About the role
About Onward
At Onward, we're nurturing wellbeing - one ride, one visit, one moment of connection at a time. Our door-through-door Companion rideshare services and transportation management platform help individuals with mobility and cognitive challenges access healthcare, community resources, and daily essentials. We work with healthcare systems, PACE programs, public transportation agencies, and health plans to improve care access, reduce missed appointments, and relieve the burden of caregiving.
If you thrive in fast-moving environments, love wearing multiple hats, want to help shape a category-defining business and lead a high-performing team, we want to talk.
Reports To:Chief Revenue Officer
Location: Remote (Anywhere USA)
Pay Range: $125,000 to $150,000
OTE range with Incentive Structure: $145,000 to $180,000
About the role
As Senior Business Development Manager, you will lead new business acquisition efforts across healthcare segments, driving revenue growth through consultative sales and strategic partnerships. You’ll own the full sales cycle from pipeline development and opportunity qualification through contract execution and will work cross-functionally to ensure successful handoff and launch with our Customer Success team.
You’ll be responsible for accurate forecasting, maintaining CRM discipline, and contributing insights that shape our go-to-market strategy. This is a quota carrying role suited to a motivated, healthcare-savvy professional who thrives in a mission-driven, high-growth environment.
You’ll also build the health system sales playbook, own the sales-to-Customer Success handoff standard, and mentor future sales hires. This is a senior individual contributor role with no direct reports.
What you'll do
Sales & Business Development
Own the end-to-end sales cycle for healthcare prospects (Health Systems & Hospitals, and PACE programs)
Develop and execute outreach strategies, value propositions, and tailored presentations aligned with customer goals (e.g., LOS, access to care, SDoH, cost savings, compliance)
Respond to RFPs and RFIs, develop pricing models, and negotiate contract terms in collaboration with leadership and legal
Build and manage a qualified pipeline and consistently meet or exceed quarterly and annual revenue targets
Define and own the sales-to-customer success handoff standard, partnering with Operations and Customer Success to ensure a smooth handoff post-sale
Lead in kickoff meetings and early implementation steps to align internal teams with customer expectations
Sales Strategy & Playbook
Build and own the health system sales playbook: ideal customer profile, qualification criteria, discovery framework, and pitch narrative
Own the go-to-market approach for priority markets, starting with Texas, and present market strategy and target account plans to the CRO
Lead pricing and packaging recommendations for the health system and PACE segments, in partnership with leadership and Finance
Make the approach repeatable, so the next market and the next hire start from what you built
Forecasting & CRM Discipline
Maintain accurate and up-to-date deal stages, close dates, and revenue projections in the CRM, Hubspot.
Provide regular sales forecasts, pipeline reports, and market feedback to leadership
Use data and historical trends to improve forecast accuracy and deal velocity
Cross-Functional Collaboration
Partner with Marketing to develop campaigns, collateral, and thought leadership tailored to healthcare audiences
Share market insights with Product to inform roadmap priorities and address industry pain points
Represent Onward at industry events, conferences, and webinars as a brand ambassador and subject matter expert
Mentorship
Mentor and help onboard future business development and sales hires, without formal authority
Set a calm, steady tone for the team through deal setbacks, long sales cycles, and market ambiguityDescribe the specific responsibilities and job functions of the role
Qualifications
7+ years of B2B healthcare sales or business development experience, including SAAS products (health systems, PACE, payers, or care coordination strongly preferred)
Track record of building or shaping a sales process, playbook, or go-to-market approach that others adopted
Strong understanding of healthcare delivery models, value-based care, and social determinants of health (SDoH)
Ability to manage complex, multi-stakeholder deals from discovery to close
Skilled at using CRM tools for pipeline management, forecasting, and reporting
Excellent written, verbal, and presentation skills; confident interfacing with clinical and executive audiences
Builds buy-in across teams without formal authority
Comfortable working in a dynamic, fast-paced, and collaborative environment
Willingness to travel up to 30% to 40% for client meetings and conferences
Nice to Have
Experience working in or selling to Medicaid and Medicare Advantage programs
Knowledge of non-emergency medical transportation (NEMT) or benefits administration
Background in healthcare startups or early-stage healthtech companies
Experience mentoring or onboarding other sellers
Why Join Onward?
Impact-Driven Work: Help revolutionize transportation for those who need it most.
High-Growth Environment: Be part of a fast-paced, rapidly scaling company.
Shape How We Sell: Build the health system sales motion our team will grow on.
Customer-Centric Culture: Work closely with mission-driven partners making real-world impact.
We Offer
Unlimited PTO
12 Paid Company Holidays
401k with 5% match
Competitive health and benefits plans
Employee Assistance Program
If you're excited about building healthcare partnerships, making a difference in healthcare and transportation, and being part of a dynamic, mission-oriented team, we'd love to hear from you!
Originally posted on Himalayas