Director, PCP Sales
Grow Therapy
Summary
We are looking for a Director of PCP Sales to lead and scale our Physician Partnerships team. Primary care is a critical path into behavioral healthcare, and our goal is to make Grow the easiest, most trusted referral destination for PCPs, care coordinators, and practice leaders. You will inherit a small team and a portfolio of high-potential physician groups and health-system relationships. The immediate priority is to deepen those accounts by activating more offices and clinicians, increasing repeat referrals, and building durable referral workflows—while developing the team and operating model required to expand into new accounts. This is a hands-on leadership role in a referral-driven business. Success is measured by sustained patient referrals and intakes, not one-time contract value. You will set strategy, coach the team, inspect account plans, and partner cross-functionally to build a repeatable growth engine.
Job description
What You'll Be Doing
Lead and scale the team
- Lead, coach, and develop a team of PCP account executives and account managers.
- Establish clear goals, operating cadences, account reviews, and a high bar for execution and accountability.
- Build a repeatable hiring and ramp model as the organization grows.
Build a repeatable sales motion
- Define market segmentation, account coverage, territories, and a hunter-farmer model suited to referral-driven growth.
- Own HCP-level targeting by using provider, claims, referral, and other data to identify and prioritize the physicians and practices most likely to refer.
- Build standardized, repeatable workflows for prospecting, follow-up, activation, reactivation, and account expansion—not just playbooks—so the day-to-day sales motion can scale consistently across reps and markets.
- Determine where in-person selling adds value and design focused market tests before scaling a large field organization.
- Partner with Marketing and Enablement on provider messaging, collateral, events, and activation programs.
Grow physician partnerships
- Own referral and intake growth across PCP groups, health systems, MSOs, virtual primary-care organizations, and other referral partners.
- Turn priority accounts into focused growth plans that increase active referrers, repeat behavior, office penetration, and referrals per clinician.
- Guide the team in building trusted relationships with physicians, practice staff, and executives by building systems that enable proactive communication on referral trends and insights.
- Strengthen partner trust through responsive follow-up, patient-status visibility, and actionable performance insights.
Run the business with data
- Use provider, claims, referral, and performance data to determine which clinicians and offices to target, where reps should spend their time, and which activities are driving incremental referrals and rep productivity.
- Partner with RevOps and Data to improve CRM architecture, attribution, account hierarchies, territories, dashboards, quotas, rep credit, and forecasting.
- Translate field insights into clear recommendations for Product, Clinical, Client Success, Marketing, and Operations.
You'll Be a Good Fit If You Have
- 8+ years of sales, partnerships, business development, or commercial leadership experience, including meaningful people management.
- Experience leading quota-carrying teams in healthcare, digital health, pharma, medical device, provider services, or another referral-driven environment.
- A track record of building or materially improving a sales motion, team, territory model, or operating system.
- Experience selling into or partnering with physician groups, health systems, MSOs, provider organizations, or other complex healthcare stakeholders.
- A hands-on leader who is willing to roll up their sleeves, get into the details with reps, pressure-test the motion alongside the team, set a high performance bar, and help others improve.
- Fluency in recurring-growth motions, including turning an initial physician referral into habitual referral behavior, identifying barriers to repeat usage, and making Grow part of a practice's normal workflow.
- Strong analytical and operational judgment across CRM data, segmentation, productivity metrics, quotas, forecasting, and unit economics.
- The ability to build trust at every level of a healthcare organization, from practice staff and clinicians to enterprise executives.
- A builder's mindset and the ability to create, test, and improve new approaches in a fast-changing environment.
- High empathy for patients, healthcare professionals, and sellers, with sound judgment in a regulated and trust-sensitive environment.
- Experience leading and executing field sales motions preferred but not required.
Nice to Have
- Direct experience with PCP referral generation, provider partnerships, clinical outreach, or physician-practice activation.
- Experience with geographically dense field sales, healthcare claims or NPI data, EHR referral workflows, payor coverage, or provider-network strategy.
- Experience scaling a small team into a multi-layered sales organization.
Requirements
- 8+ years of sales, partnerships, business development, or commercial leadership experience, including meaningful people management.
- Experience leading quota-carrying teams in healthcare, digital health, pharma, medical device, provider services, or another referral-driven environment.
- A track record of building or materially improving a sales motion, team, territory model, or operating system.
- Experience selling into or partnering with physician groups, health systems, MSOs, provider organizations, or other complex healthcare stakeholders.
- A hands-on leader who is willing to roll up their sleeves, get into the details with reps, pressure-test the motion alongside the team, set a high performance bar, and help others improve.
- Fluency in recurring-growth motions, including turning an initial physician referral into habitual referral behavior, identifying barriers to repeat usage, and making Grow part of a practice's normal workflow.
- Strong analytical and operational judgment across CRM data, segmentation, productivity metrics, quotas, forecasting, and unit economics.
- The ability to build trust at every level of a healthcare organization, from practice staff and clinicians to enterprise executives.
- A builder's mindset and the ability to create, test, and improve new approaches in a fast-changing environment.
- High empathy for patients, healthcare professionals, and sellers, with sound judgment in a regulated and trust-sensitive environment.
- Experience leading and executing field sales motions preferred but not required.
Benefits
- Medical, Dental & Vision
- Life & Disability Coverage
- Free Therapy Access
- Retirement Savings Programs
- Equity Opportunities
- Flexible Time Off
- Paid Holidays
- Company-Wide Winter Break
- Paid Parental Leave
- New Child Stipend
- Mental Health Time
- Wellness & Development Stipend
- Commuter Benefits
- Home Office Support
- Meal Benefits
- Wellness Memberships
- Virtual Care
- Pet Insurance Discounts
- Global Travel Assistance
Company overview
Grow Therapy is a leading behavioral health technology company that operates an innovative online therapy platform designed to make mental healthcare accessible, affordable, and effective. Founded in 2020 and headquartered in New York City, the company has rapidly grown to become one of the largest behavioral health providers in the United States, serving over 1 million clients through a network of more than 14,000 licensed therapists and prescribers. Grow Therapy's provider-centric approach empowers independent mental health professionals by handling administrative burdens such as credentialing, billing, insurance claims, and client referrals, allowing them to focus on delivering quality care. The platform connects patients with therapists who match their specific needs based on specialty, identity, language, and insurance coverage, with many clients paying as little as $21 per session through insurance partnerships. Backed by prominent investors including Sequoia Capital, Goldman Sachs Alternatives, and Transformation Capital, Grow Therapy has raised significant funding, including an $88 million Series C round in 2024. The company is recognized for its innovative technology that reduces no-show rates by 42% for clients and 70% for providers through features like automated appointment scheduling and measurement-informed care tools.