VP of Sales - Medicaid

ABOUT SOMETHINGS Somethings is building the first social wellness platform for teens — a place where a teen can form a real relationship with a mentor who gets them, sticks with them, and helps them get better. 25 million teens in the U.S. are struggling with their mental health. Every one of the thousands of teens who downloads Somethings is struggling. Our job is to make sure they don’t just show up — they stay, connect with real humans who care deeply about them, and get the support that they need to thrive. We’re backed by General Catalyst, Catalio and world-class healthcare + consumer investors, and we’re growing like crazy — in 2025 we grew 1100%, raised our $19.2M Series A, and are on track to 5x in 2026. If you want to be a part of the generationally defining company in mental health, welcome home. ROLE OVERVIEW We're looking for a VP, Sales who will play a foundational role in expanding Somethings' reach within Medicaid Payors and States by building trusted partnerships to bring meaningful mental health support to teens and young adults, at scale. The work is high agency, high craft, and high impact: You will own and drive the sales process, from opening doors at Medicaid Payors to navigating public sector complexity to increase access for teens and young adults many of whom are underserved, drive adoption across states, and ensure Somethings becomes a trusted, long-term partner in improving outcomes for youth. You're walking into a role with real momentum — we’re already live with the nations largest payers and are now looking to take that success and replicate nationwide. WHAT YOU’LL DO The VP, Sales is responsible for driving Somethings' growth across Medicaid health plans, owning the end to end sales strategy. This leader will build and convert a strong pipeline, navigate complex buying processes, and close deals that align revenue growth with meaningful youth impact and outcomes. You won't just sell a product, you take ownership of our GTM strategy that is tied to our 2026 company goals. 1. STRATEGIC MARKET & PARTNER ENGAGEMENT - Design and execute a Medicaid focused sales strategy that positions Somethings as a trusted, long-term partner for health plans. - Engage senior decision makers across Medicaid plans to align Somethings with population health, behavioral health, and youth serving priorities. - Lead consultative sales conversations that help prospects clearly understand the value, differentiation, and outcomes of certified peer support. 2. PIPELINE DEVELOPMENT & DEAL EXECUTION - Own the sales lifecycle, from prospecting and relationship building through potential RFP response, procurement navigation, contracting, and closing. - Build and maintain a high-quality pipeline across Medicaid health plans, balancing near term opportunities with longer life cycle deals. - Develop repeatable playbooks custom to Medicaid timelines, stakeholders, and approval processes. 3. REVENUE GROWTH - Build credibility and trust by understanding regulatory environments, challenges, and goals. - Close new Medicaid partnerships that expand Somethings’ footprint across states and populations. - Forecast revenue and contribute to company level growth planning and goal setting. 4. CROSS FUNCTIONAL COLLABORATION - Partner internally with client success, product, clinical, and marketing to ensure smooth transition from sale to implementation. - Translate market insights into input that helps to shape product positioning, roadmap priorities, and go to market strategy. 5. MARKET INTELLIGENCE & INSIGHTS - Track Medicaid market trends, policy shifts, procurement signals, and competitive intel. - Represent the voice of the market internally, ensuring Somethings stays aligned with Medicaid needs and opportunities. WHO YOU ARE - 8-10+ years of sales or revenue experience in digital health, behavioral health, Medicaid health plans, or healthcare technology. - Proven track record closing complex, multi-stakeholder Medicaid deals — including RFPs and navigating procurement, legal, and clinical sign-off. - Experience selling vendor contracts directly to Medicaid MCOs. Provider-side or network arrangement experience alone is not a fit for this role. - Has closed deals of $1M+ with health plans and knows what it takes to get to yes across a buying committee. - Deep enough understanding of the Medicaid regulatory environment to hold a credible conversation with a VP of Behavioral Health or Medical Director. - Has operated as a hands-on individual contributor — not just managed a team at a larger org. You're comfortable carrying a bag and building pipeline yourself. - A consultative seller who builds credibility, navigates difficult conversations, and earns trust with senior executives. - Relationship driven with the ability to influence and align decision makers across the health plan. - Strong forecasting skills, comfortable using pipeline data, deal metrics, and outcomes data to inform strategy. - Thrives in a fast paced, mission driven startup environment. - Motivated by improving youth mental health and expanding access to care through an innovative, peer-based model. HOW WE WORK We’re building a culture that blends high performance, deep belonging, and radical clarity: - We care about outcomes, not theatrics - We move quickly and learn constantly - We speak the truth early - We protect focus - We hold a high bar for craft and quality - We’re small, intense, collaborative, and mission-driven - We care about each other, and we care about the millions of teens we serve If you’re looking for a place where you can have real ownership and build something that genuinely changes lives, this is it. WORK ENVIRONMENT - This is a full-time position in person in our NYC office or remote in the US. - We have an output-driven culture and provide lots of flexibility throughout the week as needed. WHAT WE OFFER - 💰 The annual salary range for this position is _____________ - 📈 Significant equity compensation, reflecting your foundational role and impact. - 🏥 Comprehensive health insurance coverage. - 🎯 Significant work ownership and autonomy - 🎉 Unlimited days off. Job level and actual compensation will be determined by factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. EQUAL OPPORTUNITY EMPLOYER At Somethings, we're committed to building a workplace where diversity is not just welcomed, it's celebrated. We believe that innovation thrives on teams where everyone can be their authentic selves, bringing unique perspectives and backgrounds to the table. We are proud to be an Equal Opportunity Employer. This means all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Our commitment to inclusivity is woven into the fabric of our corporate culture, ensuring everyone has the opportunity to succeed, learn, and grow with us.