Manager of Business Development & Sales

Key Responsibilities

Business Development & Sales Execution

• Drive new business development with provider organizations, including hospitals, health systems, and ambulatory groups
• Leverage an existing book of business and industry relationships to accelerate pipeline creation and early deal conversion
• Manage a pipeline of mid-to-large provider opportunities from initial outreach through contract execution
• Support complex sales cycles involving clinical, IT, finance, and executive stakeholders
• Develop tailored value propositions that address provider pain points such as efficiency, quality, compliance, and financial performance

Account & Relationship Management

• Build and maintain strong relationships with provider decision-makers and influencers
• Support onboarding and early expansion of new customers in collaboration with implementation and customer success teams
• Identify upsell and cross-sell opportunities within existing provider accounts

Go-to-Market Support

• Contribute to provider-focused go-to-market strategies, messaging, and sales enablement materials
• Collaborate with marketing, product, and clinical teams to align offerings with provider needs
• Assist in responding to RFPs, RFIs, and procurement processes common to provider organizations

Market & Industry Insight

• Stay current on provider industry trends, including care delivery models, reimbursement pressures, and regulatory requirements
• Track competitive offerings and provide market feedback to inform product positioning and roadmap decisions
• Represent the organization at provider-focused conferences, events, and customer meetings

Qualifications

Required

• 5–8+ years of experience in healthcare technology sales or business development
• Demonstrated success selling to provider organizations (health systems, hospitals, or physician practices)
• Proven ability to build and convert pipeline quickly, closing complex, multi-stakeholder deals in regulated enterprise environments
• Understanding of provider workflows, clinical operations, and healthcare IT buying processes
• Experience managing multi-stakeholder sales cycles
• Strong communication, presentation, and relationship-building skills

Preferred Attributes

• Experience with SaaS, digital health, data analytics, interoperability, or EHR-integrated solutions
• Familiarity with provider procurement, contracting, and RFP processes
• Prior experience mentoring junior sales or BD team members
• Bachelor’s degree required; MBA or advanced degree a plus

Key Competencies

• Consultative selling and solution positioning
• Healthcare domain knowledge (provider side required, other domains preferred)
• Pipeline management and forecasting
• Cross-functional collaboration
• Ability to operate independently in a fast-paced environment