Director, Business Development

Summary

Join Omada Health as the Director of Business Development and lead the accelerated growth within Alliance Partners. You will manage a team of Business Development Representatives (BDRs), developing and executing strategies to expand Omada's reach in the employer and payer market. This role requires extensive experience in healthcare, leading teams, and navigating complex enterprise sales. You will build and maintain relationships with key accounts, ensuring alignment between Omada's sales, marketing, and product teams. The ideal candidate possesses strong leadership, communication, and strategic planning skills, along with a deep understanding of the virtual care landscape. Omada offers a competitive compensation package, including a generous bonus, stock options, remote work flexibility, and comprehensive benefits.

Requirements

• 12+ years of total experience in a healthcare related field and 7-10 years of experience leading teams or strategies for virtual care or similar solution development
• Trusted and authentic leader who builds a strong, engaging, and high-performance network that can accelerate the growth of a partnership
• Focuses on “we > me” and establishes trust and teamwork through honest, constructive conversations with internal and external partners. Has led leaders/managers who have led a team of sales representatives and demonstrates potential to assume deeper leadership responsibilities as the business grows
• Ability to inspire followership; motivate teams to achieve and exceed a high performance bar; hold people accountable
• Visionary- The ability to consult, gain consensus, and drive action towards long term tangible and intangible benefits
• Experience developing and maintaining ongoing relationships with large, complex employers, health plans and health systems
• Ability to close a sale, having the communication skills, credibility, and authority to handle each client from lead generation through contract execution
• Access to established and respected contacts within the healthcare community
• A player/coach who can drive results and then recruit, grow, and lead a team to scale as business grows
• Experience learning and communicating clinical data and concepts for the purposes of sales and marketing to CMO’s, Medical Directors, C-suite, VP functional owners, and Sales/Account leads
• Knows the ecosystem of healthcare, its evolution, regulatory and compliance environment
• Has a deep appreciation for the evidence and data hurdles required to establish authority in the healthcare space
• Perseverance to drive contracts for our unique solution forward, often educating the prospect about the required contracting model, claims submission parameters, and Omada’s fit within the landscape of existing health plan programs and resources
• Strong presentation and group facilitation skills
• An agile, intelligent, dynamic thinker with ability to tailor messages and communications to the intended audience and respond nimbly during prospect meetings across numerous topics
• A team player that will work ardently towards exceeding their objectives and deliver outstanding results, but never do so at the expense of a colleague or Omada

Responsibilities

• Develop vision/strategy and lead a team of BDR’s to drive business development across the Key Accounts/Alliance partners and consultants
• Establish the strategy and tactics for how the BDR team will work with the targeted Alliance partners, consultant contact lead generation, and the internal stakeholders such as sales, marketing, payer teams and consultant relations
• Ensure there is governance related to the BD functions including process development and implementation, tracking mechanisms, reporting rigor, and team development
• Develop and implement a support structure for how BDR’s support Marketing strategy and tactics for planned events and other marketing activities
• Hire, grow and coach BDR team
• Understanding and actioning Key Accounts’ needs to more effectively sell Omada to their clients. Identify gaps where we have missing assets, upleveling assets, working directly with their sales leaders, CAEs and AEs to get feedback on what is working
• Build trust and relationships with the Alliance account management (AE / CAE) team sales and sales enablement teams
• Be the point of contact (or oversee BDR who is point of contact) for all inquiries from Alliance AEs to determine the proper Omada Employer sales team to map to or if it needs to be another team within Commercial
• Facilitate relationship building across the Omada Sales team and Alliance Account teams where possible
• Complete and continually update a map of AllianceI Account Management Leaders, Account Managers and CAEs by vertical (Commercial, Labor, etc) and also map specific clients to these AEs and Team Leads
• Work in collaboration with CE and SAM to execute training and webinars for AE's and broader client audiences (NOT single client audiences)
• Provide input to the SAM / ADL to ensure that the story best supports the upsell, expansion to other clients. E.g. what metrics are the AEs asking for that are perhaps not included today
• Collaborate with Alliance SAMs on QBR content for growth opportunities
• Drive measurable sales growth for identified Alliance partner business, which are Omada’s most important and highest visibility channel partners
• Develop best-in-class, scalable BD strategy, replicable across Alliances - an opportunity to create and shape a new motion for Omada!
• Ensure governance for BD is being executed regularly for value expression to the organization and measuring overall impact of BD

Benefits

• Competitive salary with generous annual cash bonus
• Stock options
• Remote first work from home culture
• Flexible Time Off to help you rest, recharge, and connect with loved ones
• Generous parental leave
• Health, dental, and vision insurance (and above market employer contributions)
• 401k retirement savings plan
• Two giftable Omada enrollments per calendar year
• Lifestyle Spending Account (LSA)
• Mental Health Support Solutions