Senior Manager, Statewide Growth & Strategic Partnerships

California Statewide (Field-Based / Hybrid, Travel Required,, Full Time)

Compensation: $135,000

About Us 

Zócalo Health is a tech-enabled, community-oriented primary care organization serving people who have historically been underserved by the one-size-fits-all  healthcare system. We partner with health plans, providers, and community organizations to deliver culturally competent primary care, behavioral health, and social care.

Our model is built for populations with high medical and social complexity, where fragmented care drives poor outcomes and unnecessary cost. We combine local, community-based teams with virtual care and modern technology to deliver coordinated, whole-person care where members live and receive support.

Founded in 2021, Zócalo Health is backed by leading healthcare and mission-aligned investors and is scaling rapidly across states and populations. We are building a durable care platform designed to perform in constrained healthcare environments and to lead the shift toward accountable, value-based care.

Role Description 

Zócalo Health’s growth engine currently operates region by region. Statewide accounts, enterprise-level partnerships, and multi-county opportunities have no single owner — which means our largest sources of referral volume and market leverage are managed in fragments. This role consolidates statewide growth into one accountable leader.

The Senior Manager, Statewide Growth & Strategic Partnerships owns the relationships that move the whole map at once: statewide health plans, enterprise partners, state-level agencies and associations, and the county markets where statewide influence concentrates. This role is responsible for statewide partnership development, enterprise account leadership, strategic market entry, and cross-functional growth governance. Where the Market Growth Manager owns a territory, this role owns the connective tissue between territories: the accounts, decision-makers, and strategy decisions that determine where Zócalo Health grows next and how fast.

Success is measured by statewide referral volume, enterprise account production, speed and quality of new county activation, and the degree to which statewide partnerships translate into measurable enrollment outcomes at the regional level.

This position reports to the VP of Finance. This reporting line keeps statewide growth investment directly connected to financial planning, ensuring county expansion decisions, event spend, and enterprise account strategy are evaluated against revenue impact and unit economics in real time.

The Senior Manager, Statewide Growth & Strategic Partnerships is accountable for the following core responsibilities:

Statewide & Enterprise Account Leadership

• Own the portfolio of key statewide accounts and large enterprise-level partners, serving as the senior relationship owner for accounts that span multiple regions or carry statewide significance
• Negotiate, structure, and activate enterprise partnerships that generate referral pipelines across multiple counties simultaneously
• Maintain an enterprise account pipeline from prospect through producing, with clear production targets per account
• Translate enterprise relationships into actionable referral pathways that regional teams can execute against

Strategic County Entry: Plug-and-Play Deployment

• Act as the strategic plug-and-play growth lead for high-priority counties, including Santa Clara, San Bernardino, Riverside, LA, Contra Costa and Sacramento
• Treat Sacramento as a dual-value market: a county to grow and the seat of statewide influence, where DHCS, state legislators, statewide associations, and key decision-makers are concentrated
• Lead market entry strategy in target counties, coordinating with Regional General Managers to ensure statewide relationships translate into on-the-ground enrollment production
• Identify and remove barriers to rapid market activation across new and underperforming county markets

Growth Governance: Weekly Statewide Growth Standup

• Own and chair a weekly Statewide Growth Standup bringing together the Director of Patient Support, the Regional General Managers, and the SVP of Finance
• Use this forum to make intentional, data-driven decisions about which counties to grow, where to shift strategy, and how to reallocate resources based on opportunity
• Bring partner production data, pipeline health, enrollment trends, and market intelligence to each session so decisions are grounded in evidence rather than instinct
• Ensure Patient Support, regional leadership, and Finance operate from one shared picture of opportunity rather than siloed views
• Document decisions, owners, and follow-through so growth strategy compounds week over week

Regional Alignment & Trickle-Down Execution

• Meet weekly with the Regional General Managers of California to connect statewide partnerships to regional execution
• Ensure statewide and enterprise relationships trickle down into actionable opportunities for Market Growth Managers and Member Acquisition Specialists in each region
• Provide regional teams with warm introductions, referral pathways, and partner context so field teams convert statewide relationships into local enrollments
• Surface regional insights upward so enterprise account strategy reflects what is actually happening in the field

