Senior Business Development Manager, Health Systems and PACE

Reports To: Chief Revenue Officer

Location: Remote (Anywhere USA)

Pay Range:  $125,000 to $150,000

OTE range with Incentive Structure: $145,000 to $180,000

About the role

As Senior Business Development Manager, you will lead new business acquisition efforts across healthcare segments, driving revenue growth through consultative sales and strategic partnerships. You’ll own the full sales cycle from pipeline development and opportunity qualification through contract execution and will work cross-functionally to ensure successful handoff and launch with our Customer Success team.

You’ll  be responsible for accurate forecasting, maintaining CRM discipline, and contributing insights that shape our go-to-market strategy. This is a quota carrying role suited to a motivated, healthcare-savvy professional who thrives in a mission-driven, high-growth environment.

You’ll also build the health system sales playbook, own the sales-to-Customer Success handoff standard, and mentor future sales hires. This is a senior individual contributor role with no direct reports.

What you'll do

Sales & Business Development

• Own the end-to-end sales cycle for healthcare prospects (Health Systems & Hospitals, and PACE programs)
• Develop and execute outreach strategies, value propositions, and tailored presentations aligned with customer goals (e.g., LOS, access to care, SDoH, cost savings, 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 consistently 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 ensure a smooth handoff post-sale  
• Lead in kickoff meetings and early implementation steps to align internal teams with customer expectations

Sales Strategy & Playbook 

• Build and own the health system sales playbook: 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 approach repeatable, so the next market and the next hire start from what you built

Forecasting & CRM Discipline

• Maintain accurate and up-to-date deal stages, close dates, and revenue projections in the CRM, Hubspot. 
• Provide regular sales forecasts, pipeline reports, and market feedback to leadership
• Use data and historical trends to improve forecast accuracy and deal velocity

Cross-Functional Collaboration

• Partner with Marketing to develop campaigns, collateral, and thought leadership tailored to 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

Mentorship

• Mentor and help onboard future business development and sales hires, without formal authority
• Set a calm, steady tone for the team through deal setbacks, long sales cycles, and market ambiguityDescribe the specific responsibilities and job functions of the role

Qualifications

• 7+ years of B2B healthcare sales or business development experience, including SAAS products (health systems, PACE, payers, or care coordination strongly preferred)
• Track record of building or shaping a sales process, playbook, or go-to-market approach that others adopted
• 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
• Skilled at using CRM tools for pipeline management, forecasting, and reporting
• Excellent written, verbal, and presentation skills; confident interfacing with clinical and executive audiences
• Builds buy-in across teams without formal authority
• Comfortable working in a dynamic, fast-paced, and collaborative environment
• Willingness to travel up to 30% to 40% for client meetings and conferences

Nice to Have

• 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

Why Join Onward?

• Impact-Driven Work: Help revolutionize transportation for those who need it most.
• High-Growth Environment: Be part of a fast-paced, rapidly scaling company.
• Shape How We Sell: Build the health system sales motion our team will grow on.
• Customer-Centric Culture: Work closely with mission-driven partners making real-world impact.

We Offer

• Unlimited PTO
• 12 Paid Company Holidays
• 401k with 5% match
• Competitive health and benefits plans
• Employee Assistance Program

If you're excited about building healthcare partnerships, making a difference in healthcare and transportation, and being part of a dynamic, mission-oriented team, we'd love to hear from you!