Market Growth Manager (Santa Clara, Contra Costa)

Market Growth Managerat Zócalo HealthMust reside in Santa Clara or Contra Costa countiesRole covering the entire territory of Northern California (Field-Based / Hybrid, Full Time)Compensation: $110,000About 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 The Market Growth Manager is responsible for driving territory growth through high-performing community partnerships, referral pipeline development, community-based enrollment strategy, and direct oversight of field-based member acquisition execution.This role owns the full growth engine within an assigned territory — from identifying and activating high-value partners to managing partner performance, referral production, community deployment, and member acquisition outcomes. Success in this role is measured by referral volume, partner productivity, enrollment growth, field conversion performance, and the ability to build sustainable community-based referral pipelines that consistently convert into enrolled Zócalo Health members.The Market Growth Manager serves as the strategic growth lead for their territory, identifying high-value partners, developing referral pathways, strengthening partner engagement, and directing where Member Acquisition Specialists should be deployed to maximize enrollment opportunity and market growth. This role is responsible for ensuring field-based acquisition activity is aligned to partner productivity, referral quality, territory priorities, and enrollment goals.This is a highly accountable, performance-driven leadership role for individuals who are comfortable building relationships, managing pipelines, leading field-based teams, operating strategically in the community, and driving measurable growth outcomes.The Market Growth Manager directly oversees Member Acquisition Specialists at the community level and is responsible for ensuring their field activity, partner-site presence, and enrollment execution are aligned with territory growth strategy. The Market Growth Manager works closely with Community Operations & Enrollment Managers to ensure frontline teams have the workflows, systems, training, and operational support needed to execute effectively and convert referral opportunities into enrolled members.This position reports to the Regional General Manager.The Market Growth Manager is accountable for the following core responsibilities:Partnership Pipeline & Territory GrowthOwn the end-to-end partner pipeline: prospect → committed → active → producingDevelop and execute territory-level outreach and partnership growth strategies across providers, health plans, community organizations, shelters, schools, clinics, and other referral sourcesIdentify, prioritize, and activate high-value partners aligned with market opportunity and organizational growth strategyExpand referral networks and increase awareness of Zócalo Health services throughout assigned territoriesIdentify new opportunities for market growth, expansion, and referral generationBuild sustainable referral pipelines that drive measurable enrollment growth and long-term market presenceAlign partnership strategy with Member Acquisition Specialist deployment to maximize referral conversion and enrollment outcomesPartner Development & Relationship ManagementBuild and maintain strong relationships with key stakeholders, referral partners, and community leadersServe as a trusted representative of Zócalo Health within healthcare and community ecosystemsDevelop clear, actionable referral pathways that translate partnerships into consistent, high-quality referral pipelinesMaintain ongoing partner engagement, communication, and performance accountabilityDrive active partner productivity through relationship management, partner education, and operational alignmentIdentify underperforming partnerships and implement strategies to improve referral and enrollment outcomesEnsure partners understand how to work effectively with Member Acquisition Specialists to support referral conversion and member enrollmentMember Acquisition Deployment & Performance OversightDefine where, when, and why Member Acquisition Specialists should be deployed across partner sites and community settingsSet clear field execution expectations for Member Acquisition Specialists aligned with territory growth priorities, partner productivity, and enrollment goalsMonitor Member Acquisition Specialist performance, including registrations, enrollments, same-day conversion, follow-up completion, and field productivityUse performance data to coach, redirect, and optimize Member Acquisition Specialist deployment and executionIdentify field execution gaps, conversion barriers, and performance trends impacting enrollment outcomesPartner with Community Operations & Enrollment Managers to ensure Member Acquisition Specialists have the workflows, systems, training, and operational support needed to execute effectivelyCommunity Deployment & Conversion StrategyAlign deployment strategy with referral opportunity, partner productivity, staffing capacity, and territory growth prioritiesOptimize partner-site presence and community deployment to improve referral-to-enrollment conversion performanceSupport alignment between outreach, intake, and enrollment workflows to improve speed-to-enrollment and overall conversion outcomesCollaborate cross-functionally to ensure community outreach, partner referrals, and enrollment execution operate as one cohesive growth functionGrowth Performance & Operational AlignmentMonitor referral volume, partner productivity, conversion trends, pipeline health, and Member Acquisition Specialist performance across assigned territoriesUse performance data and market insights to continuously improve outreach strategy, deployment decisions, and growth outcomesTrack active partner targets, referrals per partner, field productivity, enrollment production, and overall territory performance metricsMaintain visibility into enrollment performance, partner-to-enrollment conversion quality, and individual/team contribution to growth goalsPartner cross-functionally to improve growth execution and operational effectivenessCommunity Leadership & Market RepresentationRepresent Zócalo Health professionally in community and healthcare settingsBuild strategic relationships that strengthen Zócalo Health's reputation, visibility, and market presenceAct as a key growth leader supporting regional expansion, community-based enrollment strategy, and field acquisition performanceWhat Success Looks LikeConsistently grows referral volume, partner productivity, and enrollment production across assigned territoryBuilds high-performing, sustainable referral partnerships that generate measurable enrollment outcomesMaintains strong active partner engagement, accountability, and pipeline healthEffectively deploys and performance-manages Member Acquisition Specialists to maximize field conversion and enrollment outcomesDemonstrates strong partner-to-enrollment and field-to-enrollment conversion performanceIdentifies and executes on new market growth and expansion opportunitiesUses data, market insights, and performance trends to improve territory strategy, pipeline performance, and field executionOperates with urgency, ownership, accountability, and strong follow-throughWho Thrives in This RoleThis role is a strong fit for individuals who:Enjoy building relationships that drive measurable growth and outcomesThink strategically about territory growth, market expansion, pipeline development, and field deploymentAre energized by performance goals, growth metrics, team accountability, and enrollment outcomesThrive in fast-paced, field-based, and highly relationship-driven environmentsAre highly organized, self-directed, and comfortable operating independentlyCan influence partners, build trust quickly, and translate relationships into actionAre comfortable coaching field-based team members toward measurable performance goalsAre persistent, resourceful, and motivated by resultsAre passionate about improving access to care while driving meaningful community impactQualifications5+ years of experience in healthcare partnerships, business development, outreach, growth, field sales, or network expansion rolesProven success operating in performance-driven environments with accountability for referral growth, pipeline performance, or enrollment outcomesExperience developing and managing high-performing referral networks, community partnerships, or territory growth strategiesStrong relationship-building, communication, and influencing skillsHighly data-driven, with experience using metrics, dashboards, and pipeline reporting to inform decisions and improve performanceStrong strategic thinking and problem-solving capabilities with the ability to translate market insights into actionable growth strategiesDeep understanding of the Southern California healthcare landscape, including referral ecosystems, community organizations, providers, and health plan dynamicsComfortable operating both strategically and hands-on in field-based environmentsHighly organized, self-directed, and able to thrive in fast-paced, evolving environmentsExperience working cross-functionally to improve conversion, enrollment, or operational outcomesReliable transportation and willingness to travel extensively throughout assigned territoryPreferred QualificationsExperience with ECM, CalAIM, Medicaid, or community-based care modelsExisting relationships within healthcare, community organization, or referral ecosystemsExperience managing or mentoring frontline outreach, enrollment, or growth-focused teamsExperience in startup or high-growth environments preferredBilingual English-Spanish strongly preferredWhat you can expect from Zócalo HealthCompetitive salary: $90,000 – $110,000 annually (depending on experience)Equity compensation packageComprehensive benefits including medical, dental, and vision 401kFlexible PTO policy - take the time you need to recharge$1,000 home office stipendWe 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.