Senior Business Development Manager (Full Cycle SaaS Sales)

The Senior Business Development Manager is accountable for delivering revenue targets through proactive sales leadership across assigned territories, channel partners, and/ or strategic accounts. Functioning as an individual contributor with deep product expertise, this role plays a pivotal part in the sales matrix partnering with cross-functional teams to identify, shape, and advance opportunities for the assigned business unit.

Duties and Responsibilities:

· Lead and executes all sales activity for the assigned product suite and applications within defined territory to achieve sales objectives.

· Partner with the sales leadership team to develop and execute a plan aligned with the sales goals in assigned territory.

· Function as a subject matter expert on assigned product suite, applications, and processes to orchestrate seamless execution of lead generation and account cultivation activities.

· Leverage a strategic, business‑oriented mindset to identify high‑value opportunities and guide decision‑making that supports overall revenue growth.

· Design and position solutions that meet customer needs and translate into profitable, revenue‑generating outcomes for Inovalon.

· Provide specific direction and guidance to advance and or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure.

· Leverage detailed knowledge of quality-of-care reporting, benchmarking and data analytics, and the value of using business intelligence to improve care outcomes.

· Serve as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes.

· Participate in weekly sales meetings and communicates weekly results and performance metrics as they relate to sales pipeline, sales activities, sales cycle time, regional market share, market penetration, wins and losses, etc. for both individual and team performance.

· Monitor and provides structured feedback on market conditions, regulatory trends, competitive activities, win-loss lessons learned, targeted initiatives for growth and with key target accounts or channel partners within territory.

· Identify regional influencers that can support and influence the sales of products and services; regional activities may include tradeshows, association memberships, training, speaking engagements, etc.

· Maintain compliance with Inovalon’s policies, procedures and mission statement.

· Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position.

· Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Employer.

Job Requirements:

· 5+ years of demonstrated sales experience selling healthcare technology products or services.

· Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred.

· SaaS or subscription-based software sales experience preferred.

· Leadership or supervisory experience preferred.

· Experience shaping complex, multi‑stakeholder deals, including evaluating financial models, solution design, and long‑term customer value.

· Demonstrated capability to understand and articulate customer business drivers, linking Inovalon’s solutions to strategic outcomes such as operational efficiency, clinical improvement, and financial performance.

· Skilled in navigating matrixed organizations and influencing internal stakeholders to align on deal strategy, resource needs, and customer engagement approaches.

· Proven ability to identify cross‑sell and up‑sell opportunities, leveraging an enterprise‑wide understanding of Inovalon’s full portfolio.

· Proficient in Microsoft Office suite including Word, Excel, and PowerPoint; Customer Relationship Management (CRM) software experience (i.e. SalesLoft, SalesForce, etc.).

· Exceptional verbal and written communication skills, with the ability to tailor messaging to diverse audiences.

· Self-motivated with strong organizational/prioritization skills and ability to work in a team environment and independently with the ability to manage multiple tasks at one time with close attention to detail.

· Consistent track record of meeting or exceeding annual revenue objectives.

· Proven ability to conduct strategic, value‑based discussions with C‑suite leaders to advance complex sales opportunities.

· Experienced in sales force automation and contact management systems.

· Ability to work in a fast-paced environment.

· Proven ability to work effectively under pressure and meet deadlines.

Education:

· Bachelor's degree in related field or equivalent professional work experience.

· Clinical degree (RN, BSN, etc.) and/or experience preferred.

Physical Demands and Work Environment:

· Sedentary work (i.e. sitting for long periods of time).

· Exerting up to 10 pounds of force occasionally and/or negligible amount of force.

· Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions.

· Subject to inside environmental conditions

· Up to 25% travel based on business needs.