Strategic Business Development Manager, Luma Health
$61-95k
OTE
$60k
BASE
+ Equity
Operational AI for healthcare
Job no longer available
Operational AI for healthcare
201-500 employees
Job no longer available
$61-95k
OTE
$60k
BASE
+ Equity
201-500 employees
Company mission
To make it easy for patients to connect to their healthcare provider in a way that’s modern and mobile-first.
Role
Who you are
- Deeply curious. You dig into accounts, industries, and problems because you want to understand them, not because a playbook told you to
- Self-motivated and goal oriented. You don't wait to be told what to do. You set a target, build a plan, and go
- Organized. You can run multiple workstreams without dropping balls or losing sight of what matters most
- Creative and strategic. You can build an ABM plan from scratch on your own, and you know when to pull your team in for inspiration and guidance
- You believe Quantity and Quality should both exist each and every day
- You want accountability to pipeline outcomes (S2/S3), not just activity volume
What the job involves
- Objective: Create high-quality pipeline into Enterprise accounts through strategic outbound execution. This is a high-performing individual contributor role that requires both strategic thinking and disciplined execution. Think like a marketer, execute like an SDR. You'll own pipeline creation and acceleration, building creative ABM strategies while maintaining the outbound rigor to bring them to life. The focus is on generating meetings that naturally progress to qualified opportunities because they're with the right buyer, at the right time, for the right reason
- Primary Goal: Create new Stage 1 opportunities (book qualified ICP meetings) that convert to Stage 2 and Stage 3 pipeline, with the goal of meeting or exceeding a 20% S1-S3 conversion rate standard threshold. The majority of your comp comes from pipeline creation. Deal coordination and multithreading are secondary and tertiary responsibilities to support conversion quality and unlock quarterly multipliers
- Own and build Account-Based Marketing strategies for your target accounts. Develop creative, multi-channel plays in partnership with Demand Gen and your Enterprise AE to drive engagement with high-value buyers. This is the engine that drives everything else in the role
- Research and map account structures, pain points, and buying committees to tailor messaging by account type, buyer role, and product fit
- Execute strategic outbound across enterprise health systems, maintaining a >20% call-to-meeting conversion through personalized outreach
- Engage VP and C-suite buyers to create S1 opportunities that convert to S2 and S3, targeting a 20%+ S1-S3 conversion rate
- Pipeline generation success is graded off the number of meetings booked that are performed and move to later stages in the sales cycle
- Activity Benchmarks — These are guidelines, not hard targets. Time allocation should flex based on what will generate the highest-quality pipeline:
- Strategic calls with ~20% conversion
- Email/LinkedIn outreach to engaged campaign contacts
- Account research and custom messaging development
- Deal coordination touchpoints to maintain pipeline velocity
- Reports to: Kennedy Booker, Director of Sales Development
- Key Partnerships:
- Enterprise AEs: Primary deal partner for Enterprise accounts
- Demand Gen Team: Campaign strategy and execution
- VP Marketing: Strategic guidance and ABM direction
- Revenue Leadership: Critical to our growth goals
Our take
Missed appointments cost the US healthcare industry over $150B annually, cancellations frequently go un-rescheduled, and distant appointment bookings leave patients dissatisfied and prone to defect from providers. All these are common and significant healthcare issues that Luma Health aims to solve with its streamlined patient-provider, mobile-first, communication platform.
Luma is embedding its product throughout the healthcare sector by way of strategic partnerships and integrations, including Uber Health, Cisco Webex Teams, and Carecloud.
Recently, Luma expanded its platform with the acquisition of Tonic Health, enhancing patient intake, electronic consent, and patient-reported outcome capabilities while deepening Oracle Health EHR integrations. The combined company now serves over 1,000 health systems and 100M patients across the US, UK, Canada, and the Caribbean.
Luma's Operational AI platform orchestrates workflows across access, engagement, intake, and payments - saving over 2M staff hours in 2025 alone. With innovation like conversational agents and intelligent order management, Luma is redefining healthcare operations.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
Nov 2021
$130m
SERIES C
Aug 2019
$16m
SERIES B
Total funding: $155.7m
Company HQ
Downtown, San Mateo, CA
Leadership
Adnan Iqbal
(Co-Founder & CEO)Adnan graduated from Stanford with an MS/MBA in General Management, Global Leadership and Innovation. Previously, he was a Consultant at Deloitte, a Manager, Senior Manager, and Market Planning Manager at Genetech, and a Social Entrepreneur Lab Fellow at Hasso Plattner Institute of Design at Stanford.
Tashfeen Ekram, MD
(Co-Founder & CMO)Tashfeen studied Medicine at Michigan. He then founded Healthkibo.com and worked as a Consultant for Keas and Ortotele. He has also worked in Radiology, currently as a Diagnostic Radiologist for Alata Vista Radiology.
Aditya Bansod
(Co-Founder & President)Aditya began his career as a Software Developer at QuakeWireless. He then spent time at Microsoft as a Lead Program Manager and at Adobe Systems as a Principal Product Manager.
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