Manager, New Business Development (Healthcare Technology - Value-Based Care Platform))

Sellers Dorsey is a healthcare impact strategy firm focused on improving care access, quality, and outcomes for our nation’s most vulnerable populations. We work with providers, managed care organizations, state entities, and others to design, implement, fund, and optimize sustainable programs that deliver maximum impact to underserved communities. Our team includes former state Medicaid directors, healthcare policy experts, health plan executives, and hospital leaders who navigate the complexities of the system to find creative, impactful solutions.

About the role

Sellers Dorsey is seeking an experienced Manager, New Business Development to drive net-new client acquisition for Constyn, our AI-native data platform and suite of population health applications. This is a pure hunter role focused on developing pipeline through direct outbound prospecting, identifying new market opportunities, and converting previously unengaged organizations into clients. You will operate in greenfield and underpenetrated markets, engaging provider and government organizations participating in value-based care, Medicaid managed care, and other risk-based payment models.

Responsibilities

• New Logo Acquisition & Pipeline Creation
  • Own and deliver against an annual net-new revenue quota, with a primary focus on acquiring new clients.
  • Generate the majority of pipeline through direct outbound efforts, including targeted prospecting, cold outreach, and territory development.
  • Identify and penetrate greenfield accounts across payer, provider, and government markets.
  • Build and maintain a robust pipeline of qualified opportunities sourced independently of marketing or inbound channels.
• Outbound Prospecting & Market Development
  • Develop and execute strategic account and territory plans to uncover whitespace opportunities.
  • Initiate engagement with senior stakeholders through cold outreach, networking, and industry engagement.
  • Establish early-stage relationships and create demand within organizations not previously engaged with Sellers Dorsey.
  • Continuously test and refine outreach strategies to improve conversion from prospect to qualified opportunity.
• Consultative SaaS Selling
  • Lead discovery and solutioning discussions that connect Constyn to client financial, operational, and quality outcomes.
  • Position Constyn as a strategic, mission-critical capability for organizations operating in value-based care environments.
  • Build compelling business cases that resonate with executive, clinical, financial, IT, and compliance stakeholders.
• Deal Execution & Sales Cycle Management
  • Manage the full lifecycle of self-sourced opportunities from initial engagement through contract execution.
  • Navigate complex, multi-stakeholder sales cycles, including procurement, legal, and executive approval processes.
  • Maintain strong pipeline hygiene and forecast accuracy.
• Market & Regulatory Intelligence
  • Stay current on Medicaid and Medicare policy, CMS guidance, and evolving payer/provider dynamics.
  • Use market insights to inform prospecting strategies and refine value positioning.
  • Provide feedback to internal stakeholders on market needs and emerging opportunities.

Requirements

• Bachelor’s Degree in Business, Healthcare Administration, or a related field. Advanced degree or relevant certifications preferred.
• 3–5 years of B2B hunter sales experience, including at least 1–2 years selling technology or SaaS solutions, with a preference for healthcare technology, healthcare analytics, health IT, or value-based care solutions.
• Proven track record of success in a true hunter role, including consistently generating self-sourced pipeline and closing net-new logo business.
• Demonstrated ability to sell into Government-sponsored health plans, Managed Care Organizations (MCOs), and Accountable Care Organizations (ACOs).
• Experience building pipeline through direct prospecting and outbound outreach, without reliance on inbound leads or established relationships.
• Ability to travel to client sites, conferences, and company offices as required.

Preferred Qualifications

• Strong consultative selling skills with ability to engage executive stakeholders across clinical, financial, IT, and operational functions.
• Highly disciplined approach to cold outreach, follow-up, and opportunity development in complex sales cycles.
• Understanding of healthcare market dynamics, including Medicare/Medicaid operations and payment models, and value-based care.
• Experience selling or supporting analytics solutions related to claims data, quality measurement, risk adjustment, or population health.

Pay

The anticipated base salary range for candidates is $120,000 to $150,000 per year. The final pay offered will depend on factors such as experience, industry background, education, and market location. The successful candidate will also be eligible to participate in a competitive Sales Commission Plan.

Benefits

• Group healthcare plans covering medical, dental, and vision for employees and eligible dependents.
• Insurance plans offering short-term disability, long-term disability, and basic life coverage.
• Eligibility to enroll in Sellers Dorsey’s 401k plan, subject to plan requirements.
• Flexible Time Off policy allowing employees to use time as needed.
• 16 paid holidays throughout the calendar year.
• Paid time off for qualifying medical leave.
• Up to 12 weeks of combined paid parental and bonding leave.