Signature Mixers & Market Penetration Events

• Own the strategy, design, and execution of key strategic mixers in counties where Zócalo Health is pursuing increased market penetration
• Curate guest lists that combine health plan leaders, referral partners, community organizations, and decision-makers with both statewide and local influence
• Use events as deliberate market entry and account acceleration tools, with defined goals for new partner commitments, referral pathway activations, and pipeline generated per event
• Track post-event conversion so every mixer is accountable to measurable partnership and enrollment outcomes

Growth Performance & Market Intelligence

• Track statewide referral volume, enterprise account production, county activation milestones, and partnership-to-enrollment conversion
• Maintain a statewide market opportunity map covering health plan dynamics, CalAIM developments, county-level demand, and competitive activity
• Provide the executive team with regular statewide growth reporting and strategic recommendations
• Use performance data and market intelligence to continuously refine statewide strategy and county prioritization

What Success Looks Like

• Statewide and enterprise accounts produce a growing share of total referral volume and enrollments
• The weekly Statewide Growth Standup becomes the decision-making engine for where the company grows and why
• Regional teams consistently convert statewide partnerships into local referral and enrollment production
• Strategic mixers generate measurable new partner commitments and pipeline in target counties
• New county markets activate faster and with higher initial enrollment production due to statewide partner support
• The company operates with one shared, data-driven picture of statewide growth opportunity across Finance, Patient Support, and regional leadership

Who Thrives in This Role

This role is a strong fit for individuals who:

• Think and operate at a statewide level, connecting macro strategy to field-level execution
• Are energized by enterprise relationship development, partnership negotiation, and multi-county growth strategy
• Can build and sustain trust with senior-level decision-makers across health plans, state agencies, and community organizations
• Are comfortable chairing cross-functional forums and driving accountability across teams they do not directly manage
• Combine strategic thinking with a bias for action and measurable outcomes
• Thrive in fast-paced, ambiguous, high-growth environments with significant ownership
• Are passionate about expanding access to culturally competent care for underserved communities

Qualifications

• 7+ years of experience in healthcare partnerships, enterprise account management, strategic growth, or market development roles
• Proven track record managing enterprise-level accounts or multi-stakeholder partnerships with accountability for referral or enrollment outcomes
• Experience developing and executing market entry strategy across geographies
• Strong executive presence with the ability to build relationships and influence senior decision-makers
• Highly data-driven, with experience using performance metrics, pipeline reporting, and market intelligence to inform strategy
• Experience facilitating or leading cross-functional forums with Finance, Operations, and regional leadership teams
• Deep familiarity with the California healthcare landscape, including Medi-Cal managed care, health plan dynamics, and community-based referral ecosystems
• Comfortable operating both at the strategic and executional level, moving between enterprise accounts and field-level market activation
• Reliable transportation and willingness to travel extensively throughout California

Preferred Qualifications

• Experience with CalAIM, Enhanced Care Management (ECM), or Medi-Cal managed care programs
• Existing relationships with statewide health plans, DHCS, or large community-based organizations
• Experience leading or coordinating cross-regional growth strategy in a multi-market organization
• Familiarity with DHCS-funded programs including PATH, CITED, or community supports infrastructure
• Experience in startup or high-growth healthcare environments
• Bilingual English-Spanish strongly preferred 

What you can expect from Zócalo Health

• Competitive salary: $135,000 annually 
• Equity compensation package
• Comprehensive benefits including medical, dental, and vision 
• 401k
• Flexible PTO policy - take the time you need to recharge
• $1,000 home office stipend
• We provide the equipment needed for this role.
• Opportunity for rapid career progression with plenty of room for personal growth.

You must be authorized to work in the United States. Remote Work can be done from anywhere in the U.S.

At Zócalo Health Inc., we see diversity and inclusion as a source of strength in transforming healthcare. We believe building trust and innovation are best achieved through diverse perspectives. To us, acceptance and respect are rooted in an understanding that people do not experience things in the same way, including our healthcare system. Individuals seeking employment at Zócalo Health are considered without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.