About the role
Who We Are Inovalon was founded in 1998 on the belief that technology, and data specifically, would empower the transformation of the entire healthcare ecosystem for the better, improving both outcomes and economics. At Inovalon, we believe that when our customers are successful in their missions, healthcare improves. Therefore, we focus on empowering them with data-driven solutions. And the momentum is building. Together, as ONE Inovalon, we are a united force delivering solutions that address healthcare’s greatest needs. Through our mission-based culture of inclusion and innovation, our organization brings value not just to our customers, but to the millions of patients and members they serve. Who You Are You are a strategic sales leader who drives growth in the healthcare market by leading high-performing business development teams and building a disciplined, repeatable sales process. As the Director, Business Development, you lead new business development, cross-sell, and up-sell efforts while partnering closely with marketing, product, sales, development, and implementation teams. You help translate market intelligence into action, strengthen client relationships, and improve revenue performance, market penetration, and operational execution. What You'll Do • Lead multiple teams of sales professionals responsible for prospecting, pipeline development, new business acquisition, and business expansion within the assigned healthcare market. • Grow revenue by developing and executing sales and market-building programs aligned to corporate strategic goals and assigned territory objectives. • Manage day-to-day team operations by providing the tools, leads, training, and guidance needed to sell Inovalon products and services effectively. • Build a predictable sales motion by defining rules of engagement, reinforcing strategic selling methodologies, and coaching teams on cold calling, negotiation, presentations, and opportunity management. • Maintain high standards for CRM discipline by ensuring accurate, complete, and timely sales activity reporting, pipeline tracking, forecasting, and opportunity management in Salesforce. • Develop and deliver daily, weekly, monthly, quarterly, and annual reports and forecasts, and identify risks and course-correction opportunities to help the team meet or exceed targets. • Partner with Marketing to refine market messaging and outreach strategies for target audiences and support direct marketing efforts. • Coordinate across sales, development, marketing, product fulfillment, product management, and implementation teams to support the sales cycle, client needs, and successful handoff of closed business. • Represent Inovalon in the market by building relationships with C-level stakeholders, participating in business development meetings, supporting on-site sales meetings, and attending industry conferences. • Contribute to business planning and analysis and to strategic initiatives that improve products, services, operations, client appeal, process flow, industry reputation, and financial performance. What You'll Need • 12+ years of experience in sales or business development required, including 6+ years of experience managing sales, sales operations, or business development teams within the healthcare technology or related sectors, or relevant experience in a comparable domain required. • Bachelor’s Degree in Arts/Sciences (B.A./B.S.) in business management, sales management, a related field, or equivalent combination of education and experience required. • Strong understanding of sales processes, supporting methodologies, and strategic selling principles and tools. • Proven track record of consistently achieving or exceeding quota at both the team and individual contributor levels. • Experience managing forecasting, account resource allocation, account strategy, planning, and channel opportunities. • Strong cold calling, negotiation, presentation, communication, leadership, staff development, and team management skills. • Ability to lead high-velocity projects while also managing longer sales cycle opportunities. • Proficiency with Microsoft Office and strong working discipline in CRM systems, including Salesforce. • Knowledge of healthcare software applications and the ability to develop expert understanding of Inovalon’s products, services, infrastructure, and operations. • Demonstrate growth potential and learning agility by quickly building expertise, applying feedback, and expanding impact as business needs evolve. • Demonstrate leadership by influencing cross-functional partners, setting clear direction, delegating effectively, and developing team capability and performance. • Demonstrate adaptability by adjusting priorities, sales approaches, and team support strategies in response to changing market conditions and business needs. • Demonstrate creative thinking by identifying practical ways to improve sales execution, market engagement, and business development outcomes. • Demonstrate analytical skills by interpreting pipeline, forecast, and performance data to identify trends, risks, and actions that improve results. • Nice to have: Sales leadership experience with demonstrated success and extensive knowledge of Practice Management Systems, Hospital Information Systems, or other healthcare software applications; marketing background in the assigned market space is a plus. Our Shared Commitments • 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; and • Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of Employer. Work Environment This is primarily a computer-based role performed in a remote, hybrid, or office environment. The role requires prolonged periods of computer use and frequent communication and interaction with others, either virtually and/or in person. The role may occasionally require transporting or moving work-related equipment weighing up to 10 pounds, such as a laptop and related materials. Some travel may be required, depending on the needs of the role. Reasonable accommodations may be provided to enable qualified individuals with disabilities to perform the essential functions of the position, consistent with applicable law. This position is not eligible for immigration sponsorship (e.g. H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. (This is only applicable for US-based positions) If you don’t meet every qualification listed but are excited about our mission and the work described, we encourage you to apply. Inovalon is most interested in finding the best candidate for the job, and you may be just the right person for this or other roles. By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth. Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement. To review the legal requirements, including all labor law posters, please visit this link https://postings.govdocs.com/#/8sZXnFNWk3KYs3F To review the California Consumer Privacy Statement: Disclosures for California Residents, please visit this link https://www.inovalon.com/privacy-policy/ Work Location: If the US position is listed as remote, employees who reside within a 40-mile radius of one of our office locations in Tampa, FL; Canonsburg, PA; or Bowie, MD will follow a hybrid work schedule and are expected to work in the office two days per week (Tuesdays and Wednesdays).