Senior Business Development Manager, Health Systems and PACE

Onward

4d•$145,000 - $180,000•Remote

About The Position

The Senior Business Development Manager leads new business acquisition across healthcare segments, driving revenue through consultative sales and strategic partnerships. This quota-carrying senior individual contributor owns the full sales cycle, from pipeline development and opportunity qualification through contract execution, and partners cross-functionally to support customer handoff and launch. The role is responsible for accurate forecasting, CRM discipline, and market insights that inform go-to-market strategy. The manager will build the health system sales playbook, establish the sales-to-Customer Success handoff standard, and mentor future sales hires without direct reports. The role focuses on Health Systems and Hospitals and PACE programs, with an initial go-to-market priority in Texas. It is remote anywhere in the USA, with travel of up to 30% to 40% for client meetings and conferences. The role reports to the Chief Revenue Officer.

Requirements

At least 7 years of B2B healthcare sales or business development experience, including SaaS products.
Strong understanding of healthcare delivery models, value-based care, and social determinants of health (SDoH).
Ability to manage complex, multi-stakeholder deals from discovery to close.
Skill using CRM tools for pipeline management, forecasting, and reporting.
Excellent written, verbal, and presentation skills, with confidence interfacing with clinical and executive audiences.
Ability to build buy-in across teams without formal authority.
Comfort working in a dynamic, fast-paced, collaborative environment.
Willingness to travel up to 30% to 40% for client meetings and conferences.

Nice To Haves

Experience in health systems, PACE, payers, or care coordination.
Experience working in or selling to Medicaid and Medicare Advantage programs.
Knowledge of non-emergency medical transportation (NEMT) or benefits administration.
Background in healthcare startups or early-stage healthtech companies.
Experience mentoring or onboarding other sellers.
Track record of building or shaping a sales process, playbook, or go-to-market approach adopted by others.

Responsibilities

Own the end-to-end sales cycle for healthcare prospects, including Health Systems, Hospitals, and PACE programs.
Develop and execute outreach strategies, value propositions, and tailored presentations aligned with customer goals such as length of stay, access to care, social determinants of health, cost savings, and compliance.
Respond to RFPs and RFIs, develop pricing models, and negotiate contract terms in collaboration with leadership and legal.
Build and manage a qualified pipeline and meet or exceed quarterly and annual revenue targets.
Define and own the sales-to-Customer Success handoff standard, partnering with Operations and Customer Success to support a smooth post-sale transition.
Lead kickoff meetings and early implementation steps to align internal teams with customer expectations.
Build and own the health system sales playbook, including the ideal customer profile, qualification criteria, discovery framework, and pitch narrative.
Own the go-to-market approach for priority markets, starting with Texas, and present market strategy and target account plans to the CRO.
Lead pricing and packaging recommendations for the health system and PACE segments in partnership with leadership and Finance.
Make the sales approach repeatable for future markets and hires.
Maintain accurate and up-to-date deal stages, close dates, and revenue projections in HubSpot.
Provide regular sales forecasts, pipeline reports, and market feedback to leadership.
Use data and historical trends to improve forecast accuracy and deal velocity.
Partner with Marketing on campaigns, collateral, and thought leadership for healthcare audiences.
Share market insights with Product to inform roadmap priorities and address industry pain points.
Represent Onward at industry events, conferences, and webinars as a brand ambassador and subject matter expert.
Mentor and help onboard future business development and sales hires without formal authority.
Set a calm, steady tone through deal setbacks, long sales cycles, and market ambiguity.