Vice President of Business Development

About Siftwell Analytics

Siftwell Analytics is a fast-growing, mission-centric company that uses data, advanced analytics, and managed care expertise to enable partner healthcare organizations to improve member health outcomes and reduce costs for complex populations. At Siftwell, we are committed to providing a mutually respectful work environment. We believe diversity and inclusion among our teammates is critical to our success. We seek to recruit, develop, and retain the most talented professionals, and we work to create a culture in which all individuals can develop, thrive, and have fun. Business Need Siftwell’s growth and expansions efforts in 2024 and beyond are highly dependent on the success of the business development team – sales, marketing, client success and partnerships. The VP of Business Development is a leadership role that is especially vital to ensure that the pipeline continues to grow, develop, and mature in Siftwell’s target market – community health plans. This position is intended to expand capacity for sales and collaborate with marketing, customer success, product development and senior management to ensure revenue attainment goals through direct sales and revenue-generating partnerships. More broadly, the individual will work directly with the SVP of Growth and company leadership to ensure commercial success, insulate against competition, and achieve corporate objectives as it relates to new products, product line extensions, and partnerships. This individual is a direct line between the market and the Siftwell team, and therefore will play an important role in product and company evolution. If you are a highly motivated and proactive BD professional hungry to join a mission-oriented company at the cutting edge, read on! The specific needs that this position fulfills:

Developing and advancing pipeline opportunities: This individual will collaborate and be co-responsible with the SVP of Growth on overall pipeline development. The target market of community health plans is well-defined. Initial opportunities have been captured in the pipeline management system that require nurturing and follow-up to advance to sales.

Building relationships in the target market: The sales strategy requires building upon trusted relationships with community health plan leaders. This role is intended to augment and support these relationships at all levels of the target customer organization.

Supporting all aspects of the marketing strategy: The marketing team is measured on pipeline development, adding to the top of the sales funnel. The VP of Business Development will work closely with marketing to define, refine and support programs that result in quality leads. Executive relationship follow up: The founders and advisors of Siftwell are former leaders of Managed Care Organizations and community health plans. The business development role is required to support, extend, and enrich existing relationships.

Support for sales operations: There is a need in the organization to implement a structure and system that advances the pipeline. This role is intended to support that effort and help to institutionalize a system and approach that results in a clear view of sales, revenue, and profit.

Partnership development: As the business expands in the target market, partnerships are required to ensure that the insights and action recommendations from the Siftwell offering result in “real world” outcomes. This role supports partnership development and the vendor management requirements of the client. Overall strategic development: This individual is a liaison between the company and the market. The ideal candidate has both an execution “hat” and a strategic “hat,” using market insights and dynamics to (together with the SVP of Growth) inform Siftwell’s Growth, Marketing, and Product strategy. Client upsell/expansion: This individual will work with the SVP Growth and the Client Success team to ensure smooth expansion of client relationships, at the discretion of the Client Success and Siftwell leadership team.

Position Description

This role is first and foremost a sales position, with additional responsibilities as outlined above. The role is remote and reporting to the SVP of Growth. The right candidate is capable and experienced in the following: Business development (sales) focused on community health plans requiring precise insights and directed actions to improve member health outcomes and reduce cost and risk exposures. Direct relationship development and management of target market business leaders and influencers. For Siftwell these currently include: Population Health, Quality, Risk Adjustment, Marketing, and other Clinical Operations functions. Advancement of new and existing pipeline opportunities. Conduction of market research to ensure pursuing relevant markets for Siftwell and resonance with Siftwell’s product in the market. Collaboration with marketing to increase lead quantity and quality. Proven ability to close business within the defined contracting period. Demonstrated experience partnering with Client Success teams for smooth implementation, and to retain and expand current contracts. Pipeline management and accurate reporting. Open intellectual curiosity and empathy to deeply understand the challenges and dynamics in the managed care industry and their local nuances. Familiarity with challenger and consultative sales principles. This role is significantly external-facing and as a result we estimate 30-50% travel depending on the time of year. Position Requirements/Attributes 5+ years of experience selling a SaasS or service in the healthcare payer markets. Community health plan and/or managed Medicaid is a plus. Proven ability to meet sales targets over a multi-year period. Experience with CRM platforms such as Hubspot. Native curiosity, poise, and emotional intelligence. Highly proactive and collaborative; strong team player with a bias to action rather than a bias to delegation Eager to be a “big fish in a small pond” and make a substantial impact on the organization and on our market Ability to pivot based on market conditions. Ability to work with the legal team to secure contracts in a timely fashion. Ability to communicate with Client Success and Product teams to ensure smooth internal collaboration in serving current, prospective, and new clients. Key Metrics Sales relative to targets Revenue realization Contract gross profit Compensation & Benefits Competitive base salary Participation in Siftwell’s commission plan Participation in Siftwell’s employee stock option plan Health insurance reimbursement 401K match Company-provided equipment for Siftwell-related work Unlimited time off