VP of Growth

The Role As VP of Growth at Mochi Health, you'll own patient acquisition, activation, and retention across our entire platform. You'll build and lead the growth function—spanning performance marketing, lifecycle marketing, growth product, analytics, and conversion optimization—to scale our patient base while maintaining efficient unit economics in a competitive, regulated market.

This role is equal parts strategist, builder, and operator. You'll develop the growth playbook that takes us from thousands to millions of patients, build the team and infrastructure to execute it, and drive the day-to-day execution that hits aggressive growth targets. You'll work at the intersection of healthcare, consumer marketing, and marketplace dynamics—balancing patient trust, clinical quality, and business growth.

This is a high-impact leadership role for someone who has scaled consumer health or marketplace businesses, thrives on data and experimentation, and understands that in healthcare, growth must be built on trust and clinical outcomes, not just performance marketing tactics.

What You'll Do Own the Growth Strategy

Define and execute the patient acquisition and retention strategy across all channels and products Build the growth roadmap aligned with business goals, working backwards from revenue and patient targets Identify and prioritize the highest-leverage growth opportunities (new channels, products, markets, patient segments) Establish growth metrics, goals, and forecasting models that guide investment and decision-making Partner with executive leadership to shape company strategy based on growth insights

Build and Lead the Growth Team

Recruit, hire, and develop a high-performing growth organization (15-30 people across marketing, analytics, growth product) Structure the team for scale: performance marketing, lifecycle/CRM, growth product, analytics, creative/brand Create career frameworks and development paths that attract and retain top growth talent Foster a culture of experimentation, data-driven decision-making, and rapid iteration Build rituals and processes that enable the team to move fast while maintaining quality

Drive Patient Acquisition

Scale efficient patient acquisition across paid channels (SEM, social, display, affiliates, partnerships) Develop and optimize organic growth channels (SEO, content, referrals, community) Build and test new acquisition channels and tactics to diversify patient sources Manage marketing budget and CAC targets across channels, optimizing for LTV:CAC ratios Work with Creative/Brand to develop high-performing ad creative and messaging that converts

Optimize Conversion & Activation

Lead growth product initiatives to improve conversion throughout the patient journey Partner with Product and Design to optimize onboarding, activation, and time-to-first-value Run experimentation programs (A/B tests, multivariate tests) to continuously improve conversion Identify and remove friction in the patient experience from discovery to first prescription Build systems to personalize patient experience based on needs, conditions, and behaviors

Maximize Retention & LTV

Own lifecycle marketing strategy to drive engagement, retention, and LTV Build email, SMS, and in-app campaigns that keep patients engaged with their care Develop reactivation and winback programs for lapsed patients Partner with Clinical and Operations to identify churn drivers and build interventions Create loyalty and referral programs that turn patients into advocates

Establish Growth Operations & Analytics

Build analytics infrastructure to measure, attribute, and optimize across the full funnel Implement experimentation frameworks and statistical rigor for testing Create dashboards and reporting that give the team and leadership real-time growth visibility Develop forecasting models to predict growth and identify risks/opportunities early Partner with Data/Analytics to build patient segmentation, LTV models, and attribution

Navigate Healthcare-Specific Constraints

Ensure all growth tactics comply with HIPAA, healthcare advertising regulations, and platform policies Balance aggressive growth with clinical quality and patient safety Work with Legal/Compliance to navigate restrictions on healthcare marketing and claims Build trust-first messaging that differentiates in a crowded, skeptical market Manage payer relationships, insurance verification, and affordability messaging

What You Bring Growth Leadership Experience

10+ years in growth, marketing, or product roles, with at least 4+ years leading growth teams (10+ people) Track record of scaling consumer businesses from early traction to significant scale (e.g., $10M to $100M+ ARR) Experience owning P&L or growth targets with accountability for CAC, LTV, and payback metrics Proven ability to build growth organizations from scratch or through rapid scaling

Healthcare or Experience in a Heavily Regulated Environment

Experience in a heavily regulated environment OR digital health, telehealth, pharmacy, wellness, or healthcare marketplace businesses Deep understanding of patient acquisition dynamics, insurance/affordability messaging, and healthcare regulations Familiarity with HIPAA, healthcare advertising restrictions, and platform policies (Google, Meta, etc.) Knowledge of obesity medicine, GLP-1s, chronic disease management, or related therapeutic areas is a plus

