Head of Go-to-Market, AI Care Operations

AI Care Operations (previously Sword Intelligence), is Sword's AI care management division. We don't deliver a clinical program to members. We deploy AI Care Managers, trained on more than 14 million real care interactions, to run the operations of providers, payers and national health systems.

It started as an internal problem. On the way to freeing over a million people from pain, Sword hit the same wall every healthcare organization does: we didn't have enough hands to scale the care we needed to provide. Instead of hiring our way out, we built AI to do it, certified it for clinical use, and ran it in our own operations before offering it to anyone else.

Today we sell two families of solutions:

• Triage — a certified Clinical Triage Line that guides every patient to the right care, 24/7, across voice and digital channels.
• Care Orchestration — care navigation, population health campaigns (screenings, vaccinations, medication adherence), surgery prehab and rehab, and readmission prevention.

We've announced a partnership with the Hellenic Ministry of Health to build an AI-powered front door for Greece's 10 million citizens, and we work with other national health systems, health plans and providers across the US and Europe. The US is now our biggest growth opportunity, and this role is central to capturing it.

The role

We are hiring a Head of Go-to-Market for AI Care Operations in the US. The role sits at the intersection of product marketing, competitive intelligence and commercial enablement. It is one of the leadership roles on the AI Care Operations team, reporting to the General Manager.

Here's the opportunity. "AI agents for healthcare" is one of the most crowded categories in the market right now. Voice AI startups, EHR vendors, care management platforms and outsourcers all claim to automate care operations, and to a buyer they can sound alike. Very few of them have certified medical devices, national-scale partnerships, or AI proven on hundreds of thousands of their own members before it was sold to anyone else. We have all three. Your job is to make that difference unmistakable.

You will own three things:

1. Make our value impossible to miss. Build the narrative, positioning and competitive differentiation that make it obvious why AI Care Operations is categorically better than AI point solutions, legacy nurse lines and call centers, and the care management platforms buyers already have. That means the core messaging architecture across Triage and Care Orchestration, positioning by buyer (health plan, health system, value-based care, employer, government), battle cards, ROI frameworks, and the demos and proof that move a skeptical COO or VP of Care Management.
2. Make sure the commercial team can tell that story. Sword's segment sales teams sell many solutions and can't be experts in all of them. When the health plan team is in front of a Medicare Advantage plan, or the employer team is pitching a front door for a self-insured population, they come to you to scope the workflows, walk the buyer through how the agents actually work, and answer the hard questions on safety, integration and ROI.
3. Find, surface and pursue the opportunities. You will canvass the US and international markets systematically for the accounts, RFPs, procurements, contract renewals and budget signals that would otherwise go unnoticed: a health plan rebuilding its care management operation, a health system under readmission penalties, a state agency tendering a nurse line. You'll use AI tooling to do this faster and wider than a traditional GTM team could, then partner with the relevant segment leader to make sure each opportunity is pursued and won.

AI proficiency at Sword

AI fluency is a core expectation at Sword, and every candidate is assessed against our three-level framework: Explorer (uses AI daily for personal productivity), Builder (creates workflows and tools that lift the whole team) and Integrator (embeds AI into products and processes at scale). This role requires Builder at minimum. Come ready with real examples.

What you'll be doing

• Core positioning, messaging house and narrative architecture for AI Care Operations and each of its solutions
• The category story: why AI care management that does the work beats both headcount and AI tools that only assist the people doing it
• Competitive intelligence and battle cards across voice AI and agentic AI vendors, nurse line and call center outsourcers, and care management platforms
• Buyer-facing materials: one-pagers, ROI and capacity calculators, demo scripts and recorded agent calls, case studies, RFP response library, sales decks
• Proof architecture: turning deployments into case studies and outcome metrics (contacts handled, cost per interaction, gap closure, time to care, readmissions) that a CFO will sign off on
• Solution specialist team (direct reports), paired with segment sales reps across health plans, health systems, value-based care, employers and government
• Sales and customer success enablement: training, playbooks, discovery guides, certification on each solution
• Market opportunity mapping and systematic canvassing across US segments, with a lighter watch on international tenders
• Message consistency across Sword's commercial segments and geographies, including where AI Care Operations is sold as part of the broader AI Care platform
• Voice of the market into product: what buyers ask for, where we lose, and what competitors are shipping

We'd love to see

You are currently at, or recently from, a Lead, Head, Director or VP-level GTM or product marketing role where you owned the full stack: launching products, positioning, competitive differentiation, sales enablement and market strategy. You've built things that measurably changed how deals were won.

You can sell something that isn't a product category yet. AI Care Operations is bought by operations leaders, not benefits leaders, and it competes with a budget line (headcount, outsourcing) as much as with other vendors. You know how to make the case that replacing work is different from adding a tool, and you can tell a clean story across several solutions without it sounding like a platform pitch that means nothing.

You think in first principles. Faced with a new buyer, your instinct is to ask what operational problem they actually have, why our agents solve it better than more staff or another vendor, and what evidence would make a skeptical COO believe it. You don't reach for a template.

You are genuinely AI-fluent, not performatively. You've built your own workflows and loops with AI tools for market intelligence, opportunity canvassing and competitive research. You'll also be selling AI, so you need to understand how our agents work well enough to explain their limits honestly.

You write well and think clearly. Your materials are the kind a VP of Care Management reads and thinks "these people have run a care operation."

You are close to the field. You've sat in on deals, heard objections live, and changed your strategy because of what buyers said rather than what you assumed.

Requirements

• 7+ years in product marketing and/or GTM, with clear ownership of positioning and competitive strategy, and current or recent Lead, Head, Director or VP scope
• Demonstrated ownership of all three: product marketing and positioning, GTM strategy, and sales, field or revenue enablement
• Experience selling to operational buyers (COOs, VPs of operations or care management, contact center leaders) rather than only end users or benefits teams
• Evidence of working cross-functionally with sales and customer success, not only corporate marketing, and of building competitive intelligence from scratch rather than inheriting it
• Based in the US

Strong signal backgrounds

• B2B healthcare software and AI companies with strong commercial engines selling to health systems and payers
• Medical device and health technology companies that sell regulated, certified products into providers and payers
• Automation and AI companies whose products replace operational work
• Has positioned an AI or automation product that replaces labor, and built ROI cases a CFO accepted
• Has built competitive displacement narratives that demonstrably changed win rates
• Has used AI tooling to drive market canvassing and opportunity identification at scale
• Experience with multi-solution, multi-segment GTM, including public sector procurement

How success is measured

This is not a quota-carrying role, but it is not a soft one. You'll be held to:

• Qualified pipeline sourced from your canvassing, by segment and pillar
• Competitive win rate, and win rate on deals where a solution specialist was involved
• Bookings influenced across health plans, health systems, value-based care, employers and government
• Sales cycle length from first meeting to signed pilot or contract
• Enablement adoption: how many reps can pitch, demo and handle objections on each pillar without help

This role can sit remotely and the compensation range will be adjusted to accurately reflect the country in which the candidate resides