Sales Lead

Key Responsibilities

• Sales Execution Leadership (Through Growth Managers)
• Own sales execution outcomes across new business, renewals, and expansion.
• Be accountable for $2M in new ARR and 101% Net Revenue Retention.
• Provide execution leadership, coaching, and deal support to L3 Growth Managers, who own day-to-day account execution.
• Set standards for pipeline management, deal strategy, account planning, and forecasting.
• Step directly into priority or complex deals when needed.
• Use frontline deal experience to continuously improve sales processes and enablement.
• Attend regional conferences and collaborate with state-based partners to develop opportunities, partnerships, and pipeline.


• Personal Sales Execution
• Personally own and close at least $750K in new ARR annually.
• Lead complex, high-stakes, or strategically important deals from discovery through close.
• Model best-in-class sales execution, negotiation, and account strategy.
• Translate firsthand selling insights into improvements in pricing, messaging, and tooling.


• Deal Desk & Commercial Governance
• Own Deal Desk operations, including pricing review, discounting strategy, contract structure, and approval workflows.
• Partner with Chief Revenue Officer, finance, or compliance to ensure deals meet margin, compliance, and risk standards while maintaining velocity.
• Define approval thresholds, escalation paths, and exception frameworks.
• Ensure consistent deal quality across all Growth Managers.


• Revenue Operations & Systems Ownership
• Own the commercial RevOps spine across tools and workflows (CRM, forecasting, approvals, reporting).
• Ensure data integrity across pipeline, bookings, ARR, subsidies, and renewals.
• Partner with Chief Revenue Officer and RevOps lead on forecasting accuracy and revenue modeling.
• Identify friction across the revenue lifecycle and drive process improvements.


• Sales Operations & Enablement
• Collaborate with Chief Revenue Officer on sales operations inputs including territory design, quota inputs, capacity planning, and compensation support.
• Own sales enablement in partnership with Growth Marketing and Product Marketing.
• Develop onboarding, ramp, and ongoing training for Growth Managers.
• Equip sellers with clear pricing guidance, messaging, competitive context, and deal tools.


• Performance Indicators (KPIs)
• New business revenue attainment ($2M total; $750K personal)
• Net Revenue Retention (101%)
• Deal velocity and close rates
• Forecast accuracy and pipeline health
• Growth Manager productivity and readiness


• Growth & Leadership Path
• This is a Lead-level individual contributor role.
• The initial focus is on execution excellence and leverage through systems, standards, and cross-functional leadership, not immediate people management.
• As the revenue organization scales, this role is expected to transition into direct people management, with responsibility for Growth Managers and Sales Operations.
• Progression will be based on demonstrated ability to scale revenue, build durable operating systems, and lead execution through others.

Requirements

• 8–12+ years of experience in SaaS sales, sales leadership, or revenue operations.
• Proven experience owning a personal quota while leading execution through other sellers.
• Strong background in pricing strategy, contract negotiation, and complex deals.
• Analytical, systems-oriented approach to revenue execution.
• Ability to lead cross-functionally without formal authority.
• Alignment with CareMessage’s mission to advance health equity.

Recommended Experience

• Healthcare technology, SaaS, or regulated markets.
• Experience working with Growth Managers or similar roles.
• Familiarity with nonprofit, safety-net, or hybrid revenue models.
• Experience with CRM and RevOps tooling (e.g., HubSpot, Salesforce).
• Background in scaling or transformation-stage organizations.

30 / 90 / 180 Day Objectives

• 30 Days
• Master CareMessage’s product portfolio, roadmap, and user workflows.
• Conduct initial customer interviews across key segments.
• Learn CareMessage’s sales motion, pricing models, subsidy mechanics, and contract standards.
• Audit Deal Desk, RevOps systems, forecasting, and approval workflows.
• Begin carrying pipeline and supporting active deals.
• Establish operating cadence with Growth Managers and cross-functional partners.


• 90 Days
• Fully own sales execution outcomes and Deal Desk operations.
• Actively close deals toward the $750K personal target.
• Improve deal workflows, pipeline hygiene, and forecasting accuracy as needed.
• Make improvements to enablement for pricing, deal strategy, and pipeline management as needed.


• 180 Days
• Demonstrate progress toward $2M in new business and 101% NRR.
• Consistently close personal quota while scaling execution through Growth Managers.
• Institutionalize repeatable sales, deal, and forecasting processes.
• Influence annual planning inputs (quotas, capacity, compensation).
• Operate as the clear execution leader for the sales organization.