Growth Manager

Core Responsibilities

• Territory Ownership & Sales Execution
• Own and exceed a personal quota of $1M in new ARR annually
• Lead renewals/upsells in your territory with a focus on 101% NRR
• Lead sales cycles independently—from sales accepted lead to contracting to handovers
• Independently 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/customer pain, align to value, and set up long-term success
• Use ROI-based storytelling, business case development, and QBRs/EBRs to build internal consensus with buyer teams and C-Suite personasManage procurement, compliance, security, and legal workflows with minimal support
• Ensure quality and effective up-to-date assets, roadmaps, champion decks, mutual action plans, and one pagers are shared with prospects/customers
• Attend regional conferences and collaborate with state-based partners to drive webinars and other outreach opportunities
 
• Pipeline Management & Forecasting Discipline
• Maintain clean, up-to-date opportunity records and activity tracking in HubSpot with clear next steps and accurate stage, type, lead source, other property tracking
• Document subsidy allocation at the deal level with consistency and accuracy
• Provide weekly forecasting with supporting commentary/Hubspot notes, pacing analysis, and risk mitigation plans
• Self-diagnose gaps in sales and expansion pipeline coverage, lead quality, or velocity and take ownership of course correction
• Document updates in customer health scores and customer risk for managed renewals, including handovers to CSM post contract.
• Use sales/renewals/expansion dashboards to inform prioritization, and report progress in team meetings and QBRs
 
• Operational Rigor & Internal Accountability
• Adhere to CareMessage’s sales methodology, including mutual action plans, written success plans, and documented buyer/customer goals
• Submit consistent and timely activity logs, pricing proposals, and updates on opportunity progress, including effective outcomes-oriented sales/customer handovers
• Take accountability for clean data and cross-functional coordination across Marketing, Product, and Implementation
• Partner with RevOps and Growth Marketing to suggest tooling, collateral, or training needs based on frontline insights
 
• Market Expertise & External Representation
• Serve as a subject matter expert on CareMessage’s core segments and 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
• Document win/loss, churn, and competitive analysis for your territory, and consistently report on these in the appropriate communication forums
 
• Technical Fluency & Implementation Readiness
• 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 and data exchange
• Set appropriate technical expectations during the sales/account management 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
 
• Mission Alignment & Strategic Thinking
• Communicate how CareMessage improves health equity and operational performance for safety-net providers
• Set appropriate buyer/customer expectations around implementation, adoption, and outcomes
• Use buyer/customer 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
 
• Performance KPIs
• Pipeline Health
• New Business, Expansion, Renewal Goal Attainment 
• Co-own with Growth Managers: Net Revenue Retention (NRR)
• Contribute to: Customer Health Score and Net Promoter Score (NPS)

Requirements

• 5–7 years of full-cycle B2B SaaS sales and account management 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
• Ability to travel
• 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

Preferred Qualifications

• Familiarity with EMRs and clinical workflows (e.g., Epic, OCHIN, NextGen)
• Experience working with PCA/HCCN networks or community health partners
• Fluency in technical sales concepts: integrations, data flows, and health IT terminology
• Experience gathering and sharing customer success stories or testimonial