Business Development Manager

Role Overview

• Own the early-stage advancement of opportunities from Qualify → Discovery, and as proficiency grows, Discovery → Evaluation.
• Execute solution-specific Sales Playbooks to ensure all exit criteria are met before handoff.
• Capture and document discovery answers (via email, prep, or call notes) to support progression.
• Execute warm handoffs of qualified opportunities to AVPs with complete and accurate context.
• Run multi-channel outreach across email, LinkedIn, and administrative calling to activate early interest and secure meetings.
• Engage cold accounts or pre-qualified accounts to generate first conversations for AVPs from Ideal Customer Persona (ICP) accounts.
• Conduct inbound lead triage and fast follow-up for prospects engaging with marketing assets or events.
• Call clinical and operational office lines or executive assistants to schedule meetings and coordinate access.
• Partner with AVPs to tailor account-specific ABM plays using provided templates and messaging frameworks.
• Customize persona-based outreach sequences and messaging for specific territories and strategic accounts.
• Maintain and continuously refine Sales Navigator filters to ensure the right personas and accounts stay in focus.
• Build and maintain relationship maps at the opportunity and account level to track influence, organizational structure, and decision pathways.
• Ensure all relevant contacts are captured, enriched, and updated within Salesforce.
• Manage account specific paperflite landing pages for prospect accounts.
• Participate in early discovery calls (typically led by the AVP) to gather essential account context, pain points, and opportunity signals.
• Take clear, structured notes and capture the information required to satisfy discovery-stage exit criteria.
• Conduct light pre-call research to support AVP preparation and call strategy.
• Create v1 slideware or call prep materials using approved templates and automation tools for Qualify and Discovery conversations.

Requirements

• 2–5 years in business development, inside sales, account development, sales support, or SDR roles — preferably in B2B enterprise software, healthcare, or complex technical sales environments.
• Demonstrated success securing meetings, activating dormant accounts, or advancing early-stage pipeline.
• Proficiency with Salesforce, LinkedIn Sales Navigator, and outbound sequencing/cadence tools.
• Excellent verbal and written communication skills; comfortable reaching out to new stakeholders and handling gatekeepers.
• Strong organization and note-taking skills; able to manage multiple accounts and opportunities simultaneously.
• High resilience, persistence, and comfort engaging in outbound motions.
• Ability to understand complex healthcare operations concepts (training provided, but curiosity is required).

Benefits

• Open Paid Time Off
• Paid parental leave
• Professional development
• Wellness and technology stipends
• Generous employee referral bonus
• Employee stock option awards