Senior Director, Business Development Strategy & Activation

Clarify Health

7d•$150,000 - $175,000•Hybrid

About The Position

Clarify is seeking a Senior Director, Business Development Strategy & Activation to lead pre-sale credibility and market thought leadership for the BD Activation component of their Clarify Success Services. This role addresses the challenge health systems face in optimizing referrals due to a lack of unified FFS+APM intelligence. The successful candidate will serve as a subject matter expert, demonstrating how Clarify's insights can drive measurable impact through existing liaison teams or deployed resources. The position involves three key areas: establishing credibility with health system buyers during the sales process by presenting diligence findings and addressing objections; maintaining active engagement through quarterly business reviews, C-suite presentations, and liaison team coaching; and building Clarify's market position as a leader in contract-aware referral optimization through industry contributions, executive relationships, and translating field insights to product and sales teams. Reporting to the Head of Operations within the Engagement organization, this role acts as the BD strategy subject matter expert bridging Sales and Delivery. Success will be measured by closed outcomes-based contracts that include BD Activation services, with a goal to scale from 2 to 8-10 engagements over the next 24 months.

Requirements

7-10 years of experience with demonstrated progression and increasing responsibility across healthcare strategy, operations, or consulting roles
Deep health system BD domain expertise - has worked in, consulted to, or extensively sold to US health system business development functions (not payers, not pharma, not ASCs)
Fluency in healthcare economics - can explain FFS margin dynamics, APM/VBC contract mechanics (MSSP, ACO REACH, TEAM bundles), and referral leakage analysis methodology
Consultative delivery track record - has led multi-month or multi-year client engagements (not just projects that end after recommendations are delivered)
Coaching and capability building - can describe coaching client teams to adopt new processes and measuring success beyond deliverable completion
Executive presence and objection handling - comfortable presenting to and being challenged by C-suite executives (CFO, COO, Chief Strategy Officer, SVP Business Development)
Outcomes-based accountability comfort - has worked in environments where compensation or success metrics are tied to client results, not just activity
Travel flexibility - comfortable with 30-40% onsite client work (2-3 days/week during active implementations)
Team leadership without formal authority - has successfully influenced and coordinated cross-functional teams, client teams, or matrixed organizations
Direct health system BD operations experience - has worked as a physician liaison, BD manager, BD director, or VP of Business Development at a large health system ($5B+ revenue)
Healthcare consulting background - Advisory Board, Sg2, Chartis, Huron, or similar firms in provider strategy/network development practices
Management consulting training - MBB or Big 4 healthcare practice experience with structured problem-solving and executive communication skills
Professional services leadership - has built or scaled a consulting/services function at a healthcare vendor
Has both sold and delivered consulting engagements - understands how to position value, handle procurement objections, and ensure client adoption
APM program operational knowledge - has analyzed or managed performance under MSSP, ACO REACH, TEAM bundles, or commercial VBC contracts
Referral analytics and patient access - experience with referral management platforms, scheduling tools (e.g., ZocDoc), or physician incentive programs

Nice To Haves

MBA from a top program with a healthcare focus
Has led physician alignment or network development initiatives at health systems
Familiarity with value-based care contracting structures and shared savings calculations
Understanding of MRF (machine-readable files) and rate transparency data for competitive benchmarking

Responsibilities

Serve as the primary commercial partner for Success Services, joining BD and Sales on prospect calls, leading solution demos, and scoping engagement models for health system buyers
Join sales conversations with health system BD and strategy leadership to demonstrate Clarify's consultative delivery capability (not just software features)
Handle objections from sophisticated buyers on attribution methodology, ROI validation, and engagement model differentiation
Present case studies and preliminary diligence findings (e.g., referral leakage analyses) that establish credibility before contract signature
Contribute to proposal development and scoping for outcomes-based pricing models, ensuring delivery feasibility aligns with commercial commitments
Partner with BD leadership to refine pitch materials, demo workflows, and competitive positioning based on field experience
Maintain active involvement in a subset of engagements to stay grounded in delivery realities and keep commercial positioning authentic
Support outcomes-based consulting engagements at health systems, ensuring BD teams capture the referral optimization opportunities Meridian surfaces
Deploy AI-generated playbooks and physician targeting recommendations, coaching health system liaison teams on precision BD execution using patient value indexing
Facilitate evidence-based physician conversations using PCE quality data and contract-aware financial impact quantification, transforming 'please refer to us' into data-driven partnership proposals
Conduct quarterly business reviews with CFO/COO/CSO-level stakeholders, presenting measurable impact against the success fee calculation methodology
Document and standardize delivery playbooks as the engagement model scales from development partners to broader market adoption
Contribute to industry conference presentations, webinars, and case studies demonstrating the tech-enabled outcomes partnership model
Build relationships with health system BD/strategy executives to generate referrals and market validation
Stay current on health system BD best practices, APM program evolution (TEAM, MSSP, ACO REACH), and competitive landscape dynamics
Collaborate with Product and Customer Success teams to translate field insights into platform enhancements and customer onboarding improvements

Benefits

Competitive compensation (base $150-$175K + 15-20% performance bonus tied to customer success milestones + equity)
Quality health insurance
Traditional 401 (k) plan
Vision, dental, disability, and life insurance
Flexible Spending Accounts and Commuter Benefits
Generous PTO
Monthly wellness stipend
A collaborative workplace that will challenge you and celebrate your work
Direct exposure to C-suite health system executives and complex, high-stakes consulting engagements
Clear path to team leadership - building and leading Clarify Success Services function as we scale
Opportunity to define a new category of tech-enabled outcomes partnerships in healthcare
Work alongside mission-driven colleagues committed to improving patient care through better referral orchestration