Performance Marketing Mastery

Expert-level knowledge of paid acquisition channels (Google, Meta, TikTok, affiliates, partnerships) Experience managing $5M+ annual marketing budgets with strong ROI discipline Deep understanding of attribution, incrementality testing, and marketing mix modeling Proven ability to scale channels while maintaining or improving efficiency

Growth Product & Experimentation

Experience driving growth through product improvements (onboarding, activation, conversion funnels) Strong experimentation mindset with rigorous approach to testing and statistical significance Ability to partner effectively with Product and Engineering on growth initiatives Understanding of personalization, segmentation, and lifecycle marketing tactics

Analytics & Data Fluency

Highly analytical with ability to dig into data, build models, and derive insights Comfortable with SQL, analytics tools (Amplitude, Mixpanel, Tableau), and experimentation platforms Experience building forecasting models and using data to guide strategic decisions Can translate complex data into clear narratives for executive audiences

Marketplace or Multi-Sided Platform Experience (Preferred)

Understanding of marketplace dynamics (supply/demand balance, liquidity, network effects) Experience growing both sides of a platform (patients + providers in our case) Knowledge of how to optimize marketplace discovery, matching, and transaction flows

Strategic & Operational Excellence

Strategic thinker who can develop multi-year growth roadmaps and execute quarterly plans Operational excellence in managing budgets, forecasts, and cross-functional initiatives Ability to balance long-term brand building with short-term performance goals Comfortable presenting to board, investors, and executive leadership

Communication & Leadership

Exceptional communicator who can inspire teams, influence peers, and partner with executives Proven ability to build trust and collaborate across Product, Clinical, Operations, and Sales Data-driven but can tell compelling stories that move people to action High emotional intelligence with ability to give direct feedback while building team morale

Startup DNA

Thrives in fast-paced, ambiguous environments where strategies evolve Comfortable rolling up sleeves and doing the work when needed Bias toward action and experimentation over perfection Resilient and energized by building something new in a challenging industry

Application Process We move quickly and respect your time.

Application Review - Submit resume, cover letter, and links to growth work/results Recruiter Screen - 30-minute conversation about your background (includes brief logic question) Hiring Manager Screen - 30-minute conversation Growth Case Presentation - Present a growth strategy or case study to leadership (60-90 min) Onsite Interview - Conversations with cross-functional leaders and CEO Offer - Typically 2-3 weeks from application to offer

Why Mochi We’re building something ambitious, and we know that great teams are the foundation of great companies. At Mochi, you’ll work with collaborative people, move quickly, and help shape the future of our organization. If you’re excited by impact, ownership, and growth, we want to hear from you.

Life at Mochi 💫 At Mochi Health, we believe you do your best work when you feel your best. From thoughtfully designed perks and healthcare options to high-impact work and real ownership, everything here is built to support you.

🥗 Daily Meals and Espresso Bar - Breakfast, lunch, and dinner every weekday. Our on-site barista keeps the espresso and matcha flowing all day

💰 Pre-Tax Commuter Perks - Save on transit and parking through pre-tax commuter benefits

💸 Top-of-Market Compensation - We offer competitive salaries along with generous equity packages so you can share in the success you help create

💣 Profitable and Rapid Growth - We’re scaling fast, with financial discipline and long-term vision. No VC constraints, just sustainable momentum and smart decisions

🚀 High-Impact Work - Help shape the future of digital healthcare. Your work here directly improves lives and scales nationwide

👩‍💻 World-Class Team - Collaborate with teammates from Tesla, SpaceX, Citadel, Harvard, IIT, and more. We value excellence, humility, and empathy in equal measure

✨ Comprehensive Benefits - 401(k) with match, generous time off, life insurance, and high-quality medical, dental, and vision plans.

🌴 Time to Recharge – Enjoy unlimited PTO, generous company holidays, and true flexibility. We trust you to take the time you need to rest, reset, and thrive.

🧘 Wellness First – From weekly mindfulness sessions to group workouts and fitness perks, your physical and mental health are top priority

🎉 Team Socials and Community - We make time to connect through regular socials, happy hours, and spontaneous events. Our stocked kitchen doesn’t hurt either

📍 Downtown SF HQ - Our San Francisco office is just steps from BART, Muni, and great food. It’s designed for deep work and casual collaboration

The base salary for this full-time position ranges from $250,000 to $300,000, in addition to benefits and 50% quarterly performance bonus. The salary range listed in each job posting represents the minimum and maximum targets for new hire salaries across all locations. Actual compensation within this range is determined by various factors, such as job-related skills, experience, relevant education or training, and location.

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