Head of Medicaid Market Development

Who We Are

Babylist is the leading registry, e-commerce, and content platform for growing families. More than 9 million people shop with Babylist every year, making it the go-to destination for seamless purchasing, trusted guidance, and expert product recommendations for new parents and the people who love them. What began as a universal registry has grown into a full ecosystem for new parents, including the Babylist Shop, Babylist Health, and a flagship showroom in Los Angeles. Hundreds of brands in baby and beyond partner with Babylist to engage meaningfully with families during one of life’s most important transitions. With over $1 billion in annual GMV, and more than $500 million in 2024 revenue, Babylist is reshaping the $320 billion baby product industry. We’re helping parents feel confident, connected, and cared for at every step. As we build the generational brand in baby, our mission remains simple: to connect growing families with everything they need to thrive.To learn more, visit www.babylist.com.

Our Ways of Working

Babylist is remote-first with team members across the U.S. and Canada who move fast, think smart, and use AI as part of how they work every day — not as an experiment, as an expectation. We come together twice a year to build the relationships behind the work, and we hire people who are genuinely excited about what's possible and prove it through how they show up.

What the Role Is

The Head of Medicaid Market Development will own Babylist Health’s end-to-end Medicaid contracting strategy and execution. This role is responsible for unlocking one of the company’s largest growth opportunities by securing state Medicaid licenses and Managed Care Organization (MCO) contracts, expanding Babylist Health’s footprint across high-birth-volume states, and building durable payer relationships that enable long-term scale. 

This is a hands-on leadership role: the Head of Medicaid Market Development sets the strategic roadmap and is equally responsible for hands-on execution — including application submissions, follow-up cadence, and direct in-market contract development.

This person will set the Medicaid market strategy in close partnership with senior leadership, and be responsible for execution of this strategy end to end. Their scope will include prioritizing state license applications, driving direct contracting efforts, and building the external relationships (trade associations, payer stakeholders, regulators) required to win in competitive Medicaid markets. Given direction on which states to prioritize, this person owns the full strategy for how to achieve critical mass of contracts within each market — including how to navigate denials, leverage data to inform their approach, and apply creative tactics to accelerate wins.

Who You Are:

• 8–10+ years of experience in payer contracting, with deep Medicaid and MCO expertise
• Prior experience at a DME, healthcare services company, or payer-adjacent organization
• Proven track record of securing state licenses and MCO contracts
• Strong existing relationships across Medicaid agencies, MCOs, and industry trade groups
• Comfort operating in complex regulatory environments
• Equally capable of owning the strategic roadmap and personally executing day-to-day — applications, follow-ups, and in-market contract development are not delegated away
• Able to get hands-on and in the weeds to deliver iron clad contracts that can be turned on expeditiously
• Data-driven approach to market development — comfortable using payer data, contract analytics, and market intelligence to inform strategy, sequence states, and navigate denials creatively
• Experience at a health-tech, high growth, or similar start up environment a plus
• You’re comfortable and enthusiastic about working in an AI-forward environment where AI tools are part of daily operations
• You embrace using technology to enhance your work while keeping people at the center

How You Will Make an Impact:

• Own the Medicaid expansion roadmap, including state prioritization, sequencing of license acquisition, and MCO penetration targets.
• Execute a strategy to access up to 40% of U.S. births covered by Medicaid, with a focus on populous states (e.g., CA, TX, NY) — directly managing applications and follow-ups to ensure timely, compliant submissions
• Own the in-state strategy for achieving critical mass of MCO contracts — determining how to sequence outreach, work around denials, and apply creative market development tactics when standard pathways stall
• Partner with the GM, Finance and leadership to model revenue impact, timing, and ROI of Medicaid expansion initiatives
• Own and directly manage the submission of state Medicaid DME license applications, ensuring timely, compliant, and scalable submissions
• Anticipate and navigate state-specific regulatory complexity, red tape, and documentation requirements
• Serve as the senior point of contact for Medicaid agencies, regulators, and licensing bodies
• Apply data-driven insights and creative strategies to navigate denials, appeals, and state-specific roadblocks — building repeatable playbooks that translate each denial into a faster path forward
• Lead direct MCO contracting efforts, including outreach, negotiations, and ongoing relationship management
• Build a pipeline of warm leads through trade associations, industry events, and payer networks to accelerate contract wins
• Apply data and market intelligence to prioritize outreach, identify key decision-makers, and develop state-specific contracting strategies that get to critical mass faster
• Negotiate favorable contract terms that balance access, operational feasibility, and long-term margin potential
• Own and continuously evolve Medicaid contracting processes, playbooks, and best practices — translating learnings from each state into replicable approaches
• Partner closely with Operations, Billing, Legal, and Product to ensure Medicaid contracts are operationally live, compliant, and customer-ready
• Ensure Medicaid expansion does not negatively impact denial rates, AR, or patient experience

About Compensation

We use a market-based approach to compensation. The starting salary range for this role is:

$125,952.00 to $151,060.00

Your starting salary will be based on your location, experience, and qualifications, with increases over time tied to performance, role growth, and internal pay equity.

Why You Will Love Working At Babylist

Our Culture

• We work with focus and intention, then step away to recharge
• We believe in exceptional management and invest in tools and opportunities to connect with colleagues
• We build products that positively impact millions of people's lives
• AI is intentionally embedded in how we work, create, and scale—supporting innovation and impact

Growth & Development

• Competitive pay and meaningful opportunities for career advancement
• We believe technology and data can solve hard problems
• We're committed to career progression and performance-based advancement

Compensation & 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 office
• Perks for physical, mental, and emotional health, parenting, childcare, and financial planning

Important Notices

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