CareMessage

Director of Sales

CareMessage

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $182,521 per year

Job Level

Lead

About the role

  • Own sales execution outcomes across new business, renewals, and expansion for FQHC, FCC, and Tribal Health Market.
  • Be accountable for $2M in new ARR and 101% Net Revenue Retention.
  • Provide execution leadership, coaching, and deal support to Growth Managers.
  • 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.
  • Personally own and close at least $500K in new Core Business 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.
  • 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.
  • 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.
  • Collaborate with Chief Revenue Officer on sales operations inputs including territory design, quota inputs, capacity planning, and compensation support.
  • Partner with Growth Marketing on sales enablement.
  • Develop onboarding, ramp, and training for Growth Managers.
  • Equip sellers with clear pricing guidance, messaging, competitive context, and deal tools.
  • New business revenue attainment ($2M total; $500K personal)
  • Net Revenue Retention (101%)
  • Deal velocity and close rates
  • Forecast accuracy and pipeline health
  • Growth Manager productivity and readiness

Requirements

  • 8–12+ years of experience in SaaS sales, sales leadership, or revenue operations.
  • 3+ years managing a team of 3+ AEs selling software in the healthcare.
  • 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.
  • Self-motivated, professional, confident, flexible, and results-driven
  • Willing to travel as required.
  • Alignment with CareMessage’s mission to advance health equity.
Benefits
  • Flexible work hours; fully remote team
  • Paid parental leave for biological and adopted children
  • Half-day Fridays, every Friday
  • 18 paid company holidays, including a one week mid-year and one week end-of-year break
  • 9 wellness days to be used for self-care- or anything that comes up in life
  • 15 days of PTO
  • 1-month (20 working days) paid sabbatical after the 4-year anniversary, and every 4 years thereafter
  • Generous medical, dental, and vision insurance for employees and their families
  • Health Savings Accounts and Flexible Spending Accounts
  • 401k retirement plan
  • Short & long-term disability insurance
  • $100 per employee yearly wellness budget, with flexibility to spend on physical, emotional, and mental wellness resources
  • PerkSpot: Instant access to discounts on products & services from hundreds of vendors
  • Annual budget for professional and personal development (webinars, online courses, books, and more)
  • Volunteerism incorporated in onboarding and encouraged on an ongoing basis
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS salessales leadershiprevenue operationspricing strategycontract negotiationdeal strategypipeline managementforecastingdata integrityrevenue modeling
Soft Skills
leadershipcoachingnegotiationanalyticalself-motivatedprofessionalconfidentflexibleresults-drivencross-functional collaboration