Description
Position:
Director of Patient Acquisition & Growth
Job Type: Exempt - Full-time
Schedule: Monday to Friday
Pay Range: $130,000 – $160,000 Annually
Reports to: VP of Clinical Operations
Location: 100% Remote (occasional travel may be required for team meetings, training, or partner engagements.)
Summary
The Director of Patient Acquisition & Growth will lead Lumata Health’s patient enrollment engine— driving new patient acquisition and ensuring patients successfully transition into care. This role blends sales leadership and patient marketing, managing a layered team (enrollment specialists through team leads) to hit aggressive enrollment targets while maintaining a patient-first approach.
This leader will own the patient acquisition funnel from outreach through activation, ensuring patients not only enroll but also attend their first care call. Success means building scalable systems, coaching high-performing teams, and turning strategy into measurable patient growth.
Essential Functions
Leadership & Team Development
- Manage team leads and managers overseeing enrollment specialists and patient marketing.
- Build a high-performance, sales-oriented culture focused on accountability, conversion, and patient-centered communication.
- Mentor leaders to strengthen coaching skills and sustain a strong remote-first culture.
Patient Acquisition & Sales Execution
- Own enrollment KPIs: outbound call targets, conversion rates, daily/weekly enrollment targets, call & documentation quality.
- Design, implement, and refine outbound strategies to maximize patient enrollment from provider referrals, partner practices, and marketing campaigns.
- Ensure enrollment teams are trained in persuasive, compliant, and empathetic sales communication.
Activation & Bounce Prevention
- Track and improve the handoff between enrollment and care teams, ensuring patients successfully attend their first scheduled care call.
- Implement processes to reduce “bounce” (patients who enroll but fail to activate).
- Collaborate with Clinical Operations to align on activation workflows and handoff best practices.
Marketing & Growth Strategy
- Partner with Marketing to create campaigns that generate patient leads and improve funnel conversion.
- Oversee development of outreach scripts, targeted campaigns, and promotional materials.
- Use data and analytics to test messaging, track campaign performance, and optimize funnel efficiency.
Operational Excellence
- Build and optimize processes for scalability, efficiency, and compliance with healthcare regulations.
- Build and optimize business intelligence dashboards and reports to provide frontline leadership and executive leadership visibility into enrollment performance and growth.
- Plan hiring and staffing levels to meet program growth and enrollment demand.
- Report regularly on acquisition and activation metrics to senior leadership.
Key Performance Indicators (KPIs)
- Enrollment Volume: Achieve daily/weekly/monthly enrollment targets as set by senior leadership.
- Conversion Rate: Maintain or exceed benchmarked conversion from connected calls to enrollments.
- Bounce Rate: Reduce the percentage of patients who enroll but fail to attend their first care call.
- Funnel Efficiency: Drive improvements in call-to-connect, connect-to-conversion, and time-to-enrollment metrics.
- Team Performance: Ensure each team lead and their enrollment specialists consistently meet performance expectations including but not limited to time & attendance, call & documentation quality, call volume, call handle time.
Requirements
Education and Experience
- Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field. Master’s preferred (or equivalent experience).
- 7+ years in inside sales or patient acquisition/enrollment leadership roles, ideally within a growth-stage digital health or telehealth company.
- Proven track record managing sales or enrollment teams hitting aggressive quotas in a high-volume environment.
- Experience leading multi-layered teams (specialists ? team leads ? managers).
- Strong background in sales + marketing collaboration — campaign development, funnel optimization.
Required Skills
- Exceptional leadership, communication, and coaching skills; proven ability to motivate remote teams.
- Data-driven mindset with proficiency in CRM tools, reporting, and funnel analytics. Specific experience building and maintaining reporting in Salesforce, Amazon QuickSight or similar BI tools is preferred.
- Ability to thrive in a fast-paced, evolving environment while maintaining compliance and patient trust.
Physical Requirements
- Must have a home office that is secure and free of distractions (HIPAA-compliant workspace) with reliable high-speed internet.
- Prolonged periods of sitting at a desk and working on a computer
- Must be able to hear, speak, call and virtually meet
- Must be able to communicate both verbally and in writing
Work Environment
- Frequent virtual meetings; camera-on presence required.
- Occasional travel for team meetings, training, or partner engagements.
Benefits
At Lumata Health, we know you are more than just an employee. As we grow, so will our benefits package. We hope you’ll be a part of that growth!
- Medical, Dental and Vision
- Paid time off
- Parental leave
- ... more additional benefits
Who We’re Looking For
- Mission driven
- Curious
- Loves learning and developing skills
- Team player (though we understand you need focus time, too)
Why Join Us? At Lumata Health, you’ll be part of a forward-thinking team that is dedicated to reshaping the future of healthcare. We offer comprehensive benefits, and opportunities for professional development. Join us in making a significant impact on patient care and engagement
Our Culture
At Lumata, we foster a dynamic, inclusive, and supportive remote work environment. We prioritize trust, collaboration, and continuous learning, ensuring a healthy work-life balance.
Collaboration: Stay connected through regular team meetings and open communication.
Inclusivity: A diverse team where everyone feels welcome and valued.
Fun Culture: Engage in chats centered around health, wellness, celebrations, and more.
Recognition: Regular feedback, performance incentives, and growth opportunities.
Join Lumata and be part of a forward-thinking, remote-first team where your contributions make a difference, and your well-being is prioritized.
Please be advised that Lumata Health only accepts resumes for compensation from agencies that have a signed agreement with Lumata Health. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of Lumata Health. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.
The above statements are intended to describe the essential functions of the job being performed by the employees assigned to this classification. The duties and responsibilities listed are not to be construed as an exhaustive list of all duties, responsibilities and skills required. All employees may be required to perform duties outside their normal responsibilities from time to time, as needed. With the evolution of the organization and this role, the responsibilities of this position may change at any time.
We are an equal opportunity employer that values diversity at all levels. All individuals are encouraged to apply. If you need assistance or an accommodation due to a disability, you may contact us at: hr@lumatahealth.com (no unsolicited resumes please). Applicants must submit an application with Lumata Health to be considered for the position.
Disclaimer
This job description is subject to change based on business needs, advancements in regulations, and workflow adjustments. Continuous review and adjustments will be made to ensure alignment with the company's goals and objectives.
