Strategy And Operations Associate

Healthcare is broken at the first step: patients can't find the right care, understand what it costs, or access the medications they need. Mochi Health is fixing this.

We're building an AI-driven marketplace that makes healthcare discoverable—connecting patients to the right providers, transparent pharmacy pricing, and affordable medications. Over the past few years, we've grown rapidly by combining clinical expertise with technology that actually works for real people, not just hospital systems.

Our platform does what legacy healthcare can't: it gives patients transparent pricing before they pay, personalized medication management that follows them across providers, and long-term access to their own medical records. We're proving that healthcare can be more affordable, more human, and far more intuitive than what exists today.

Join a team that's rebuilding healthcare from the patient up. At Mochi Health, you'll work alongside people who value bold thinking, inclusive collaboration, and getting meaningful work into the world. If you want to do the most impactful work of your career, this is where to do it.

About Mochi Health

Mochi Health is a direct-to-patient telehealth company specializing in obesity medicine and expanding into primary care. With over 500+ providers across 50 states, and a proprietary AI-enabled EMR, Mochi is building the infrastructure for a new model of virtual care delivery.

Mochi has spent four years building infrastructure most independent providers can't build on their own: negotiated payor contracts across 50 states, multi-state licensure and credentialing operations, a proprietary AI-enabled EMR, a ~90-pharmacy integrated network, and a 24/7 patient support team. We are now extending that infrastructure to providers who want to bring their practice and their patients to Mochi.

About the Role

We are hiring an MBA Associate to own the growth of Mochi's provider referral program: a program that lets providers bring their existing patients onto Mochi, so patients keep the clinician they already trust and providers keep the relationships they've built. The program has a live product foundation (provider landing pages, referral codes, panel protection, external record pulls, per-provider outreach campaigns) and is moving into its growth phase. Your job is to turn it into a scaled, economically proven line of business.

This is a general management role inside an early-stage business line. You will own the program's strategy and unit economics, run the provider pipeline from first outreach through signed and onboarded, design how the provider offer is priced and packaged, run the operations behind patient migration, and lead the care navigator team that supports referred patients through onboarding. You will be the person leadership turns to for what the program is doing, what it costs, and where it should go next.

You will work across Provider Recruiting, Clinical Operations, Insurance, Product, Engineering, Marketing, Finance, and Legal, and report to the CEO. The role suits someone who wants to build a business rather than analyze one from the outside, who is equally comfortable on the phone with a practice owner and inside a unit economics model, and who builds their own tools and automations rather than waiting for someone else to.

Department: Business Development | Reports To: CEO | Location: San Francisco, CA, In-person | Type: Full-Time | Compensation: $185,000–$220,000 base + equity

Key Responsibilities

Strategy, Business Case & Economics

• Own the business case for the provider referral program: market sizing, provider segmentation, unit economics per referred provider and patient, and the investment case for scaling it.

• Build and maintain the program's financial model (cost per signed provider, cost per onboarded patient, referred-patient retention and lifetime value) and use it to set targets, prioritize channels, and recommend where to invest or cut.

• Lead research on the provider-enablement landscape: business models, pricing, provider economics, and what other platforms offer that we don't. Translate it into clear strategic recommendations for leadership.

• Synthesize provider interviews and pipeline conversations into structured insights that shape the offer, the product roadmap, and the go-to-market plan.

Provider Pipeline & Partnerships

• Own the external provider pipeline end-to-end: prospecting, outreach, discovery calls, negotiation, and handoff to contracting and onboarding.

• Own the CRM and funnel (contacted → replied → call → signed → onboarded), including cost per signed provider by channel, and make the call on which channels to scale and which to shut off.

• Lead conversations with larger practices and groups, including structuring terms with Legal and Finance where the standard offer doesn't fit.

• Serve as the executive relationship owner for referring providers: the first call for questions, and the person who resolves clinical, billing, credentialing, or legal issues by routing them to the right owner and closing the loop.

Go-to-Market & Offer Design

• Own how the provider offer is positioned, priced, and packaged, based on what the pipeline, the economics, and the market are telling us.

