Senior Manager, Business Development - Provider Non-Acute

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.

Overview:

The Senior Manager, Business Development plays a pivotal role in scaling the Provider sales organization by serving as a force multiplier with a sole focus on the Provider down-market segment. This leader is responsible for driving consistent execution of a high velocity, transactional sales motion, improving seller productivity, and reinforcing disciplined pipeline and forecasting practices.

This role leads through hands-on coaching, process governance, and operational rigor, ensuring that down-market sellers consistently meet performance expectations and operate effectively at scale. Plays a critical role to building a cost-efficient, high-capacity sales engine. By driving execution and accountability, the Senior Manager, Business Development directly contributes to bookings, pipeline generation, improved conversion rates, and stronger forecast accuracy. This position is central to delivering scalable growth and improved return on sales investment.

Duties and Responsibilities:

Drive consistent execution of the Provider Operating Model across all Bullpen sellers to drive bookings by translating into clear seller expectations, embedding it into daily workflows and daily habits, and reinforcing through regular inspection (pipeline reviews, call coaching, deal reviews, etc)

Create sales discipline by establishing standards for activity, pipeline management, deal execution, and forecasting discipline

Drive a high-accountability environment focused on bookings and measurable outcomes through performance dashboards and consistent coaching

Operationalize a high-velocity sales motion by coaching prioritization, enforcing fast deal progression, and removing friction points that slow cycle time or reduce throughput

Lead execution across defined down-market segments through structured operating rhythms

Drive scalable coverage of lower-value opportunities by optimizing resource allocation, ensuring clear ownership of inbound and outbound activity, and standardizing workflows to increase efficiency and outputs

Enable increased capacity for field sellers to focus on higher-value opportunities

Drive consistent pipeline generation aligned to quota expectations

Ensure high-quality pipeline with clear next steps, timelines, and stakeholder alignment

Provide hands-on, real-time coaching across discovery, call execution, objection handling, positioning, and closing strategy

Identify and prepare high-performing sellers for advancement opportunities

Provide clear visibility into pipeline health, risks, and gaps

Enforce standardized qualification criteria and sales processes

Maintain CRM (Salesforce) integrity and pipeline hygiene

Other projects and duties as assigned;

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 the Employer.

Job Requirements:

10+ years of experience in sales, business development, sales coaching preferably in a Challenger or consultative selling environment with a minimum 4 years of experience in management

Proven track record of driving pipeline generation and sales productivity

Experience in coaching and developing early-career sellers

Strong understanding of high-velocity, transactional sales motions

Demonstrated ability to drive process adherence and operational discipline

Proficiency with CRM and sales engagement tools

Strong coaching presence — able to give direct, actionable feedback in a constructive way.

Excellent communication and facilitation skills; comfortable leading sessions with diverse sales groups.

Collaborative mindset with the ability to work across Sales, Sales Excellence, Marketing, and Product.

Ability to translate customer conversations, pipeline reviews, and seller behavior into practical coaching plans.

Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning…