Sales Manager, CareMessage

• 5–7 years of full-cycle B2B SaaS sales experience, including 3+ years in healthcare or public health
• Proven track record of meeting or exceeding $800K+ quotas annually
• Experience closing complex deals in the $50K–$250K ARR range
• Deep familiarity with FQHCs, Tribal Health, or FCCs and their organizational structures
• Ability to tailor messaging to clinical, executive, and technical stakeholders with strong discovery, demo, and storytelling skills
• Strong written and verbal communication, with attention to documentation and internal reporting
• Proficiency in HubSpot (or similar CRM), Gong, and tools like LinkedIn Sales Navigator
• Passion for advancing health equity and working with mission-driven organizations

Desirable

• The Sales Manager is a senior-level, quota-carrying individual contributor responsible for owning a defined territory and closing new business with Federally Qualified Health Centers (FQHCs), Tribal Health Organizations, and Free & Charitable Clinics
• This role requires mastery of complex, multi-stakeholder sales cycles, a deep understanding of the safety-net healthcare ecosystem, and consistent delivery of new ARR in alignment with organizational goals
• You will manage the full sales cycle independently—from outbound sourcing to close— including identifying and qualifying your own opportunities, leading discovery and demo conversations, and driving proposals through contract execution
• As CareMessage does not currently have BDR support, this role is ideal for a self-motivated seller who thrives in lean, high-ownership environments and is energized by building and advancing pipeline through disciplined outreach
• The Sales Manager is expected to execute with autonomy, represent CareMessage externally with professionalism and clarity, and contribute to go-to-market strategy through structured insights from the field
• At this level, team members demonstrate operational rigor, consistent execution, and deep ownership of pipeline health, buyer relationships, and strategic territory development
• Own and exceed a personal quota of $1M in new ARR annually
• Lead complex, high-value sales cycles independently—from pre-discovery to contracting
• Independently source and qualify leads through outbound outreach, in-person meetings, and creative pipeline development strategies
• Drive research, ICP assessment, discovery, demo, and proposal processes that surface buyer pain, align to value, and set up long-term success
• Use ROI-based storytelling and business case development to build internal consensus with buyer teams
• Manage procurement, compliance, security, and legal workflows with minimal support
• Ensure quality and effective up-to-date assets, roadmaps, champion decks, and one pagers are shared with prospects
• Maintain a clean, up-to-date opportunity records and activity tracking in HubSpot with clear next steps and accurate stage, type, lead source, other property tracking
• Provide weekly forecasting with supporting commentary, pacing analysis, and risk mitigation plans
• Self-diagnose gaps in pipeline coverage, lead quality, or velocity and take ownership of course correction
• Use sales dashboards to inform prioritization, and report progress in team meetings and QBRs
• Adhere to CareMessage’s sales methodology, including mutual action plans, written success plans, and documented buyer goals
• Submit consistent activity logs, pricing proposals, and updates on opportunity progress, including effective outcomes-oriented sales handovers
• Take accountability for clean data and cross-functional coordination across
• Marketing, Product, and Implementation
• Partner with Revenue Enablement to suggest tooling, collateral, or training needs based on frontline insights
• Serve as a subject matter expert on the FQHC segment and CareMessage’s value proposition
• Support webinars, conferences, and PCA/HCCN events to deepen regional awareness and trust
• Contribute to refinement of Ideal Customer Profile (ICP), buyer personas, and competitive positioning
• Demonstrate strong working knowledge of CareMessage’s integration capabilities, including HL7/FHIR, flat file workflows, and available APIs
• Effectively explain how CareMessage fits into clinical workflows and EMR ecosystems, including integration triggers, data exchange, and attribution
• Set appropriate technical expectations during the sales process around implementation timelines, IT collaboration, and partner handoffs
• Collaborate with Product and Implementation teams to scope complex use cases and inform feasibility during later-stage opportunities
• Field common questions from EMR teams, data leads, and PCA/HCCN IT stakeholders with confidence and accuracy
• Communicate how CareMessage improves health equity and operational performance for safety-net providers
• Set appropriate buyer expectations around implementation, adoption, and outcomes
• Use buyer stories and field intel to influence product roadmap and campaign development
• Identify and surface opportunities for strategic partnerships or regional expansion
• Contribute to the operations development of the sales function in meaningful way; contribute to OKR updates and initiatives