Overview: 

The Senior Manager, Business Development plays a pivotal role in scaling the Provider sales organization by serving as a force multiplier with a sole focus on the Provider down-market segment. This leader is responsible for driving consistent execution of a high velocity, transactional sales motion, improving seller productivity, and reinforcing disciplined pipeline and forecasting practices.

This role leads through hands-on coaching, process governance, and operational rigor, ensuring that down-market sellers consistently meet performance expectations and operate effectively at scale. Plays a critical role to building a cost-efficient, high-capacity sales engine. By driving execution and accountability, the Senior Manager, Business Development directly contributes to bookings, pipeline generation, improved conversion rates, and stronger forecast accuracy. This position is central to delivering scalable growth and improved return on sales investment.

Duties and Responsibilities:

• Drive consistent execution of the Provider Operating Model across all Bullpen sellers to drive bookings by translating into clear seller expectations, embedding it into daily workflows and daily habits, and reinforcing through regular inspection (pipeline reviews, call coaching, deal reviews, etc)
• Create sales discipline by establishing standards for activity, pipeline management, deal execution, and forecasting discipline
• Drive a high-accountability environment focused on bookings and measurable outcomes through performance dashboards and consistent coaching
• Operationalize a high-velocity sales motion by coaching prioritization, enforcing fast deal progression, and removing friction points that slow cycle time or reduce throughput
• Lead execution across defined down-market segments through structured operating rhythms
• Drive scalable coverage of lower-value opportunities by optimizing resource allocation, ensuring clear ownership of inbound and outbound activity, and standardizing workflows to increase efficiency and outputs
• Enable increased capacity for field sellers to focus on higher-value opportunities
• Drive consistent pipeline generation aligned to quota expectations
• Ensure high-quality pipeline with clear next steps, timelines, and stakeholder alignment
• Provide hands-on, real-time coaching across discovery, call execution, objection handling, positioning, and closing strategy
• Identify and prepare high-performing sellers for advancement opportunities
• Provide clear visibility into pipeline health, risks, and gaps
• Enforce standardized qualification criteria and sales processes
• Maintain CRM (Salesforce) integrity and pipeline hygiene
• Other projects and duties as assigned;
• Maintain compliance with Inovalon’s policies, procedures and mission statement;
• Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position; and
• Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Employer.

Job Requirements:

• 10+ years of experience in sales, business development, sales coaching preferably in a Challenger or consultative selling environment with a minimum 4 years of experience in management
• Proven track record of driving pipeline generation and sales productivity
• Experience in coaching and developing early-career sellers
• Strong understanding of high-velocity, transactional sales motions
• Demonstrated ability to drive process adherence and operational discipline
• Proficiency with CRM and sales engagement tools
• Strong coaching presence — able to give direct, actionable feedback in a constructive way.
• Excellent communication and facilitation skills; comfortable leading sessions with diverse sales groups.
• Collaborative mindset with the ability to work across Sales, Sales Excellence, Marketing, and Product.
• Ability to translate customer conversations, pipeline reviews, and seller behavior into practical coaching plans.
• Experience managing channel opportunities through forecasting, account resource allocation, account strategy, and planning;
• Strong cold calling skills and coaching required;
• Excellent negotiation, leadership, management and presentation skills;

Education:

• Bachelor’s degree in business management, sales management or relevant field of study.

Physical Demands and Work Environment:

• ·work (i.e. sitting for long periods of time);
• Exerting up to 10 pounds of force occasionally and/or negligible amount of force;
• Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions;
• Subject to inside environmental conditions; and
• Travel for this position is expected to be less than 25% to other Inovalon or client locations.

Core Competencies:

• Coaching & Talent Development: Ability to elevate seller performance through structured coaching
• Execution Discipline: Drives consistent adherence to operating rhythms and standards
• Analytical Thinking: Uses data to diagnose gaps and improve outcomes
• Pipeline & Forecast Expertise: Deep understanding of pipeline mechanics and forecasting accuracy
• Operational Rigor: Enforces process governance and ensures scalability
• Communication & Influence: Aligns cross-functional teams and drives accountability