Overview
The Sr. Manager of Sales & BDM Execution is responsible for defining and driving the playbooks, tools, and execution discipline that enable Sales, Customer Success, and in-market Business Development Manager (BDM) teams to perform at a high level.
This role focuses on how we win, ensuring teams operate with clear, repeatable approaches—from initial engagement through proposal and close, and from provider outreach through care start activation. The Sr. Manager partners closely with Sales, Customer Success, BDMs, Marketing, and Performance Management to improve conversion, consistency, and effectiveness in the field.
Core Mandate
Drive consistent commercial execution by:
Building practical, repeatable sales and provider engagement playbooks
Strengthening proposal development and follow-through discipline
Improving conversion through better execution at key moments
Equipping teams with tools and guidance that drive real field behavior
Aligning Marketing and Sales around a clear, differentiated value story
Responsibilities
Sales & Customer Success Playbook Strategy
Design and deploy field-ready playbooks for Enterprise Sales and Customer Success that standardize how we win health plans, activate customers, and generate provider referrals.
Define practical, end-to-end workflows that guide teams through opportunity progression, proposal development, and high-impact provider outreach.
Enterprise Pipeline & Deal Execution
Standardize the sales journey by clarifying expectations at every stage (from Discovery to Contracting) and providing the frameworks (Discovery, Solution Alignment, etc.) needed to increase conversion.
Drive pipeline hygiene and reporting in partnership with Performance Management to provide clear growth insights for the senior executive team and Board of Directors.
Identify and resolve deal friction by analyzing common breakdowns in progression and coaching sales leaders on practical execution.
BDM & Provider Engagement Enablement
Optimize the BDM model by creating clear guidance for provider engagement, improving the quality of outreach, and making it easier for providers to refer patients.
Improve field effectiveness by identifying gaps in consistency and introducing workflows that turn contacts into active referring providers.
Proposal Strategy & RFP Coordination
Elevate our competitive edge by establishing a consistent approach to RFPs, ensuring HP/HS-specific content is delivered on time with a clear articulation of value.
Refine the follow-through process, including structured stakeholder re-engagement and objection handling to move proposals toward signatures.
Tools Cross-Functional Alignment
Equip the field with essential resources, selecting and managing the tools (referral workflows, sales engagement tech) that align with how our teams actually work.
Strengthen the value story by partnering with Marketing to ensure our messaging resonates with health plans, health systems and providers, and sharing field insights to improve campaigns.
Foster a culture of continuous improvement by building a feedback loop between Sales, Clinical, and Product teams to refine our strategy based on real-world performance data.
Qualifications
10+ years of experience in Commercial Operations, Sales Enablement or Proposal Management ideally in healthcare or digital health
Proven track record of building sales playbooks that improve execution and conversion
Experience supporting enterprise sales cycles, particularly with health plans and health systems
Experience with proposal strategy and RFP coordination
Strong understanding of enterprise health plan marketing and sales
Ability to translate strategy into practical, field-ready execution
Strong cross-functional collaboration and communication skills
Success Metrics
Improved consistency and effectiveness of sales and BDM execution
Increased proposal quality and follow-through discipline
Improved conversion at key points in the sales and provider engagement process
Strong adoption and use of playbooks and tools
Positive feedback from Sales, CS, and BDM teams on usability and impact
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