn't a role where you get to stay in it.

• You expect to step into a mature, fully built sales engine. We’re still in build-and-learn model—refining our product, pitch, and positioning based on real-time feedback from employers. There isn’t yet a large sales ops team, polished enablement library, or steady inbound funnel. You’ll be creating the playbook as much as executing it, helping us shape what “great” looks like as we grow.

• You’re uncomfortable with ambiguity or taking initiative without a roadmap. We’re building quickly, learning constantly, and evolving just as fast, which means there won’t always be clear direction or precedent to follow. You’ll need to be proactive, resourceful, and willing to make judgment calls rather than waiting for permission.

• You’re not excited about working for a company that values documentation and process. As a fully remote team, written communication is how we stay aligned through memos, pre-reads, and detailed meeting notes. We don’t rely on memory or hallway conversations. You’ll be expected to keep your CRM up to date, document deal progress clearly, and share written context so others can plug in without needing a meeting. If that level of organization feels tedious rather than empowering, this probably isn’t the right fit.

Bonus Points

• Existing relationships with health plan, PBM, or care navigation channel partners

• Experience with sales at a best-in-class digital health company (e.g., Maven, Carrot Fertility, Hinge Health, Progyny, Kindbody, Brightline, etc.) a plus.

What We Offer

• A team that genuinely cares about each other and the members we serve

• A fully remote company that gathers every year for an annual retreat

• Compensation: $150-190K base salary and bonus, with the final amount depending on directly relevant skills and experience you bring to the role

• Additionally, you'll receive meaningful equity and benefits.