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Director, Payer Strategy

Babylist Inc.

Job Overview

Location

United States

Job Type

Full-time

Full Job Description

📋 Description

• The Director, Payer Strategy will set the holistic payer strategy for Babylist Health and own the relationships, partnerships, and market intelligence that determine how the company grows its insurance footprint over the next several years. This is a senior strategic leadership role responsible for setting the direction, sequencing, and structure of Babylist Health’s payer development across both commercial and government (Medicaid) channels.
• Day to day, this person will partner with the GM and Finance to model the business case for expansion, represent the company externally at the C-suite level with payer partners, identify creative growth pathways (including acquisitions, third-party DME partnerships, and trade association strategy), lead a team of 3 (Head of Medicaid Market Development, commercial payer lead, and payer operations specialist), set strategy for execution, serve as the senior escalation point for complex negotiations and regulatory challenges, and ensure payer strategy is operationally sound across functions.
• Babylist is the leading registry, e-commerce, and content platform for growing families, with over 9 million annual shoppers, $1B+ in annual GMV, and $500M+ in 2024 revenue. The company is remote-first with teams across the U.S. and Canada, uses AI as an expectation in daily work, and gathers twice yearly to build relationships. Babylist Health is expanding beyond DME into broader patient services, and this role is central to scaling its payer access and reimbursement strategy.
• In this role, the person will learn to navigate complex Medicaid and commercial payer landscapes at scale, build and influence payer policy and reimbursement trends, develop non-standard market entry strategies, lead a high-impact payer team, and shape the long-term payer access strategy for a fast-growing health-tech company shaping the $320B baby product industry.

🎯 Requirements

• 12+ years of experience in payer strategy, network development, or government/commercial contracting, with demonstrated success operating at a senior or executive level
• Deep fluency across both Medicaid and commercial payer landscapes, including MCO structures, state-level program administration, reimbursement dynamics, and regulatory environments
• A relationship network spanning payer C-suites, state Medicaid agencies, and industry trade associations, with ability to access decision-makers beyond standard contracting channels
• Proven experience setting payer strategy at the organizational level — building roadmaps and being accountable for outcomes, not just executing contracts
• Strong financial acumen to partner with Finance on business case modeling, ROI analysis, and defending trade-offs to senior leadership
• Experience identifying and evaluating non-standard market entry strategies, including acquisitions, partnerships, or third-party contracting arrangements

🏖️ Benefits

• Competitive salary with equity and bonus opportunities
• Company-paid medical, dental, and vision insurance
• Retirement savings plan with company matching and flexible spending accounts
• Generous paid parental leave and PTO
• Remote work stipend to set up your home office
• Perks for physical, mental, and emotional health, parenting, childcare, and financial planning

Skills & Technologies

Remote

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Babylist Inc.

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About Babylist Inc.

Babylist operates an online baby registry platform that lets expectant parents add items from any retailer, book services, and create cash funds. It aggregates products across major stores, offers a universal registry browser button, and provides personalized checklists. The company also sells its own line of baby merchandise, including nursery furniture, strollers, and accessories, through its e-commerce storefront. Headquartered in Oakland, California, Babylist supports parents with expert guides, product reviews, and a mobile app for managing registries, tracking gifts, and coordinating shipping to recipients.

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