Senior Business Development Manager, Health Systems – PACE

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead efforts to acquire new business within healthcare segments and drive revenue growth through consultative sales and strategic partnerships.

• Manage the entire sales cycle, from developing the pipeline and qualifying opportunities to executing contracts.

• Create and implement outreach strategies, value propositions, and customized presentations that align with customer objectives.

• Address RFPs and RFIs, construct pricing models, and negotiate contract terms with leadership and legal teams.

• Build and oversee a qualified pipeline, aiming to meet or exceed quarterly and annual revenue goals.

• Define and manage the standard for the sales-to-Customer Success handoff.

• Facilitate kickoff meetings and initial implementation steps to ensure internal teams are aligned with customer expectations.

• Develop and maintain the health system sales playbook, which includes ideal customer profiles, qualification criteria, discovery frameworks, and pitch narratives.

• Own the go-to-market strategy for priority markets, beginning with Texas.

• Present market strategies and target account plans to the Chief Revenue Officer.

• Lead recommendations for pricing and packaging for health system and PACE segments.

• Ensure accurate CRM deal stages, close dates, and revenue projections are maintained in HubSpot.

• Provide sales forecasts, pipeline reports, and market insights to leadership.

• Utilize data and historical trends to enhance forecast accuracy and deal velocity.

• Collaborate with Marketing on healthcare campaigns, collateral, and thought leadership initiatives.

• Share market insights with the Product team to guide roadmap priorities.

• Represent Onward at industry events, conferences, and webinars.

• Mentor and assist in the onboarding of future business development and sales hires without formal authority.

• Maintain a calm and steady demeanor during deal setbacks, prolonged sales cycles, and market uncertainties.

⛳️ Requirements

• At least 7 years of B2B healthcare sales or business development experience, particularly with SaaS products.

• Experience with health systems, PACE organizations, payers, or care coordination is strongly preferred.

• Proven track record of building or refining a sales process, playbook, or go-to-market strategy that has been adopted by others.

• Strong comprehension of healthcare delivery models, value-based care, and social determinants of health (SDoH).

• Capability to manage complex, multi-stakeholder deals from discovery to closure.

• Proficient in using CRM tools for managing pipelines, forecasting, and reporting.

• Exceptional written, verbal, and presentation skills.

• Comfortable engaging with clinical and executive audiences.

• Ability to foster buy-in across teams without formal authority.

• Comfortable working in a dynamic, fast-paced, and collaborative setting.

• Willingness to travel 30% to 40% for client meetings and conferences.

• Experience in working with or selling to Medicaid and Medicare Advantage programs is a plus.

• Familiarity with non-emergency medical transportation (NEMT) or benefits administration is a plus.

• Background in healthcare startups or early-stage healthtech companies is a plus.

• Experience mentoring or onboarding fellow sellers is a plus.

🏝️ Benefits

• Unlimited PTO.

• 12 Paid Company Holidays.

• 401k with a 5% match.

• Competitive health and benefits plans.

• Employee Assistance Program.

• Remote work arrangement.

• Incentive structure with an OTE range of $145,000 to $180,000.