SVP, National Channel Sales

SVP, National Channel Sales

Wondr HealthTM is a digital behavioral change program focused on weight management, that helps participants improve their physical and mental wellbeing through simple, interactive, and clinically proven skills and tools. By treating the root cause of obesity through behavioral science, Wondr reduces risk factors to prevent chronic diseases like diabetes and hypertension, helps enhance employee productivity and engagement, decreases claims costs, and improves overall physical and mental wellbeing. A master class of sorts, Wondr Health's team of renowned doctors and scientists teaches practical, data-backed skills that empower participants to stress less, sleep better, and feel better. The highly personalized program has helped hundreds of thousands of people by flipping diet culture upside down and teaching employees the science of eating the foods they love so they can still lose weight. Through the app, online community, certified coaches, and series of weekly videos that offer a new perspective on better health, participants enter a world where weight loss is a science, small steps lead to big changes, perspectives are flipped, possibilities are infinite, and good habits last.

The SVP of National Channel Sales is responsible for building, scaling, and leading Wondr Health's channel ecosystem across health plans, PBMs, TPAs, brokers/benefits consultants, and strategic resellers/alliances. This leader will own the partner strategy, revenue, enablement, and governance required to drive national distribution and sustained growth—positioning Wondr Health as the preferred, trusted solution for weight management, metabolic health, and GLP‑1 cost containment.

Essential Functions:

• Channel Strategy & GTM
  • Define the national channel strategy, segmentation, and partner tiering
  • Build annual and multi‑year plans that align with corporate revenue targets; set partner‑sourced ACV/ARR goals and quarterly pacing.
  • Manage established rules of engagement between channel teams to maximize coverage while eliminating conflict.
• Client Acquisition & Contracting
  • Source, evaluate, and close new distribution agreements through authorized and assigned health plans, PBMs, TPAs, benefits consultants, and resellers.
  • Lead negotiations for client MSAs, pricing frameworks, performance commitments, and co‑marketing terms in partnership with Legal and Finance.
  • Create scalable onboarding playbooks and certification paths for partners and their field teams.
• Partner Enablement & Demand Creation
  • Oversee and manage repeatable enablement engine (training, demos, collateral, competitive positioning, ROI tools) that accelerates partner ramp time.
  • Launch joint demand programs (campaigns, events, webinars) with clear attribution and pipeline targets.
  • Drive channel partner product readiness for Wondr Advanced and new clinical pathways (e.g., GLP‑1 support), ensuring accurate messaging and proof points.
• Revenue, Forecasting & Operations
  • Own the partner‑sourced pipeline and forecast accuracy; run weekly reviews, deal inspection, and risk mitigation.
  • Collaborate with Sales Operations to ensure CRM hygiene, partner attribution, dashboards, and deal‑desk support.
  • Implement partner scorecards and QBRs to improve conversion rates, sales cycles, and contribution margin.
• Cross‑Functional Leadership
  • Work across B2B Marketing, Product, Clinical, Client Success, and Finance to align offers, packaging, pricing, and implementation quality.
  • Partner with Implementation/Client Success to guarantee partner‑led launches meet SLAs and deliver measurable outcomes.
  • Coordinate with Strategic Account Executives and Direct‑to‑Employer teams to create joint pursuit plans for key accounts.
• Governance & Compliance
  • Establish a rigorous partner governance model (training, certification, message discipline, brand/use guidelines, data protection).
  • Ensure adherence to regulatory requirements and ethical sales practices across all partner engagements.

Success Metrics: Channel‑sourced ACV/ARR, Partner‑sourced pipeline, Ramp time & activation, Attach rate, Outcome proof points, Retention & satisfaction, Operational excellence.

Team & Structure: Direct leadership of multiple National Channel Directors (Health Plans, PBM, TPA). Partner with Enablement Lead, Partner Marketing Lead, and a Sales Ops/Deal‑Desk function. Budget oversight for partner enablement, co‑marketing, conferences, and key sponsorships.

30/60/90‑Day Expectations:

• 30 Days: Confirm partner segmentation/tiering, rules of engagement, target list, and revenue plan; audit current materials and enablement gaps.
• 60 Days: Close 2–3 high‑priority partner expansions or new logos; launch partner certification; implement dashboards and scorecards.
• 90 Days: Demonstrate a reliable forecast and measurable lift in partner‑sourced pipeline, activation, and win rate; run first QBR cycle and publish action plans.

Compensation & Benefits: Competitive base salary with executive‑level variable compensation (OTE), equity participation. Full benefits package; eligibility for executive incentives aligned to revenue and profitability.

Qualifications:

• Education: Bachelor's degree required; MBA or advanced degree preferred.
• Experience: 15+ years in B2B enterprise sales/partnerships with 10+ years leading national channel programs; healthcare payer ecosystem experience strongly preferred.
• Proven success building and scaling partner networks with health plans, PBMs, TPAs, brokers/consultants, or analogous distribution channels.
• Track record of delivering $50M+ annual channel‑sourced revenue and running accurate forecasts.
• Deep understanding of employer benefits, metabolic health solutions, and GLP‑1 market dynamics.
• Expert negotiator with executive presence; comfortable engaging C‑suite at partners and large enterprise customers.
• Operational rigor: mastery of Salesforce (or similar), partner attribution, pipeline governance, and metrics‑driven decision making.
• Excellent communication skills and ability to lead cross‑functional initiatives.

General Working Conditions: General office working conditions can be remote work from home or in the office. Each department head determines if position is work from home or hybrid meaning works from home and in the office as needed. Work schedules vary. When working in the office pod workstation area has little or no privacy. Involves extended periods of sitting at a workstation performing computer duties. Constant flow of interruptions by personnel, visitors to the area and telephone calls. Private workstations are available as needed. Certain positions are assigned an office.

Disclaimer: This description is intended to be sufficient merely to identify the classification and be illustrative of the duties that may be assigned. It should not be interpreted to describe all the duties an employee assigned to this classification may be required to perform. Wondr Health is an equal opportunity employer and values diversity. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status. All employment is decided based on qualifications, merit, and business need.