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