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

About Sellers Dorsey

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. Built on decades of experience in Medicaid, our team includes former state Medicaid directors, healthcare policy experts, health plan execs, and hospital leaders who know how to navigate the complexities of the system and find creative, impactful solutions that drive the greatest impact for the individuals and communities that need it most.

About the Role

Sellers Dorsey is seeking an experienced Manager, New Business Development who will be responsible for driving net-new client acquisition for Constyn, Sellers Dorsey’s AI-native data platform and suite of population health applications. This role is a pure hunter position, focused on developing pipeline through direct outbound prospecting, identifying new market opportunities, and converting previously unengaged organizations into clients.

As the Manager, New Business Development, 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. To be successful in this role, you must be a highly disciplined, self-directed seller who excels at building pipeline from scratch and navigating complex, multi-stakeholder buying environments. Success in this role is defined by the ability to consistently generate self-sourced pipeline and close new logo business.

Key Responsibilities

1- 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

2- 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.

4- 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.

5- 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.

6- 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

Key Qualifications

• 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.

Preferred Addition Experience

• 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.

Other Requirements

• Ability to travel to client sites, conferences, and company offices as required.

Compensation & Benefits

The anticipated base salary range for candidates is $120,000/year to up to $150,000/year. The final pay offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and years of experience within the job, the type of years and experience within the industry, the candidate’s education, and the candidate’s market location. The successful candidate will also be eligible to participate in our very competitive Sales Commission Plan.

Provided they meet all eligibility requirements under the applicable plan documents, the successful candidate (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, and vision and for insurance plans offering short term disability, long term disability, and basic life. Employees are also able to enroll in Sellers Dorsey’s 401k plan provided they meet plan requirements. Sellers Dorsey offers a Flexible Time Off that allows employees to use what they need. Additionally, we offer 16 paid holidays throughout the calendar year, paid time off for qualifying medical leave, and up to 12 weeks of combined paid parental and bonding leave. The foregoing benefits and paid time off, including an employee’s eligibility therefore, will be controlled by applicable plan documents and Sellers Dorsey policy.

This is intended to provide a general description of benefits and other compensation and is not a substitute for applicable plan documents or company policies.

Sellers Dorsey is an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

Sellers Dorsey maintains a Drug-Free workplace.