Head of DME Business Unit

A profitable, bootstrapped medical technology company is launching an in-house Durable Medical Equipment (DME) supplier operation that will become the company's largest revenue line over the next several years.

Today the work is split across multiple senior leaders as a side project. The channel has been validated, the strategy is set, and the company is ready to put one dedicated leader on it. This is a build-from-near-zero role with a clear revenue target and a real runway.

If you want to take a fragmented operation, turn it into a business unit, and own the P&L, this is that role.

This is where you come in

This is a senior director, GM-style role. You'll own the full business unit, including P&L, payer strategy, revenue cycle, multi-state licensing, compliance, patient intake, and team buildout.

You will inherit a Revenue Cycle Management Director on day one and grow the team from there. You will report to the COO and work cross-functionally with growth, operations, clinical, finance, and legal.

Here's what you'll be doing

• Build the operating plan: Diagnose the current state across RCM, state licensing, Medicaid enrollments, payer contracting, and in-flight initiatives. Deliver a written 90-day execution plan with prioritized milestones, KPIs, and resource requirements.
• Own the business unit: Take full operational ownership of RCM/billing, state licensing and Medicaid enrollments, payer contracting and credentialing, and growth strategy. Clean handoff from existing owners with no dropped balls.
• Build the operating cadence: Establish a weekly leadership meeting, a department scorecard with leading and lagging indicators (claims submitted, approval rate, AR aging, revenue per state), and the supporting rhythms.
• Scale the state footprint: Drive licensing, Medicaid enrollment, and payer go-lives in priority states. Quarterly revenue run-rate should demonstrate a credible path to direct billing across 33% of the U.S. by end of 2028.
• Bring fulfillment in-house: Develop and begin executing a transition plan to bring DME fulfillment and direct billing in-house, reducing dependency on outsourced partners. Maintain continuity of service throughout.
• Build and lead the team: Own the zero-to-one team build: define the capacity plan, hire and onboard the first 1-2 roles (billing specialist, patient intake coordinator), and develop them into a high-performing unit. Set operating rhythm, performance expectations, and team culture from scratch.
• Own compliance: Maintain full compliance with state DME supplier licensing requirements, FDA device classification standards, and payer-specific billing rules across all active states, in accordance with guidance from our Compliance Director.

What success looks like in year one

• A written 90-day plan is in market by Day 30 with clear milestones, KPIs, and resource asks.
• By Day 90, you own all business unit functions cleanly. Existing senior leaders have their time back.
• A weekly leadership cadence and scorecard are live, with leading and lagging indicators driving weekly decisions.
• The state footprint expands on plan, with Medicaid enrollments and payer contracts moving faster than they do today.
• A credible in-house DME fulfillment transition plan is built, sequenced, and underway.
• At least 1-2 new hires are in seat and ramping, with a capacity plan that fits the revenue trajectory.

Here's what we're looking for

Required:

• Has built or helped build a channel, business unit, or company function from scratch or near-zero. You have experience setting up first processes, hiring first team members, and building the first SOPs from nothing.
• 7+ years in strategy consulting, DME or healthcare services operations, or a comparable build-and-scale role. Top-tier consulting background is a plus, not a requirement.
• Direct experience in at least three of the following: revenue cycle management, payer operations, state healthcare licensing, P&L ownership, and team leadership.
• Strong project management discipline. You can scope, sequence, and drive parallel, interdependent workstreams (licensing, payer go-lives, hiring, in-housing) without losing the thread.
• Has managed 3+ direct reports for 2+ years. Comfortable with structured 1:1s, performance management, and hiring into operations roles.
• Comfort with regulatory and compliance detail. You read the rules, implement them, and proactively flag risk.
• Resourceful and creative under ambiguity. The person we'd call first if we had one phone call to solve a hard problem.
• Based in Denver or willing to relocate. In-person collaboration with the leadership team is a meaningful part of this role.

Strongly preferred:

• Has owned a P&L of $3M+ and scaled a business unit from <$1M to $5M+.
• Direct DME, HME, or home-based healthcare operating experience.
• Familiarity with state DME licensing requirements.
• Experience running an EOS-style operating system (L10s, quarterly goals, scorecards) or a comparable system of your own.
• Bachelor's degree; MBA a plus, not required.