The Growth Manager is a senior-level, quota-carrying individual contributor responsible for driving revenue growth with Federally Qualified Health Centers (FQHCs), Tribal Health Organizations, and Free & Charitable Clinics. This role requires mastery of multi-stakeholder sales cycles, a deep understanding of the safety-net healthcare ecosystem, and consistent delivery of new and expansion ARR in alignment with organizational goals.
You will manage the full commercial lifecycle independently—from opportunity origination to close—including qualifying inbound demand generated by Growth Marketing, sourcing outbound opportunities, leading discovery and demo conversations, and advancing proposals through contract execution, renewal and expansion.
This role is well suited for a self-motivated seller who thrives in lean, high-ownership environments and is energized by disciplined outreach, thoughtful account development, and short-cycle deal execution. The Growth Manager is expected to operate with a high-degree of autonomy, represent CareMessage externally with professionalism and clarity, and contribute to go-to-market strategy through structured insights from the field. At this level, team members demonstrate operational rigor, consistent execution, and deep ownership of pipeline health, buyer relationships, and strategic territory and account development.
Core ResponsibilitiesTerritory Ownership & Sales ExecutionOwn and exceed a personal quota of $1M in new ARR annuallyLead renewals/upsells in your territory with a focus on 101% NRRLead sales cycles independently—from sales accepted lead to contracting to handoversIndependently qualify leads through outbound outreach, in-person meetings, and creative pipeline development strategiesDrive research, ICP assessment, discovery, demo, and proposal processes that surface buyer/customer pain, align to value, and set up long-term successUse ROI-based storytelling, business case development, and QBRs/EBRs to build internal consensus with buyer teams and C-Suite personasManage procurement, compliance, security, and legal workflows with minimal supportEnsure quality and effective up-to-date assets, roadmaps, champion decks, mutual action plans, and one pagers are shared with prospects/customersAttend regional conferences and collaborate with state-based partners to drive webinars and other outreach opportunities
Pipeline Management & Forecasting DisciplineMaintain clean, up-to-date opportunity records and activity tracking in HubSpot with clear next steps and accurate stage, type, lead source, other property trackingDocument subsidy allocation at the deal level with consistency and accuracyProvide weekly forecasting with supporting commentary/Hubspot notes, pacing analysis, and risk mitigation plansSelf-diagnose gaps in sales and expansion pipeline coverage, lead quality, or velocity and take ownership of course correctionDocument updates in customer health scores and customer risk for managed renewals, including handovers to CSM post contract. Use sales/renewals/expansion dashboards to inform prioritization, and report progress in team meetings and QBRs
Operational Rigor & Internal AccountabilityAdhere to CareMessage’s sales methodology, including mutual action plans, written success plans, and documented buyer/customer goalsSubmit consistent and timely activity logs, pricing proposals, and updates on opportunity progress, including effective outcomes-oriented sales/customer handoversTake accountability for clean data and cross-functional coordination across Marketing, Product, and ImplementationPartner with RevOps and Growth Marketing to suggest tooling, collateral, or training needs based on frontline insights
Market Expertise & External RepresentationServe as a subject matter expert on CareMessage’s core segments and value propositionSupport webinars, conferences, and PCA/HCCN events to deepen regional awareness and trustContribute to refinement of Ideal Customer Profile (ICP), buyer personas, and competitive positioningDocument win/loss, churn, and competitive analysis for your territory, and consistently report on these in the appropriate communication forums
Technical Fluency & Implementation ReadinessDemonstrate strong working knowledge of CareMessage’s integration capabilities, including HL7/FHIR, flat file workflows, and available APIsEffectively explain how CareMessage fits into clinical workflows and EMR ecosystems, including integration triggers and data exchangeSet appropriate technical expectations during the sales/account management process around implementation timelines, IT collaboration, and partner handoffsCollaborate with Product and Implementation teams to scope complex use cases and inform feasibility during later-stage opportunitiesField common questions from EMR teams, data leads, and PCA/HCCN IT stakeholders with confidence and accuracy
Mission Alignment & Strategic ThinkingCommunicate how CareMessage improves health equity and operational performance for safety-net providersSet appropriate buyer/customer expectations around implementation, adoption, and outcomesUse buyer/customer stories and field intel to influence product roadmap and campaign developmentIdentify and surface opportunities for strategic partnerships or regional expansionContribute to the operations development of the sales function in meaningful way; contribute to OKR updates and initiatives
Performance KPIsPipeline Health New Business, Expansion, Renewal Goal Attainment Co-own with Growth Managers: Net Revenue Retention (NRR)Contribute to: Customer Health Score and Net Promoter Score (NPS)Requirements5–7 years of full-cycle B2B SaaS sales and account management experience, including 3+ years in healthcare or public healthProven track record of meeting or exceeding $800K+ quotas annuallyExperience closing complex deals in the $50K–$250K ARR rangeAbility to travelDeep familiarity with FQHCs, Tribal Health, or FCCs and their organizational structuresAbility to tailor messaging to clinical, executive, and technical stakeholders with strong discovery, demo, and storytelling skillsStrong written and verbal communication, with attention to documentation and internal reportingProficiency in HubSpot (or similar CRM), Gong, and tools like LinkedIn Sales NavigatorPassion for advancing health equity and working with mission-driven organizationsPreferred QualificationsFamiliarity with EMRs and clinical workflows (e.g., Epic, OCHIN, NextGen)Experience working with PCA/HCCN networks or community health partnersFluency in technical sales concepts: integrations, data flows, and health IT terminologyExperience gathering and sharing customer success stories or testimonial
