Sales Lead

CareMessage

12d•$152,166 - $152,166•Remote

About The Position

Join us to Improve Health Equity for 5 Million People! CareMessage is the technology non-profit building the largest patient engagement platform for low-income populations in the United States. Powered by the Health Equity Engineâ¢, the platform enables organizations to combine messaging, data, and interoperability to increase access to care, improve clinical outcomes, and address social drivers of health. With 20 million patients reached since 2013, CareMessage is the only patient engagement solution proven to improve health equity at scale. The team, many with lived experiences in these communities, leverages a nonprofit model to reinvest revenue into impact. CareMessage is the partner of choice for organizations committed to advancing health equity. Who Weâre Looking For We are hiring a Sales Lead (L4) to own sales execution outcomes across new business, renewals, and expansion, while also personally closing a meaningful portion of revenue. This role operates through a team of L3 Strategic Account Managers, who own day-to-day account execution, and is accountable for ensuring CareMessage consistently meets its revenue and retention goals. The Sales Lead blends hands-on selling with execution leadership and operational ownership. This role is accountable for $2M in new business and a 101% Net Revenue Retention target, with the expectation that the Sales Lead will personally close new ARR and drive the remainder through Strategic Account Managers. In parallel, this role owns Deal Desk and Revenue Operations, and Sales Enablement, ensuring that how we sell is disciplined, predictable, and scalable. You will report to the Chief Customer and Revenue Officer and play a foundational role in shaping CareMessageâs commercial engine as we grow. Who You Are You are a senior commercial leader who owns revenue outcomes, not just process. You are comfortable carrying a personal quota while also leading execution through other sellers, and you bring firsthand experience closing complex SaaS deals involving nuanced pricing, contracting, and multi-stakeholder negotiations. You think in systems and standards rather than one-off heroics, using structure and discipline to raise performance across the sales organization. You coach, unblock, and elevate the sellers around you, bringing calm, clarity, and decisiveness to ambiguous situations. Most importantly, you are motivated by building sustainable revenue models that support long-term health equity impact.

Requirements

8â12+ years of experience in SaaS sales, sales leadership, or revenue operations.
Proven experience owning a personal quota while leading execution through other sellers.
Strong background in pricing strategy, contract negotiation, and complex deals.
Analytical, systems-oriented approach to revenue execution.
Ability to lead cross-functionally without formal authority.
Alignment with CareMessageâs mission to advance health equity.

Nice To Haves

Healthcare technology, SaaS, or regulated markets.
Experience working with Strategic Account Managers or similar roles.
Familiarity with nonprofit, safety-net, or hybrid revenue models.
Experience with CRM and RevOps tooling (e.g., HubSpot, Salesforce).
Background in scaling or transformation-stage organizations.

Responsibilities

Own sales execution outcomes across new business, renewals, and expansion.
Be accountable for $2M in new ARR and 101% Net Revenue Retention.
Provide execution leadership, coaching, and deal support to L3 Strategic Account Managers, who own day-to-day account execution.
Set standards for pipeline management, deal strategy, account planning, and forecasting.
Step directly into priority or complex deals when needed.
Use frontline deal experience to continuously improve sales processes and enablement.
Personally own and close at least $750K in new ARR annually.
Lead complex, high-stakes, or strategically important deals from discovery through close.
Model best-in-class sales execution, negotiation, and account strategy.
Translate firsthand selling insights into improvements in pricing, messaging, and tooling.
Own Deal Desk operations, including pricing review, discounting strategy, contract structure, and approval workflows.
Partner with Chief Revenue Officer, finance, or compliance to ensure deals meet margin, compliance, and risk standards while maintaining velocity.
Define approval thresholds, escalation paths, and exception frameworks.
Ensure consistent deal quality across all Strategic Account Managers.
Own the commercial RevOps spine across tools and workflows (CRM, forecasting, approvals, reporting).
Ensure data integrity across pipeline, bookings, ARR, subsidies, and renewals.
Partner with Chief Revenue Officer and RevOps lead on forecasting accuracy and revenue modeling.
Identify friction across the revenue lifecycle and drive process improvements.
Collaborate with Chief Revenue Officer on sales operations inputs including territory design, quota inputs, capacity planning, and compensation support.
Own sales enablement in partnership with Growth Marketing and Product Marketing.
Develop onboarding, ramp, and ongoing training for Strategic Account Managers.
Equip sellers with clear pricing guidance, messaging, competitive context, and deal tools.

Benefits

We compensate fairly and equitably
Flexible work hours; fully remote team
We believe in equal work for equal pay: all team members performing the same role at the same level are paid similarly, regardless of where they are in the world
Paid parental leave for biological and adopted children
Half-day Fridays, every Friday
18 paid company holidays, including a one week mid-year and one week end-of-year break
9 wellness days to be used for self-care- or anything that comes up in life
15 days of PTO
1-month (20 working days) paid sabbatical after the 4-year anniversary, and every 4 years thereafter
Generous medical, dental, and vision insurance for employees and their families
Health Savings Accounts and Flexible Spending Accounts
401k retirement plan
Short & long-term disability insurance
$100 per employee yearly wellness budget, with flexibility to spend on physical, emotional, and mental wellness resources
PerkSpot: Instant access to discounts on products & services from hundreds of vendors
Annual budget for professional and personal development (webinars, online courses, books, and more)
Volunteerism incorporated in onboarding and encouraged on an ongoing basis