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CareMessage
Sales & Business Development
United States · Remote
USD 152,166-152,166 / year
Who We’re Looking For
We are hiring a Tribal Health Lead to grow CareMessage’s presence, partnerships, and revenue across the Tribal Health market. This is a senior individual contributor role for a market-builder with deep experience in Tribal Health, trusted relationships across the ecosystem, and the ability to translate healthcare technology into practical value for mission-driven health organizations.
The Tribal Health Lead will focus on building and expanding a dedicated market: identifying high-fit opportunities, developing trusted relationships, shaping strategic partnerships, and closing new revenue with Tribal Health Organizations, Urban Indian Organizations, inter-Tribal health partners, and adjacent ecosystem stakeholders.
This role blends business development, strategic selling, and technical fluency. The right candidate understands the complexity of the Tribal Health ecosystem, including governance, funding, procurement, EHR and data environments, care delivery models, and the importance of cultural humility and long-term trust. They will report to the Chief Revenue Officer and play a foundational role in building a sustainable Tribal Health growth strategy aligned with CareMessage’s mission to advance health equity.
Who You Are
You are a senior market-builder who knows how to grow a specialized healthcare market with patience, discipline, and credibility. You bring firsthand experience working with Tribal Health leaders and understand that this market requires more than transactional selling. You know how to build trust, listen deeply, navigate complex stakeholder environments, and position technology as a tool that supports local goals, sovereignty, patient access, and improved health outcomes.
You are comfortable carrying a personal revenue target, creating pipeline from existing and new relationships, and leading strategic opportunities from discovery through close. You are equally comfortable speaking with executive, clinical, operational, and technical stakeholders. You can explain interoperability, data workflows, patient engagement, implementation needs, and ROI in clear, practical terms. Most importantly, you are motivated by building sustainable revenue models that support long-term health equity impact.
Contribute to CareMessage’s market development strategy for Tribal Health.
Build and manage a targeted account strategy across Tribal Health Organizations, Urban Indian Organizations, inter-Tribal health partners, regional associations, and aligned ecosystem partners.
Use existing relationships and market knowledge to identify high-fit opportunities, partnership pathways, and customer needs.
Develop CareMessage’s point of view on how patient engagement, outreach, reporting, and data capabilities can support Tribal Health priorities.
Represent CareMessage at Tribal Health, Indigenous health, public health, and regional conferences where market presence and relationship-building are important.
Build trust through culturally respectful engagement, strong follow-through, and clear understanding of local context.
Source, develop, and close new Tribal Health opportunities through direct outreach, referrals, partner channels, conferences, and relationship-based business development.
Build and maintain relationships with executive leaders, clinical leaders, operational leaders, IT/EHR stakeholders, and board or governance-adjacent stakeholders as appropriate.
Identify strategic partnership opportunities with organizations serving Tribal Health, including technology partners, public health partners, associations, funders, and regional networks.
Shape opportunities early by understanding customer priorities, funding pathways, operational readiness, procurement processes, and technical requirements.
Develop account and territory plans that translate relationship-building into measurable pipeline and revenue.
Personally own and close new Tribal Health ARR, with annual revenue targets to be finalized based on territory scope and ramp expectations.
Lead complex, high-trust sales cycles from discovery through close.
Conduct strong discovery across executive, clinical, operational, and technical stakeholders.
Navigate multi-stakeholder decision-making, including budget, procurement, contracting, technical review, and implementation readiness.
Develop a strong understanding of CareMessage’s product portfolio, roadmap, implementation model, and user workflows.
Translate technical capabilities into clear customer value, including outreach workflows, segmentation, reporting, integrations, data exchange, and patient communication use cases.
Understand common Tribal Health technology environments, including EHRs, data systems, reporting requirements, and interoperability constraints.
Build trust with technical stakeholders by communicating accurately, avoiding overpromising, and ensuring internal alignment before commitments are made.
Partner with the Chief Revenue Officer and Chief Strategy Officer to ensure our GTM strategy is consistent with CareMessage’s mission, long term vision, and brand.
Translate market insights into practical recommendations for messaging, packaging, pricing, partnerships, and product prioritization.
