About Onward

At Onward, we're reimagining transportation as a vital part of health and well-being. Our door-through-door Companion rideshare services and transportation management platform help individuals with mobility and cognitive challenges access healthcare, community resources, and daily essentials. We work with healthcare systems, PACE programs, and health plans to improve care access, reduce missed appointments, and relieve the burden of caregiving.

We’ve already delivered measurable value to our partners, and we’re just getting started. If you’re a relationship-builder and problem-solver passionate about improving lives through innovative care delivery, we’d love to have you join our team.

Objective of the Position

As Business Development Manager, you will lead new business acquisition efforts across healthcare segments, driving revenue growth through consultative sales and strategic partnerships. You’ll own the full sales cycle from pipeline development and opportunity qualification through contract execution and will work cross-functionally to ensure successful handoff and launch with our Customer Success team.

You’ll also be responsible for accurate forecasting, maintaining CRM discipline, and contributing insights that shape our go-to-market strategy. This is a quota carrying role suited to a motivated, healthcare-savvy professional who thrives in a mission-driven, high-growth environment.

Key Responsibilities

Sales & Business Development

• Own the end-to-end sales cycle for healthcare prospects (Health Systems, PACE, Medicare Advantage, and Medicaid Plans)
• Develop and execute outreach strategies, value propositions, and tailored presentations aligned with customer goals (e.g., LOS, access to care, SDoH, cost savings, compliance)
• Respond to RFPs and RFIs, develop pricing models, and negotiate contract terms in collaboration with leadership and legal
• Build and manage a qualified pipeline and consistently meet or exceed quarterly and annual revenue targets

Forecasting & CRM Discipline

• Maintain accurate and up-to-date deal stages, close dates, and revenue projections in the CRM, Hubspot.
• Provide regular sales forecasts, pipeline reports, and market feedback to leadership
• Use data and historical trends to improve forecast accuracy and deal velocity

Launch Readiness & Customer Transition

• Collaborate with Operations and Customer Success to ensure smooth handoff post-sale
• Participate in kickoff meetings and early implementation steps to align internal teams with customer expectations
• Capture and document key success metrics, implementation needs, and organizational dynamics to set up Customer Success for long-term partnership growth

Cross-Functional Collaboration

• Partner with Marketing to develop campaigns, collateral, and thought leadership tailored to healthcare audiences
• Share market insights with Product to inform roadmap priorities and address industry pain points
• Represent Onward at industry events, conferences, and webinars as a brand ambassador and subject matter expert

Required Skills & Qualifications

• 5+ years of B2B healthcare sales or business development experience, including SAAS products (health systems, PACE, payers, or care coordination strongly preferred)
• Proven success in consultative selling with a track record of meeting or exceeding quotas
• Strong understanding of healthcare delivery models, value-based care, and social determinants of health (SDoH)
• Ability to manage complex, multi-stakeholder deals from discovery to close
• Skilled at using CRM tools for pipeline management, forecasting, and reporting
• Excellent written, verbal, and presentation skills; confident interfacing with clinical and executive audiences
• Comfortable working in a dynamic, fast-paced, and collaborative environment
• Willingness to travel up to 25–35% for client meetings and conferences

Nice to Have

• Experience working in or selling to Medicaid and Medicare Advantage programs
• Knowledge of non-emergency medical transportation (NEMT) or benefits administration
• Background in healthcare startups or early-stage healthtech companies

Why Join Onward?

• Impact-Driven Work: Help revolutionize transportation for those who need it most.
• High-Growth Environment: Be part of a fast-paced, rapidly scaling company.
• Leadership Opportunity: Shape and lead a critical function in the organization.
• Customer-Centric Culture: Work closely with mission-driven partners making real-world impact.

If you're excited about driving customer success, making a difference in healthcare and transportation, and being part of a dynamic, mission-oriented team, we'd love to hear from you!