Director of Performance Marketing

About Pair Team Pair Team is a public benefit company reimagining care for the safety net. As an AI-enabled medical group for Medicaid and Medicare, we deliver medical, behavioral, and social care by integrating shelters, pantries and other community-based organizations into our whole-person model. As California’s largest complex care provider, we’ve proven our impact to reduce avoidable emergency care, including a 52% and 26% reduction in ER visits and hospitalizations respectively. Once scaled nationally, our approach would save tax payers $150B per year. With our years of experience and vast data collected, we are now building an AI platform that embeds social work agents across the safety net to truly unify our fragmented healthcare and welfare system. By scaling our country’s frontline medical and social services workforce, we aim to bring high-touch care to everyone. At Pair Team, we’re not just delivering care—we’re transforming it. We’re building a future where high-touch, community-driven care is accessible to everyone, especially the most underserved. Forbes:  For Pair Team, Accessibility Is About Delivering Healthcare To Those Who Need It The Most TechCrunch:  Building for Medicaid’s regulatory moment with Neil Batlivala from Pair Team Journal of General Internal Medicine:  A Novel Intervention for Medicaid Beneficiaries with Complex Needs About the Opportunity As Director of Performance Marketing, you will own Pair Team’s direct-to-patient acquisition engine across Medicaid (Enhanced Care Management) and Medicare. You will run paid, earned, and owned channels end to end, manage a media budget and own the unit economics — CAC, eligibility rate, reach rate, and LTV:CAC — that make growth durable. Your north star is efficient, predictable patient acquisition. This is a hands-on operator role for someone who is comfortable owning a number. You will set channel strategy and lead campaigns, build the measurement infrastructure that connects ad spend to downstream enrollments alongside BizOps and Data Engineering, and design the programs that lift reach and conversion across our existing lead base. You will diversify beyond our existing paid channel mix by standing up new channels with disciplined test budgets and kill criteria, and push the frontier on automation — including agentic systems that optimize spend against capacity constraints. You will partner closely with Business Operations on forecasting and pacing, with Brand & Creative on the creative that lowers CAC, with Growth Products on intake and eligibility automation, and with Clinical and Operations on eligibility nuance and capacity. You will protect compliance and patient trust at every step. This is a fully remote position reporting to the SVP of Growth & Marketing. What You’ll Do Paid Media Strategy & Channel Management Own media strategy and budget allocation across all paid channels — Google Search and PMax, Bing, Meta, YouTube/Demand Gen — mapped to daily, weekly, and monthly goals, and the pacing required to hit them. Drive blended and channel CAC down while protecting volume; own CAC, cost per eligible lead, and spend efficiency as the metrics reported against every day. Diversify the channel mix by standing up and proving new paid channels (e.g., TikTok, Reddit, Nextdoor, Quora, OOH, CTV) with defined test budgets, success metrics, and kill criteria, and scale the winners. Run rigorous experimentation across creative, offers, keywords, audiences, and bidding — including third-party household-income audience overlays to reach Medicaid-eligible populations and value-based bidding weighted toward attestations. Manage agency, creative, and data-vendor relationships to scale output Full-Funnel Measurement, Attribution & Unit Economics Ongoing ownership of a HIPAA-compliant Customer Data Platform and down-funnel event piping so ad platforms optimize toward appropriate funnel events. Build and maintain clear dashboards for volume, conversion, revenue, CAC, and LTV:CAC, with daily and intra-day reporting where necessary. You will help maintain alerting systems by partnering with analytics to house full-funnel data in Looker and Snowflake. Unlock cross-channel attribution and incrementality measurement so the marginal dollar always flows to the lowest marginal cost per attestation. Conversion Rate Optimization & Experimentation Partner with Brand & Creative to run landing-page experiments including testing social proof, video testimonials, conversational/first-party intake flows, and bilingual experiences. Set test-design standards and analyze lift with statistical discipline, prioritizing the funnel points (eligibility and reach) with the highest leverage. Forecasting, Pacing & Capacity Interlock Partner with Business Operations on the growth model and forecast across Medicaid and Medicare service lines and translate targets into a capacity-aware pacing plan. Never pace acquisition ahead of servable capacity; flag any payor where CAC runs significantly above target for investment or diagnosis, in lockstep with Care Ops on the weekly capacity-vs-goal review. Contribute to retention and engagement levers (cohort analytics, at-risk identification, reactivation) that protect patient-level LTV-to-CAC. Automation & Growth Engineering Push automation into the acquisition stack — including agentic systems (e.g., Claude Code) that optimize a meaningful share of ad spend against capacity and efficiency constraints. Partner with Growth Products on intake flows and eligibility-check automation so higher-quality leads enter the funnel faster and at lower cost. Compliance & Trust Ensure all growth and outreach respect HIPAA, payer rules, CMS/Medicare marketing requirements, and applicable phone and SMS regulations — protecting patient trust as the program scales across programs and states. What Success Looks Like in 6–12 Months A reliable, multi-channel