Director of Business Development

About the Role

This is a front-line growth role. You are not inheriting the pipeline; you are building it.

As Director of Business Development, you will own top-of-funnel activation through conversion across employer markets and health system markets. Your days will be spent prospecting, qualifying, engaging buyers, and closing early wins. You’ll help define what resonates, which segments convert, and how we win trust in a noisy market.

This is a high-energy, customer-facing role for someone who loves opening doors, shaping conversations, and turning interest into action.

• Proactively source, engage, and qualify employer and health system prospects through outbound, warm intros, events, and partnerships.
• Build and manage a healthy, moving pipeline from first touch to signed agreement.
• Identify priority buyer personas (HR, Benefits, Population Health, Oncology, Care Management, Innovation, Clinical Ops) and tailor outreach accordingly.
• Test messaging, channels, and approaches to uncover what converts fastest.

• Lead discovery conversations with employers to understand pain points, priorities, and readiness.
• Navigate multi-stakeholder buying processes with clinical, operational, and economic decision-makers.
• Clearly articulate value, differentiate offerings, and guide prospects toward next steps.
• Own the sales process from first conversation through close for early-stage deals, pilots and proofs of value.
• Partner with VP and internal teams to structure pilots, early contracts and initial implementations.
• Build trusted relationships with HR, benefits, and employer decision-makers.
• Build trusted relationships with health system stakeholders (clinical leaders, population health, oncology, care delivery, innovation).
• Represent the company in live conversations, demos, industry events, and virtual meetings.
• Bring back real-time market insight on objections, buying signals, clinical insights and decision dynamics.
• Help shape employer- and provider-specific messaging and positioning based on field learnings.

• Track funnel activity, qualification rates, conversion metrics, and deal progression across both markets.
• Surface what’s working and what’s not, quickly and transparently.
• Partner with marketing, product, and operations to improve targeting, qualification, onboarding, and early customer experience.
• Help define repeatable plays for outbound, inbound follow-up, and conversion.

• Close early employer and health system deals that establish traction and proof points.
• Support pilots and early implementations to ensure smooth handoffs and customer confidence.
• Contribute to forecasting and growth planning through real pipeline intelligence.

Base Salary: $125 - $160K, with an OTE target of $180-$200K weighted on:

• Qualified pipeline created
• Pilots launched

Bonus:
Equity:
Commensurate with the role/level (details shared during offer letter stage)

Benefits:
Competitive benefits package (details shared during interview process)