Director of Business Development , Revenue Cycle Management

About the role

Build something new in Revenue Cycle Management (RCM) services—sell, shape, and scale a high‑impact services offering. Our client is launching a new RCM services line to support U.S. healthcare organizations—starting with home health, hospice, and post‑acute care—and is hiring a Director of Business Development to drive growth. This is a full‑cycle, quota‑carrying role for a competitive, consultative seller who can open doors, run a rigorous process, and close complex services deals with senior revenue‑cycle leaders.

Responsibilities

• Own the full sales cycle: prospecting, discovery, solution shaping, pricing/terms, close, kickoff, and post‑close expansion.
• Build pipeline through targeted outreach, referrals, industry relationships, and trade‑association/events (significant face‑to‑face).
• Sell RCM services to senior stakeholders including CFOs, VP/Director of Revenue Cycle, Patient Financial Services (PFS) leaders, and HIM Directors.
• Lead early conversations around data residency, compliance, and security, especially when delivery includes global/offshore processing.
• Re‑engage and expand within an existing and dormant client base while also driving new‑logo opportunities.
• Partner internally with operations/delivery leadership to gather market feedback, refine packaging, and ensure deals are priced to deliver (margin‑aware selling).
• Stay current on the competitive landscape (RCM vendors, in‑house models, and PE‑backed platforms).

Requirements

• 7+ years in B2B sales within RCM services or healthcare revenue cycle (outsourcing/BPO/services strongly preferred).
• Proven track record of year‑over‑year quota attainment and consultative, enterprise‑style selling.
• Experience selling into home health, hospice, post‑acute, or acute‑care environments (bonus for familiarity with PDGM/PDPM).
• Comfort selling to executive buyers and navigating multi‑stakeholder decision‑making.
• Ability to confidently address objections related to global/offshore delivery, data handling, and compliance requirements.
• High drive and competitiveness—creates momentum without relying on inbound lead flow.
• Bachelor’s degree preferred (or equivalent professional experience).

Work style, location, and travel

U.S.-based remote (any location), with a preference for candidates near a major airport. Travel is 50–60% of the time for client meetings, site visits, and industry events, occurring in waves.

Compensation

Base salary starting at $140,000. On‑target earnings (OTE) range from $260,000 to $300,000, with Year 1 target typically aligning closer to $260,000; flexibility for the right proven producer.