Business Development Director - Healthcare Technology Market (B2B)

IMO Health

1d•$125,000 - $175,000•Remote

About The Position

IMO Health is a clinical data intelligence business focused on digital transformation in healthcare. They use a combination of medical terminology, domain knowledge, and AI to structure and operationalize clinical data for better insights and decision-making. Their intelligence layer captures patient encounters with high completeness and precision. By integrating ethical AI, IMO Health aims to improve data usage across health tech, drug discovery, population health, and payer processes. IMO Health is looking for a Business Development Director to join their Healthcare (Non-Provider) Sales team. This role is crucial for expanding into new markets and accelerating growth. The individual will be responsible for generating new business with healthcare technology organizations, specifically those developing products and solutions that utilize healthcare data, clinical terminology, analytics, or AI. The role involves selling IMO Health’s clinical terminology, data quality, and knowledge graph solutions to companies in healthcare IT, analytics, population health, and emerging AI sectors. This is a 'hunter' role requiring the ability to open new markets, manage complex sales cycles, and use a consultative approach to solve customer problems by understanding their business and technology challenges and aligning them with IMO's capabilities.

Requirements

12+ years of enterprise sales or business development experience, with a strong track record in healthcare and experience selling to healthcare technology organizations.
Strong understanding of the healthcare market and the ability to understand how healthcare data is created, managed, exchanged, and used across technology products and solutions.
Demonstrated success hunting for and closing new business, including experience developing leads, building pipelines, navigating complex sales cycles, crafting proposals, and closing high-value subscription or recurring-revenue accounts.
Current understanding of technology and AI, with the ability to credibly engage customers in conversations about how AI and emerging technologies depend on high-quality, well-structured healthcare data.
Exceptional verbal and written communication skills, with the ability to build credibility and earn trust across technical, business, and executive audiences.
Strong analytical and problem-solving abilities, with the ability to use data and customer insights to shape sales strategies and recommendations.
Self-motivated, proactive, and energized by opening new markets and creating opportunities where there is not yet an established playbook.
Proficiency with Salesforce or a comparable CRM platform and experience using CRM data to manage pipeline and sales performance.

Nice To Haves

Experience with clinical terminology, healthcare data quality, code sets, or the relationships among clinical domains such as medications, labs, and problems is a plus.
Familiarity with knowledge graphs, NLP, or related data/AI technologies is a plus.

Responsibilities

Drive growth by targeting and securing new business opportunities within healthcare IT organizations, effectively positioning IMO Health’s solutions.
Boost revenue by developing and executing strategic sales plans that achieve and surpass financial targets.
Cultivate and manage strong relationships with key stakeholders and decision-makers to expand IMO Health’s client base and strengthen market presence.
Identify and Secure New Opportunities: Proactively identify, qualify, and advance new business opportunities with healthcare technology organizations, from established platforms to emerging AI companies.
Develop Strategic Sales Plans: Build and execute account and territory strategies designed to generate new business and achieve revenue goals.
Understand Customer Needs: Engage with business, product, technology, and executive stakeholders to understand their challenges and connect them to IMO’s clinical terminology, data quality, and knowledge graph capabilities.
Drive Consultative Sales: Navigate complex, solution-oriented sales cycles by developing a clear understanding of customer requirements, addressing objections, and collaborating with internal teams to shape the right solution.
Build Executive Relationships: Establish credibility and trusted relationships with key stakeholders and decision-makers, including C-suite and senior technology and product leaders.
Manage Pipeline: Build and manage a healthy revenue pipeline, ensuring opportunities progress effectively through each stage of the sales cycle.
Present and Communicate Value: Deliver compelling presentations, proposals, and other sales materials that clearly articulate the business and technical value of IMO’s solutions.
Forecast and Report: Maintain accurate forecasts and CRM data while providing clear visibility into pipeline, opportunities, and expected revenue.