Senior Director, Business Development Strategy & Activation

Clarify is looking for a Senior Director, Business Development Strategy & Activation to own pre-sale credibility and market thought leadership for the BD Activation component of our Clarify Success Services offering. Health systems are sitting on $25B+ in referral optimization opportunity—but their BD teams lack the unified FFS+APM intelligence to capture it. You'll be the subject matter expert who proves that Meridian's insights can drive measurable impact through their existing liaison teams or through resources we deploy on their behalf.

Your role has three parts: First, establish credibility with skeptical health system buyers during the sales process. Walk into finalist meetings, present preliminary diligence findings showing exactly where referral leakage is happening, and handle objections from CFOs questioning attribution methodology and SVPs of Business Development questioning whether data-driven approaches will actually change their teams' behavior.

Second, maintain active engagement involvement—quarterly business reviews, C-suite results presentations, liaison team coaching—keeping your positioning anchored in real implementation experience. When prospects ask "how do you ensure adoption?", you answer from direct delivery knowledge.

Third, build Clarify's market position as the category leader in contract-aware referral optimization. Contribute to industry conference presentations and case studies, cultivate relationships with health system BD executives for validation and referrals, and translate field insights back to Product and Sales teams to sharpen our competitive edge.

You'll report to our Head of Operations within the Engagement organization, serving as the BD strategy subject matter expert who bridges Sales and Delivery. Your success is measured by closed outcomes-based contracts that include BD Activation services—you own the commercial credibility and market positioning that convinces health systems to trust us with their referral optimization strategy as we scale from 2 development partners to 8-10 engagements over the next 24 months.

Does this sound like you? 

• You've lived the health system BD function - either as a practitioner, consultant, or vendor partner - and deeply understand how physician liaison teams operate, what they're measured on, and where traditional approaches hit performance ceilings 

• You're fluent in healthcare economics - you can explain FFS margin dynamics, APM shared savings calculations, and why patient value indexing across payment models matters for BD strategy in under 5 minutes 

• You believe data-driven BD is the future - you've seen how analytics transforms relationship capital allocation from intuition-based to ROI-optimized, and you can articulate the methodology with precision 

• You're a consultative delivery expert - you've led multi-month or multi-year client engagements, coached teams to adopt new processes, and know how to balance 'doing the work' with 'building client capability.' 

• You're comfortable with outcomes-based accountability - the idea of being measured on client results (not just deliverables) energizes rather than intimidates you 

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The role

Pre-Sale Credibility & Positioning (60%) 

• Serve as the primary commercial partner for Success Services, joining BD and Sales on prospect calls, leading solution demos, and scoping engagement models for health system buyers 

• Join sales conversations with health system BD and strategy leadership to demonstrate Clarify's consultative delivery capability (not just software features) 

• Handle objections from sophisticated buyers on attribution methodology, ROI validation, and engagement model differentiation 

• Present case studies and preliminary diligence findings (e.g., referral leakage analyses) that establish credibility before contract signature 

• Contribute to proposal development and scoping for outcomes-based pricing models, ensuring delivery feasibility aligns with commercial commitments 

• Partner with BD leadership to refine pitch materials, demo workflows, and competitive positioning based on field experience 

 Health System Engagement Delivery (25%) 

• Maintain active involvement in a subset of engagements to stay grounded in delivery realities and keep commercial positioning authentic 

• Support outcomes-based consulting engagements at health systems, ensuring BD teams capture the referral optimization opportunities Meridian surfaces 

• Deploy AI-generated playbooks and physician targeting recommendations, coaching health system liaison teams on precision BD execution using patient value indexing 

• Facilitate evidence-based physician conversations using PCE quality data and contract-aware financial impact quantification, transforming ‘please refer to us’ into data-driven partnership proposals 

• Conduct quarterly business reviews with CFO/COO/CSO-level stakeholders, presenting measurable impact against the success fee calculation methodology 

• Document and standardize delivery playbooks as the engagement model scales from development partners to broader market adoption 

