Director, Growth – Channel Enablement

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Pelago

WebsiteLinkedInAll Job Openings

51 - 200 employees

🚗 Transport

Transport • Travel

Pelago is a travel experience platform owned by Singapore Airlines that offers booking services for activities, attraction tickets, and things to do across various destinations worldwide. Pelago provides exclusive perks for Singapore Airlines and Scoot passengers, integrating a rewards system where customers can earn and redeem miles with each purchase. Catering to a host of currencies and languages, Pelago ensures travel essentials like SIM cards and transportation options are available for seamless cultural adventures. Users can access a variety of experiences, from tours to iconic attractions, and enjoy benefits such as price guarantees and high-quality service standards.

📋 Description

• 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. • 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. • 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. • 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.

🎯 Requirements

• 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.

🏖️ Benefits

• Generous and meaningful equity package • Full Medical, Dental, & Vision coverage • 401k Plan • Unlimited PTO Policy, 10 paid holidays, & company wide “Me Time” Days • Paid maternity, paternity & new parent leave • Flexible working environment • Annual Learning and Development stipend to support continued learning and career development • Wellness Reimbursement Program • Access to Reproductive & Family Planning Care • Substance Use Support for employees and family members