Original listing text, shown exactly as published by the company.
About the Role
We are scaling our health system go-to-market and need a coach to lead it. As our first Manager of Business Development, you will own the strategy, structure, and execution of our outbound BDM function — hiring and developing a team of Business Development Managers who open net-new health systems and IDN accounts, and partnering tightly with AEs and leadership to build a repeatable, high-quality pipeline engine.
This is a builder role. You will inherit a greenfield motion and be expected to bring the structure, the playbook, and the judgment to make it work. You are someone who has done the IC work — you know what great outbound looks like from the inside — and are now ready to multiply that impact through a team.
What You’ll Do
- Team Leadership & Development
- Hire, onboard, and develop a team of BDMs focused on health systems and IDN accounts — setting a high bar from the first interview to the first meeting booked.
- Run a weekly rhythm of 1:1s, pipeline reviews, and call coaching that sharpens rep performance and maintains pipeline visibility.
- Identify skill gaps and design targeted coaching interventions; create a culture where feedback is expected and welcomed.
- Strategy & Playbook Ownership
- Define and maintain the BDM playbook: Outreach sequencing, persona-level messaging, and qualification criteria.
- Translate market, product, and competitive signals into outreach strategy — keeping the team’s approach current and differentiated.
- Partner with AVPs and Health System Sales leadership to align on account coverage, handoff quality, and pipeline conversion expectations.
- Collaborate with Marketing on campaign strategy, content, and intent signal activation to maximize the team’s outbound effectiveness.
- Pipeline & Performance Management
- Own BDM pipeline targets: set individual and team quotas for meetings, qualified opportunities, and pipeline dollar contribution.
- Monitor leading indicators (activity, sequence performance, conversion rates) and act on trends before they become misses.
- Maintain rigorous CRM hygiene standards (Salesforce); ensure the team’s data is accurate enough to drive reliable forecasting.
- Report pipeline health, funnel metrics, and team performance to Sales leadership on a regular cadence.
What We’re Looking For
- 3+ years of B2B sales experience, with at least 1+ years in a people management role leading BDM or SDR teams in SaaS.
- Demonstrated track record of hitting or exceeding team pipeline and meeting targets in an outbound-heavy environment.
- Prior IC experience as a top-performing BDR, SDR, or AE — you have credibility in the craft because you did it.
- Analytical rigor: comfortable in Salesforce, familiar with funnel metrics, and able to derive coaching insights from data.
- Collaborative, low-ego leader who builds trust quickly with peers, reps, and senior stakeholders alike.
Strong Plus
- Prior experience managing BDMs or SDRs targeting health systems, IDNs, or provider-side healthcare organizations.
- Prior experience selling into or managing a team selling into enterprise or mid-market health systems.
- Hands-on experience with EHR ecosystems (Epic, Oracle Health/Cerner) or contact center platforms (Genesys, NICE, Five9).