 Thought Leadership & Market Positioning (15%) 

• Contribute to industry conference presentations, webinars, and case studies demonstrating the tech-enabled outcomes partnership model 

• Build relationships with health system BD/strategy executives to generate referrals and market validation 

• Stay current on health system BD best practices, APM program evolution (TEAM, MSSP, ACO REACH), and competitive landscape dynamics 

• Collaborate with Product and Customer Success teams to translate field insights into platform enhancements and customer onboarding improvements 

What we are looking for

Must-haves: 

• 7-10 years of experience with demonstrated progression and increasing responsibility across healthcare strategy, operations, or consulting roles 

• Deep health system BD domain expertise - has worked in, consulted to, or extensively sold to US health system business development functions (not payers, not pharma, not ASCs) 

• Fluency in healthcare economics - can explain FFS margin dynamics, APM/VBC contract mechanics (MSSP, ACO REACH, TEAM bundles), and referral leakage analysis methodology 

• Consultative delivery track record - has led multi-month or multi-year client engagements (not just projects that end after recommendations are delivered) 

• Coaching and capability building - can describe coaching client teams to adopt new processes and measuring success beyond deliverable completion 

• Executive presence and objection handling - comfortable presenting to and being challenged by C-suite executives (CFO, COO, Chief Strategy Officer, SVP Business Development) 

• Outcomes-based accountability comfort - has worked in environments where compensation or success metrics are tied to client results, not just activity 

• Travel flexibility - comfortable with 30-40% onsite client work (2-3 days/week during active implementations) 

• Team leadership without formal authority - has successfully influenced and coordinated cross-functional teams, client teams, or matrixed organizations 

• Direct health system BD operations experience - has worked as a physician liaison, BD manager, BD director, or VP of Business Development at a large health system ($5B+ revenue) 

Strongly preferred: 

• Healthcare consulting background - Advisory Board, Sg2, Chartis, Huron, or similar firms in provider strategy/network development practices 

• Management consulting training - MBB or Big 4 healthcare practice experience with structured problem-solving and executive communication skills 

• Professional services leadership - has built or scaled a consulting/services function at a healthcare vendor 

• Has both sold and delivered consulting engagements - understands how to position value, handle procurement objections, and ensure client adoption 

• APM program operational knowledge - has analyzed or managed performance under MSSP, ACO REACH, TEAM bundles, or commercial VBC contracts 

• Referral analytics and patient access - experience with referral management platforms, scheduling tools (e.g., ZocDoc), or physician incentive programs 

Nice-to-have: 

• MBA from a top program with a healthcare focus 

• Has led physician alignment or network development initiatives at health systems 

• Familiarity with value-based care contracting structures and shared savings calculations 

• Understanding of MRF (machine-readable files) and rate transparency data for competitive benchmarking 

What we offer you

• Competitive compensation (base $150-$175K + 15-20% performance bonus tied to customer success milestones + equity) 

• Quality health insurance 

• Traditional 401 (k) plan 

• Vision, dental, disability, and life insurance 

• Flexible Spending Accounts and Commuter Benefits 

• Generous PTO 

• Monthly wellness stipend 

• A collaborative workplace that will challenge you and celebrate your work 

• Direct exposure to C-suite health system executives and complex, high-stakes consulting engagements 

• Clear path to team leadership - building and leading Clarify Success Services function as we scale 

• Opportunity to define a new category of tech-enabled outcomes partnerships in healthcare 

• Work alongside mission-driven colleagues committed to improving patient care through better referral orchestration 

\n$150,000 - $175,000 a year\n

We believe that a happy, diverse, and impact-driven team is critical to our mission of transforming healthcare. Having a diverse team allows us to bring more ideas to the table when working on lighting the path to higher-value care. We embrace employees and applicants of all backgrounds, including those of traditionally underrepresented groups. With this in mind, we do not discriminate against any employee or applicant because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, the basis of disability, homelessness, reproductive health decisions or any other federal, state, or local protected class.