Tribal Health Lead (Sales & Partnerships)

CareMessage

1d•Remote

About The Position

Improving Health Equity One Message at a Time! At CareMessage, our mission is clear: improve health equity for low-income populations across the United States. Every role here connects directly to that purpose. 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 Engine™, 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 22 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. We are a team of people who hold both compassion and accountability. We care deeply about the communities we serve, and we also hold a high standard for performance, collaboration, and integrity. Our ideal team members: Deliver meaningful, measurable results, Invest in their teammates and build trust, Seek feedback and continually grow, Stay steady and solutions-oriented in ambiguity, Lead with integrity and responsibility, Communicate with clarity and empathy. If you are motivated by impact, energized by collaboration, and ready to do some of the most meaningful work of your career, we encourage you to apply. If this sounds like you, we would love to meet you.

Requirements

8–12+ years of experience in healthcare business development, healthcare SaaS sales, health technology partnerships, public health, Tribal Health, or a related commercial role.
Significant professional experience working in or selling to Tribal Health Organizations, Urban Indian Organizations, Tribal Nations, inter-Tribal organizations, IHS-adjacent settings, or Indigenous health ecosystem partners.
Existing relationships across the Tribal Health market and demonstrated ability to build trust with senior stakeholders.
Proven experience generating pipeline and closing complex, multi-stakeholder healthcare deals.
Strong business development instincts, including account prioritization, relationship mapping, partner development, and long-cycle opportunity creation.
Technical fluency in healthcare technology, including EHRs, integrations, patient communication workflows, data exchange, reporting, or population health tools.
Ability to tailor messaging to executive, clinical, operational, and technical stakeholders.
Strong written and verbal communication, with disciplined documentation and internal follow-through.
Comfort with regular travel to maintain firsthand relationships with customers, partners, and the broader safety-net ecosystem, typically 1-2 trips per month for a few days each.
Cultural humility, respect for Tribal sovereignty, and commitment to advancing health equity.
Candidates who have lived experience working or living among tribal populations are strongly encouraged to apply.

Nice To Haves

Experience with patient engagement, population health, care gap closure, outreach automation, interoperability, public health reporting, or EHR-adjacent technology.
Experience selling into or partnering with safety-net healthcare organizations, especially Tribal-focused, FQHCs, rural health organizations, public health agencies, or Medicaid-serving organizations.
Familiarity with Tribal Health governance, funding, procurement, and partnership dynamics.
Experience building a market or segment from an early stage, including messaging, conference strategy, partnership development, and pipeline creation.
Experience with CRM and sales tools such as HubSpot, Salesforce, Gong, LinkedIn Sales Navigator, or similar platforms.
Familiarity with nonprofit, grant-funded, or hybrid revenue models.
Background in scaling or transformation-stage organizations.

Responsibilities

Contribute to CareMessage’s market development strategy for Tribal Health.
Build and manage a targeted account strategy across Tribal Health Organizations, Urban Indian Organizations, inter-Tribal health partners, regional associations, and aligned ecosystem partners.
Use existing relationships and market knowledge to identify high-fit opportunities, partnership pathways, and customer needs.
Develop CareMessage’s point of view on how patient engagement, outreach, reporting, and data capabilities can support Tribal Health priorities.
Represent CareMessage at Tribal Health, Indigenous health, public health, and regional conferences where market presence and relationship-building are important.
Build trust through culturally respectful engagement, strong follow-through, and clear understanding of local context.
Source, develop, and close new Tribal Health opportunities through direct outreach, referrals, partner channels, conferences, and relationship-based business development.
Build and maintain relationships with executive leaders, clinical leaders, operational leaders, IT/EHR stakeholders, and board or governance-adjacent stakeholders as appropriate.
Identify strategic partnership opportunities with organizations serving Tribal Health, including technology partners, public health partners, associations, funders, and regional networks.
Shape opportunities early by understanding customer priorities, funding pathways, operational readiness, procurement processes, and technical requirements.
Develop account and territory plans that translate relationship-building into measurable pipeline and revenue.
Partner with the Chief Revenue Officer on market prioritization, strategic account strategy, and ecosystem partnerships.
Personally own and close new Tribal Health ARR, with annual revenue targets to be finalized based on territory scope and ramp expectations.
Lead complex, high-trust sales cycles from discovery through close.
Conduct strong discovery across executive, clinical, operational, and technical stakeholders.
Build compelling business cases that connect CareMessage’s capabilities to customer goals such as access, care gap closure, patient communication, staff efficiency, reporting, and health outcomes.
Navigate multi-stakeholder decision-making, including budget, procurement, contracting, technical review, and implementation readiness.
Model disciplined sales execution, including account planning, pipeline management, next-step clarity, and timely CRM documentation.
Develop a strong understanding of CareMessage’s product portfolio, roadmap, implementation model, and user workflows.
Translate technical capabilities into clear customer value, including outreach workflows, segmentation, reporting, integrations, data exchange, and patient communication use cases.
Partner with Product, Engineering, Professional Services, and Customer Experience to assess customer fit, implementation complexity, integration needs, and technical feasibility.
Understand common Tribal Health technology environments, including EHRs, data systems, reporting requirements, and interoperability constraints.
Surface market-specific product feedback and help CareMessage understand where Tribal Health customers may have distinct workflow, reporting, data, or implementation needs.
Build trust with technical stakeholders by communicating accurately, avoiding overpromising, and ensuring internal alignment before commitments are made.
Partner with the Chief Revenue Officer and Chief Strategy Officer to ensure our GTM strategy is consistent with CareMessage’s mission, long term vision, and brand.
Maintain a strong view of Tribal Health market trends, funding dynamics, policy changes, technology needs, competitive alternatives, and partnership opportunities.
Translate market insights into practical recommendations for messaging, packaging, pricing, partnerships, and product prioritization.
Partner with Growth Marketing and Product Marketing to develop market-specific messaging, collateral, case studies, conference strategies, and outreach campaigns.
Help CareMessage define what strong market fit looks like in Tribal Health, including ideal customer profiles, adoption risks, technical readiness, and value drivers.
Share structured learnings with internal teams so CareMessage builds durable institutional knowledge about the Tribal Health market.
Partner closely with Customer Experience and Professional Services to ensure prospective customers understand onboarding, adoption, support, and implementation expectations.
Partner with Finance and the Chief Revenue Officer on pricing, discounting, subsidies, grant-funded opportunities, and contract structure.
Partner with Compliance and Legal as needed on data privacy, security, contracting, and risk considerations.
Ensure customer commitments are well-documented and operationally feasible.
Serve as the internal voice of the Tribal Health market while maintaining clear commercial ownership of pipeline and revenue outcomes.

Benefits

Competitive salaries and benefits packages
Paid parental leave for biological and adopted children
18 paid company holidays, including a one week mid-year and one week end-of-year break
9 wellness days
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
Short & long-term disability insurance
$100 per employee yearly wellness budget
PerkSpot: Instant access to discounts on products & services from hundreds of vendors
Volunteerism incorporated in onboarding and encouraged on an ongoing basis