Director, Partnerships

We seek a Director of Partnerships to oversee and optimize Garner's health plan and service provider partnerships, resulting in revenue growth opportunities. This role will focus on managing a portfolio of strategic, growth-oriented partners, ensuring strong collaboration across functions and departments within Garner and at partners to maximize performance. As the primary point of contact for co-marketing and reseller partners, the Director will play a key role in scaling Garner’s core business. Responsibilities include account management, aligning partner and company needs, and executing day-to-day initiatives that enhance partnership success. This role works closely with Garner’s VP of Partnerships and cross-functional teams—including Revenue, Account Management, Marketing, Product, and Finance—to strengthen our market presence. The Director of Partnerships reports to the SVP of Strategic Alliances.

Responsibilities will include:

• Collaborate with the VP of Partnerships to oversee partnership account management, data/product project coordination, stewardship calls, reporting, and Salesforce maintenance—ensuring alignment with Garner's OKRs and Long-Term Plan to maximize pipeline growth and revenue from strategic partnerships with health plans and adjacent vendors (e.g., benefits administrators).
• Establish and maintain strong, professional, and high-quality relationships with partners.
• Work closely with the Sales team to implement a data-driven approach to partnership success, setting goals and metrics to track contracting targets, deal timelines, closure rates, and overall relationship health. Develop internal escalation and communication plans and implement corrective actions as needed.
• Oversee the implementation of new partnerships, including claims and eligibility data feeds and ongoing reporting.
• Manage the renewal and expansion of existing contracts, including additional populations, products, and services, while ensuring performance review and outcome accountability.
• Collaborate across Revenue, Account Management, Marketing, Product, and Finance teams to manage partner expectations and streamline operational processes for greater efficiency and effectiveness.

The ideal candidate has:

• 5+ years of experience managing partnerships with health plans and/or service providers, focusing on day-to-day payer and reseller relationships and channel management.
• Deep understanding of the employer health insurance landscape, including key stakeholders, funding models, distribution channels, and service structures, and hands-on experience working with eligibility, claims, and other integrations (e.g., SSO).
• Strong project management skills, with the ability to navigate complex initiatives, meet tight deadlines, and maintain attention to detail.
• Hands-on, proactive mindset, willing to take initiative and contribute wherever needed to drive company success.
• Experience in a fast-paced startup environment, adapting to rapid change and evolving business needs.
• Passion for the mission of improving the U.S. healthcare system and making a meaningful impact.

What we look for at Garner:

• Mission First: Our mission is to transform our healthcare system, delivering high-quality and affordable care to all. Everything else is secondary.
• Expect Extraordinary: Our mission is audacious, so we will only succeed by producing exceptional results. We continually push ourselves and each other to new heights and beyond our comfort zones.
• Courageous Communication: Transparency and candor are imperative to realizing our potential as an organization and as individuals—even when uncomfortable. Many companies talk about these values. We live them. 
• Supportive community: People do their best work and learn the most when genuinely supported and cared for. It’s also more fun that way. 

The target salary range for this position is $140,000-175,000. Individual compensation for this role will depend on a variety of factors, including qualifications, skills, and applicable laws. In addition to base compensation, this role is eligible to participate in our equity incentive and competitive benefits plans.