Help CareMessage define what strong market fit looks like in Tribal Health, including ideal customer profiles, adoption risks, technical readiness, and value drivers.
Partner closely with Customer Experience and Professional Services to ensure prospective customers understand onboarding, adoption, support, and implementation expectations..
Partner with Finance and the Chief Revenue Officer on pricing, discounting, subsidies, grant-funded opportunities, and contract structure.
Partner with Compliance and Legal as needed on data privacy, security, contracting, and risk considerations.
Ensure customer commitments are well-documented and operationally feasible.
Serve as the internal voice of the Tribal Health market while maintaining clear commercial ownership of pipeline and revenue outcomes.
New Tribal Health ARR attainment
Qualified Tribal Health pipeline created
Strategic opportunities sourced through direct relationships, partners, and conferences
Conversion from target account engagement to qualified opportunities
Deal velocity and close rates in Tribal Health opportunities
Forecast accuracy and CRM hygiene
Quality of executive, clinical, operational, and technical stakeholder engagement
Market intelligence and internal enablement contributions
8–12+ years of experience in healthcare business development, healthcare SaaS sales, health technology partnerships, public health, Tribal Health, or a related commercial role.
Significant professional experience working in or selling to Tribal Health Organizations, Urban Indian Organizations, Tribal Nations, inter-Tribal organizations, IHS-adjacent settings, or Indigenous health ecosystem partners.
Existing relationships across the Tribal Health market and demonstrated ability to build trust with senior stakeholders.
Proven experience generating pipeline and closing complex, multi-stakeholder healthcare deals.
Strong business development instincts, including account prioritization, relationship mapping, partner development, and long-cycle opportunity creation.
Technical fluency in healthcare technology, including EHRs, integrations, patient communication workflows, data exchange, reporting, or population health tools.
Ability to tailor messaging to executive, clinical, operational, and technical stakeholders.
Strong written and verbal communication, with disciplined documentation and internal follow-through.
Cultural humility, respect for Tribal sovereignty, and commitment to advancing health equity.
Experience with patient engagement, population health, care gap closure, outreach automation, interoperability, public health reporting, or EHR-adjacent technology.
Experience selling into or partnering with safety-net healthcare organizations, especially Tribal-focused, FQHCs, rural health organizations, public health agencies, or Medicaid-serving organizations.
Familiarity with Tribal Health governance, funding, procurement, and partnership dynamics.
Experience with CRM and sales tools such as HubSpot, Salesforce, Gong, LinkedIn Sales Navigator, or similar platforms.
Background in scaling or transformation-stage organizations.
Master CareMessage’s mission, product portfolio, roadmap, implementation model, and core user workflows.
Learn CareMessage’s current Tribal Health pipeline, customer base, partner relationships, and market assumptions.
Review CareMessage’s pricing, subsidy mechanics, contract standards, grant-funded support models, and ROI messaging.
Conduct internal listening sessions with Strategy, Revenue, Customer Experience, Product, Engineering, Professional Services, Compliance, and Marketing.
Develop an initial Tribal Health market map, including priority accounts, partners, conferences, and relationship pathways.
Begin customer and market listening calls to validate needs, messaging, and opportunity fit.
Own a defined Tribal Health territory and account strategy.
Build an active pipeline of qualified Tribal Health opportunities.
Begin leading discovery, demos, and strategic conversations with priority accounts.
Develop market-specific messaging and discovery guidance in partnership with Growth Marketing and Product Marketing.
Identify top partnership opportunities and recommend a conference / ecosystem engagement strategy.
Establish a forecasting and pipeline review cadence with the Chief Revenue Officer.
Demonstrate measurable progress against Tribal Health ARR and qualified pipeline targets.
Close initial new Tribal Health opportunities or advance strategic late-stage opportunities with clear paths to close.
Establish CareMessage as a credible, mission-aligned presence in priority Tribal Health networks.
Build repeatable account planning, discovery, and technical selling approaches for the Tribal Health market.
Deliver a refined Tribal Health go-to-market plan, including target segments, partnership strategy, conference strategy, messaging, product feedback, and annual revenue assumptions.
Operate as CareMessage’s clear commercial lead and internal market expert for Tribal Health.
152166 - 152166 USD a year
