Director, Channel Enablement

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.

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.