Market Vice President (West)

samaritan is a service-enabling technology built around a simple idea: people need capacity, flexibility, relationships, and momentum to turn available care and support into lasting progress. We help people facing compounding instability, including those on or near the streets, overcome the individual barriers that interrupt care and progress toward health, housing, and income stability.

samaritan works through existing, trusted care teams and community partners, combining manageable steps, flexible financial support, human connection, and reinforcement. Our model strengthens existing care and community relationships, creating a scalable way to support Member agency and follow-through while helping health plans and providers improve quality, protect revenue, and stabilize costs.

The Role

We’re hiring a Market Vice President (MVP) to lead revenue growth and regional market development within an assigned portfolio, with California as an important focus. This is a senior individual contributor role reporting to the CEO for a high-performing seller who builds trust quickly, navigates complex buyer environments with credibility, and maintains rigorous control over pipeline quality, timing, and close.

You’ll partner directly with the CEO on executive-level selling, late-stage negotiations, and priority payer relationships, particularly with national and multi-state plans.

You will own the full sales cycle, from sourcing and qualifying opportunities through negotiation, contracting, and expansion, while partnering closely with internal delivery teams to ensure what we sell can scale and succeed. Beyond individual deals, you'll shape our regional strategy within your assigned markets: deepening our presence with existing buyers, responsibly opening adjacent opportunities, and exploring the full range of funding mechanisms available in those markets, including health plan vendor contracts, grant-funded programs, and county or state-level partnerships. You'll also build our visibility and credibility directly with state-level stakeholders, since state policy, funding decisions, and local payer, provider, and community relationships shape what's possible across each region.

We believe this is the right moment for samaritan. This role calls for clear eyes about Medicaid budgets, buying cycles, and execution risk, alongside conviction in the opportunity. We help customers get more value from the care and support they already fund by helping Members overcome barriers and follow through. That's a strong foundation for conversations about quality, revenue protection, and cost stability. You’ll also play a key role in refining and scaling our go-to-market playbook, contributing to the discipline, systems, and patterns that turn solid traction into durable growth.

This role includes periodic travel of approximately 20 percent to support key customer meetings, executive engagements, deal closes, and strategic events. We’re thoughtful about when in-person presence matters and prioritize travel that meaningfully advances outcomes.

Responsibilities

• • Own the full sales lifecycle, from initial outreach through contracting, launch coordination, and expansion, in close partnership with the CEO, Customer Success, Product, and Operations to ensure deals are built for successful delivery and future scale

• • Maintain rigorous control over pipeline quality, deal sequencing, and timing, ensuring forecasts are grounded, assumptions are explicit, and next steps are always clear

• • Lead complex, multi-stakeholder sales processes, navigating procurement, legal, compliance, and executive decision-makers with credibility and discipline

• • Develop and execute regional strategies that deepen existing relationships, unlock adjacent opportunities across payer, county, and state-funded channels, and create durable, diversified revenue over time

• • Build direct relationships and visibility with state-level stakeholders in your assigned markets (e.g., DHCS in California), independent of individual health plan relationships, to strengthen samaritan's standing, surface new funding pathways, and reduce friction in state-level contract or regulatory review

• • Build tailored proposals, pricing structures, and pitch materials that reflect customer priorities and samaritan’s differentiated value

• • Frame samaritan’s value in ways that resonate with health plan quality, population health, and care management teams, including how engagement, activation, and member-level outcomes support quality improvement and performance goals

• • Ensure high-quality CRM hygiene, including accurate deal stages, documented buyer journeys, risks, timelines, and close plans

• • Identify and proactively unblock stalled deals by surfacing risks early and engaging internal or external support as needed

• • Contribute to the evolution of samaritan’s sales playbooks, tools, and operating rhythms as we scale

• You’ll Thrive in This Role If You

• • Are motivated by mission as much as metrics, and can clearly articulate why this work matters to partners, not just what we do

• • Know how to tell compelling, human stories that connect outcomes, data, and lived experience into a narrative senior leaders can act on

• • Understand how health plans think about quality, population health, and member engagement, and can credibly tailor the story for quality teams, population health leaders, and operational stakeholders

• • Are comfortable working across multiple funding models, from health plan vendor contracts to grants and public-sector partnerships, and know how to build credibility with both health plan buyers and state-level stakeholders

• • Build trust through empathy, credibility, and follow-through, especially with partners serving complex and under-resourced populations

• • Are energized by complex sales environments and know how to bring structure, momentum, and clarity to long, multi-stakeholder buying processes

• • Take pride in pipeline integrity and velocity, not just relationships, and are disciplined about qualification, forecasting, and close planning

• • Are comfortable owning an assigned regional portfolio and thinking holistically about how individual partnerships strengthen samaritan’s presence and revenue diversity within those markets

• • Collaborate naturally with delivery, product, and operations partners to ensure deals are designed for real-world success, not just signed contracts

• • Are hands-on and self-directed, comfortable operating without layers of support while helping build the systems you’ll later rely on

• • Want your work to contribute to more dignified, effective systems of care and believe business rigor and compassion belong together

• Desired Qualifications

• • 7+ years of experience in enterprise or strategic sales, payer partnerships, or business development, ideally within Medicaid/Medi-Cal, Duals (D-SNP/Medi-Medi), or adjacent public-sector health environments

• • Remote within the U.S.; California payer relationships and market knowledge are valued, with approximately 20% travel for key meetings and closings

• • Experience working with or selling into health plan quality, population health, care management, or clinical operations teams; familiarity with HEDIS, quality improvement initiatives, value-based performance frameworks, or D-SNP risk adjustment/RAF accuracy is a strong plus

• • Experience navigating state Medicaid agencies, county health or behavioral health departments, or public-sector/grant-funded program structures is a strong plus

• • Demonstrated success selling into complex, multi-stakeholder health plan buyer environments, including navigating procurement, compliance, legal, and executive approval processes

• • Strong track record of closing and expanding six- and seven-figure partnerships, with clear ownership of timing, deal structure, and close discipline

• • Proven ability to maintain pipeline integrity: qualifying rigorously, forecasting realistically, and accelerating deals without creating downstream risk

• • Experience developing geographic or account-based strategies that create repeatable momentum within priority markets. Ability to turn regional policy, funding, and payer, provider, and community dynamics into