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.
Territory Ownership & Sales Execution
Own and exceed a personal quota of $1M in new ARR annually
Lead renewals/upsells in your territory with a focus on 101% NRR
Lead sales cycles independently—from sales accepted lead to contracting to handovers
Independently qualify leads through outbound outreach, in-person meetings, and creative pipeline development strategies
Drive research, ICP assessment, discovery, demo, and proposal processes that surface buyer/customer pain, align to value, and set up long-term success
Use 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 support
Ensure quality and effective up-to-date assets, roadmaps, champion decks, mutual action plans, and one pagers are shared with prospects/customers
Attend regional conferences and collaborate with state-based partners to drive webinars and other outreach opportunities
Pipeline Management & Forecasting Discipline
Maintain clean, up-to-date opportunity records and activity tracking in HubSpot with clear next steps and accurate stage, type, lead source, other property tracking
Document subsidy allocation at the deal level with consistency and accuracy
Provide weekly forecasting with supporting commentary/Hubspot notes, pacing analysis, and risk mitigation plans
Self-diagnose gaps in sales and expansion pipeline coverage, lead quality, or velocity and take ownership of course correction
Document 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 Accountability
Adhere to CareMessage’s sales methodology, including mutual action plans, written success plans, and documented buyer/customer goals
Submit consistent and timely activity logs, pricing proposals, and updates on opportunity progress, including effective outcomes-oriented sales/customer handovers
Take accountability for clean data and cross-functional coordination across Marketing, Product, and Implementation
Partner with RevOps and Growth Marketing to suggest tooling, collateral, or training needs based on frontline insights
Market Expertise & External Representation
Serve as a subject matter expert on CareMessage’s core segments and value proposition
Support webinars, conferences, and PCA/HCCN events to deepen regional awareness and trust
Contribute to refinement of Ideal Customer Profile (ICP), buyer personas, and competitive positioning
Document win/loss, churn, and competitive analysis for your territory, and consistently report on these in the appropriate communication forums
Technical Fluency & Implementation Readiness
Demonstrate strong working knowledge of CareMessage’s integration capabilities, including HL7/FHIR, flat file workflows, and available APIs
Effectively explain how CareMessage fits into clinical workflows and EMR ecosystems, including integration triggers and data exchange
Set appropriate technical expectations during the sales/account management process around implementation timelines, IT collaboration, and partner handoffs
Collaborate with Product and Implementation teams to scope complex use cases and inform feasibility during later-stage opportunities
Field common questions from EMR teams, data leads, and PCA/HCCN IT stakeholders with confidence and accuracy
Mission Alignment & Strategic Thinking
Communicate how CareMessage improves health equity and operational performance for safety-net providers
Set appropriate buyer/customer expectations around implementation, adoption, and outcomes
Use buyer/customer stories and field intel to influence product roadmap and campaign development
Identify and surface opportunities for strategic partnerships or regional expansion
Contribute to the operations development of the sales function in meaningful way; contribute to OKR updates and initiatives
Performance KPIs
Pipeline 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)
5–7 years of full-cycle B2B SaaS sales and account management experience, including 3+ years in healthcare or public health
Proven track record of meeting or exceeding $800K+ quotas annually
Experience closing complex deals in the $50K–$250K ARR range
Ability to travel
Deep familiarity with FQHCs, Tribal Health, or FCCs and their organizational structures
Ability to tailor messaging to clinical, executive, and technical stakeholders with strong discovery, demo, and storytelling skills
Strong written and verbal communication, with attention to documentation and internal reporting
Proficiency in HubSpot (or similar CRM), Gong, and tools like LinkedIn Sales Navigator
Passion for advancing health equity and working with mission-driven organizations
Familiarity with EMRs and clinical workflows (e.g., Epic, OCHIN, NextGen)
Experience working with PCA/HCCN networks or community health partners
Fluency in technical sales concepts: integrations, data flows, and health IT terminology
Experience gathering and sharing customer success stories or testimonial
