Business Development Managers (BDMs) play a critical role in creating early-stage pipeline and advancing opportunities within enterprise provider accounts. This role bridges marketing-generated demand (“MQL”) and sales-driven evaluations by owning the motions that move opportunities from Qualify → Discovery, and later, as they ramp up, Discovery → Evaluation in partnership with AVPs.

The BDMs will engage in omnichannel lead generation—email, LinkedIn, and administrative calling—to activate cold or stalled accounts, warm target personas, and secure meaningful early conversations. They will partner closely with AVPs to tailor account-based programs for priority systems, execute targeted plays using solution-specific Sales Playbooks, and ensure exit criteria are met to progress opportunities.

This individual partners closely with Sales, Marketing, and Product teams to gather discovery insights, build relationship maps, capture exit-criteria–aligned intel, and drive early traction that sets AVPs up for success.

This is a high-impact, visible role for someone who is persistent, operationally excellent, highly organized, and comfortable navigating complex provider organizations.

Key Responsibilities

Opportunity Advancement (Primary Focus)

• 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.

Omnichannel Outbound & Lead Generation

• 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.

Account-Based Engagement & Territory Support

• 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

Discovery Support & Insight Capture

• 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.
  
  

Sales Enablement & Collateral Preparation

• Create v1 slideware or call prep materials using approved templates and automation tools for Qualify and Discovery conversations.

Qualifications

Experience & Skills

• 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).

Traits That Drive Success

• Highly resourceful and persistent
• Thrives in structured outbound programs
• Exceptional follow-through and attention to detail
• Comfortable navigating ambiguity and complex health system org charts
• Collaborative mindset — plays well with Sales, Marketing, and Product
• Intellectual curiosity and willingness to learn healthcare operations and AI concepts
• Self-Motivated by monetary goals and accelerators