• Partner with People and Marketing on the recruiting motion: candidate profiles, outreach messaging, ad creative inputs, and provider-facing materials (program overviews, FAQs, onboarding content).

• Keep pitch materials clean, consistent, and current as the offer evolves.

Patient Migration & Program Operations

• Own the operational flow from provider sign-up to patient onboarded: contracting and onboarding handoff, landing page and referral code provisioning, patient list intake, and outreach sequencing through per-provider email campaigns.

• Design and build the patient migration flow with Product, Engineering, Clinical Operations, and Insurance, so a provider's existing patients move onto Mochi with consent, eligibility, insurance (where applicable), and medication history handled cleanly.

• Write and maintain SOPs, and define the operating model as the program moves from pilot to steady state.

Team Leadership

• Manage the offshore care navigator team that supports referred patients through onboarding by phone: own the outbound call queue, set daily priorities, monitor conversion from eligibility start to onboarded patient, and coach the team on what's working.

• Own the dashboard and routing tooling the team runs on and improve it as volume grows.

• Scope, hire, and onboard additional roles as the program scales, and build the structure they will work within.

Metrics, Executive Reporting & Automation

• Own the program's scorecard: providers recruited, contracted, and onboarded; patient lists received; verified referrals; conversion to active; per-provider retention; and blended cost per onboarded patient versus our paid channels.

• Deliver a regular, decision-ready read on the program to the Chief of Staff and executive team, including what to change and why.

• Identify repetitive or manual workflows (prospecting, list intake, follow-ups, reporting) that can be automated with AI tools or scripts, and build lightweight tools to do it.

Qualifications

• MBA required. Recent graduates are encouraged to apply.

• 3–6 years of prior experience in management consulting, investment banking, private equity or growth investing, healthcare operations, or business development or operations at a high-growth company. Healthcare or early-stage experience is a strong plus.

• Track record of owning a business problem end-to-end and driving it to a measurable outcome with minimal supervision.

• Strong financial modeling and analytical skills: you can build a unit economics model from scratch, defend the assumptions, and turn the output into a decision.

• Comfortable on the phone and in writing with providers and practice owners. You can run a discovery call, ask good questions, negotiate terms, and follow up reliably.

• Clear, concise communicator who can brief an executive team in one page and a provider in one call.

• Demonstrated use of AI tools to improve your own productivity. We'll want to see concrete examples of how you've used them in past work; scripting experience is a plus.

• Comfort operating in ambiguity, switching between strategy, selling, analysis, and execution in the same day, and building structure where little exists.

Why This Role

• Own a new line of business from very early on, one that gives providers a real home for their practice and patients continuity of care, with direct accountability for how it's designed, measured, and scaled.

• General management exposure across sales, operations, finance, product, and clinical in a single role, with a direct line to the Chief of Staff and executive team.

• A clear path to leading the program as it grows, including building the team around it.

• Hands-on exposure to how a telehealth company works with providers, payors, and pharmacies.

• Competitive compensation, equity, and benefits.

Compensation

The base salary range for this role is $185,000–$220,000, depending on experience. This role also includes equity and benefits.

Mochi Health is an equal opportunity employer. All professional medical services are provided by licensed physicians and clinicians affiliated with independently owned professional practices. Mochi Health Corp. provides administrative and technology services to affiliated medical practices.

Workplace Policy

Mochi Health is an in-person company based in San Francisco, CA. Our team works together in person five days a week to foster collaboration, innovation, and strong connections. We believe that face-to-face interaction builds a culture of excellence and allows us to deliver the best outcomes for the patients and providers we serve.

Equal Opportunity

Mochi Health is an Equal Opportunity Employer. We make all employment decisions based solely on merit. We provide equal employment opportunities to all applicants and employees without discrimination on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, disability status, or any other applicable legally protected characteristic. We prohibit any form of discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Candidate Privacy Notice

Please review Mochi Health's Candidate Privacy Notice here.

Accommodations

Mochi Health complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local laws. We will reasonably accommodate qualified individuals with a disability during the application process and throughout employment as required by law.

If you need any assistance or accommodations due to a disability, please contact us at hr@joinmochi.com.