The Growth Manager is a senior-level, quota-carrying individual contributor responsible for driving revenue growth with Federally Qualified Health Centers (FQHCs), Tribal Health Organizations, and Free & Charitable Clinics. This role requires mastery of multi-stakeholder sales cycles, a deep understanding of the safety-net healthcare ecosystem, and consistent delivery of new and expansion ARR in alignment with organizational goals.
You will manage the full commercial lifecycle independently—from opportunity origination to close—including qualifying inbound demand generated by Growth Marketing, sourcing outbound opportunities, leading discovery and demo conversations, and advancing proposals through contract execution, renewal and expansion.
This role is well suited for a self-motivated seller who thrives in lean, high-ownership environments and is energized by disciplined outreach, thoughtful account development, and short-cycle deal execution. The Growth Manager is expected to operate with a high-degree of autonomy, represent CareMessage externally with professionalism and clarity, and contribute to go-to-market strategy through structured insights from the field. At this level, team members demonstrate operational rigor, consistent execution, and deep ownership of pipeline health, buyer relationships, and strategic territory and account development.
Core Responsibilities
- Territory Ownership & Sales Execution
- Own and exceed a personal quota of $1M in new ARR annually
- Lead renewals/upsells in your territory with a focus on 101% NRR
- Lead sales cycles independently—from sales accepted lead to contracting to handovers
- Independently qualify leads through outbound outreach, in-person meetings, and creative pipeline development strategies
- Drive research, ICP assessment, discovery, demo, and proposal processes that surface buyer/customer pain, align to value, and set up long-term success
- Use ROI-based storytelling, business case development, and QBRs/EBRs to build internal consensus with buyer teams and C-Suite personasManage procurement, compliance, security, and legal workflows with minimal support
- Ensure quality and effective up-to-date assets, roadmaps, champion decks, mutual action plans, and one pagers are shared with prospects/customers
- Attend regional conferences and collaborate with state-based partners to drive webinars and other outreach opportunities
- Pipeline Management & Forecasting Discipline
- Maintain clean, up-to-date opportunity records and activity tracking in HubSpot with clear next steps and accurate stage, type, lead source, other property tracking
- Document subsidy allocation at the deal level with consistency and accuracy
- Provide weekly forecasting with supporting commentary/Hubspot notes, pacing analysis, and risk mitigation plans
- Self-diagnose gaps in sales and expansion pipeline coverage, lead quality, or velocity and take ownership of course correction
- Document updates in customer health scores and customer risk for managed renewals, including handovers to CSM post contract.
- Use sales/renewals/expansion dashboards to inform prioritization, and report progress in team meetings and QBRs
- Operational Rigor & Internal Accountability
- Adhere to CareMessage’s sales methodology, including mutual action plans, written success plans, and documented buyer/customer goals
- Submit consistent and timely activity logs, pricing proposals, and updates on opportunity progress, including effective outcomes-oriented sales/customer handovers
- Take accountability for clean data and cross-functional coordination across Marketing, Product, and Implementation
- Partner with RevOps and Growth Marketing to suggest tooling, collateral, or training needs based on frontline insights
- Market Expertise & External Representation
- Serve as a subject matter expert on CareMessage’s core segments and value proposition
- Support webinars, conferences, and PCA/HCCN events to deepen regional awareness and trust
- Contribute to refinement of Ideal Customer Profile (ICP), buyer personas, and competitive positioning
- Document win/loss, churn, and competitive analysis for your territory, and consistently report on these in the appropriate communication forums
- Technical Fluency & Implementation Readiness
- Demonstrate strong working knowledge of CareMessage’s integration capabilities, including HL7/FHIR, flat file workflows, and available APIs
- Effectively explain how CareMessage fits into clinical workflows and EMR ecosystems, including integration triggers and data exchange
- Set appropriate technical expectations during the sales/account management process around implementation timelines, IT collaboration, and partner handoffs
- Collaborate with Product and Implementation teams to scope complex use cases and inform feasibility during later-stage opportunities
- Field common questions from EMR teams, data leads, and PCA/HCCN IT stakeholders with confidence and accuracy
- Mission Alignment & Strategic Thinking
- Communicate how CareMessage improves health equity and operational performance for safety-net providers
- Set appropriate buyer/customer expectations around implementation, adoption, and outcomes
- Use buyer/customer stories and field intel to influence product roadmap and campaign development
- Identify and surface opportunities for strategic partnerships or regional expansion
- Contribute to the operations development of the sales function in meaningful way; contribute to OKR updates and initiatives
- Performance KPIs
- Pipeline Health
- New Business, Expansion, Renewal Goal Attainment
- Co-own with Growth Managers: Net Revenue Retention (NRR)
- Contribute to: Customer Health Score and Net Promoter Score (NPS)
Requirements
- 5–7 years of full-cycle B2B SaaS sales and account management experience, including 3+ years in healthcare or public health
- Proven track record of meeting or exceeding $800K+ quotas annually
- Experience closing complex deals in the $50K–$250K ARR range
- Ability to travel
- Deep familiarity with FQHCs, Tribal Health, or FCCs and their organizational structures
- Ability to tailor messaging to clinical, executive, and technical stakeholders with strong discovery, demo, and storytelling skills
- Strong written and verbal communication, with attention to documentation and internal reporting
- Proficiency in HubSpot (or similar CRM), Gong, and tools like LinkedIn Sales Navigator
- Passion for advancing health equity and working with mission-driven organizations
Preferred Qualifications
- Familiarity with EMRs and clinical workflows (e.g., Epic, OCHIN, NextGen)
- Experience working with PCA/HCCN networks or community health partners
- Fluency in technical sales concepts: integrations, data flows, and health IT terminology
- Experience gathering and sharing customer success stories or testimonial
