Business Development Lead

Tribunus Health•Charlottesville, VA

1d•Remote

About The Position

We are seeking a Business Development Lead (Manager or Director level, commensurate with experience) to join our team as we continue to scale our growth efforts. This is a consultative, insight-driven role, not transactional sales. While Marketing ignites the spark, you carry the torch—managing the entire lifecycle from the first 'hello' to the final signature. We generate warm, qualified opportunities; your role is to engage, guide, and close with sophistication. You’ll work directly with healthcare providers and executive teams, using our proprietary payer pricing data and analytics to uncover opportunities, shape strategy conversations, and ultimately help practices access fair reimbursement. The right person is a strong listener and pattern recognizer, someone who can translate data into a compelling narrative, build trust quickly, and manage relationships with credibility and thoughtful persistence. You should be comfortable navigating nuanced conversations, balancing client needs with internal priorities, and exercising strong judgment about fit. This is not a “volume sales” environment. It’s a place for someone who values long-term relationships, meaningful work, and doing things the right way. The role can be remote, with a preference for candidates based in or near Charlottesville or Richmond, VA.

Requirements

5+ years of progressive experience in business development, sales, or account leadership (healthcare/professional services preferred; startup/SMB a plus).
Relational / Consultative Approach: Demonstrated ability to build trust through curiosity, strong listening, and thoughtful communication.
Strategic Mindset / Pattern Recognition: Ability to quickly understand client context and guide conversations toward meaningful outcomes.
Analytical Competency: Comfort working with data and financial concepts to evaluate opportunities and communicate impact.
Strong Judgment: Ability to assess fit and walk away when a client or scope is not aligned with Tribunus’ model or values.
Team Orientation: Collaborative mindset with respect for internal teams and shared success.
Versatile Communication: Ability to pivot seamlessly between high-level strategic conversations with C-suite/Revenue Cycle leaders and tactical, empathy-led discussions with busy medical providers.
Self-Starter: Ability to identify and focus on the highest value activities each day that will move deals forward and ultimately close business.
Growth-Oriented: Recognizing that to be successful in this role, there will be a steep learning curve to understand what we do and what makes for a successful client outcome. Being comfortable and humble to ask and learn from internal resources and colleagues.

Nice To Haves

Experience in healthcare consulting or working directly with provider organizations.
Familiarity with CRM tools such as Pipedrive.
Experience managing a robust pipeline in a consultative sales environment.
Demonstrated success in a consultative sales environment, with a track record of climbing learning curves in the past or a strong desire to do so.

Responsibilities

Own the Journey: Take full ownership of marketing-generated opportunities, acting as the primary point of contact from the initial discovery call through to the final signature.
Consultative Discovery: Lead deep-dive conversations with prospective clients, ranging from ambitious but time-strapped providers to C-suite executives at multi-state practice groups, to uncover financial pain points and payer dynamics.
Narrative Building: Leverage Tribunus’ proprietary payer pricing data, market context, and team expertise to develop tailored opportunity assessments, translating complex analyses into a clear, compelling “why us, why now” narrative that resonates with financial and operational stakeholders.
Proposal & Pricing Strategy: Own the development of proposals and scopes of work, shaping engagement structure and calibrating pricing to reflect scope, market dynamics, and strategic value, ensuring each opportunity is both compelling to the client and aligned with long-term partnership fit, while also navigating the “internal sale.”
The Close: Manage the final stages of the business development lifecycle, navigating complex negotiations regarding engagement pricing and contractual terms to secure firm commitments.
The Hand-off: Ensure a seamless transition post-close by partnering with our Accounts and Sales Operations team, providing them with the context and documentation needed to set the engagement up for success.
Pipeline Discipline: Maintain a well-organized pipeline in Pipedrive with clear next steps, ensuring accurate forecasting and high internal visibility for leadership.
High-Touch Persistence: Execute consistent, thoughtful follow-up that advances deals through defined stages without sacrificing the relational reality of the process.
Marketing Feedback Loop: Act as a strategic partner to the Marketing team, providing real-world feedback on lead quality and messaging resonance to help refine our growth engine.
Stakeholder Coordination: Drive deals forward by coordinating timelines and deliverables across broad stakeholder groups, balancing internal capacity with client expectations.