DME Partnerships & Business Development Manager

XRHealth; Needham (MA); Hybrid; USD 120,000 - 190,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401k

Hybrid work model

Job summary

XRHealth in Needham, MA is seeking a high-impact DME Partnerships & Business Development Manager to drive growth of its DME channel. You will own the full sales cycle—from sourcing and closing new partners to ongoing revenue expansion—while serving as the primary commercial owner of partner relationships.

Ideal candidates have 4–8 years in DME or healthcare sales, proven quota attainment, and strong negotiation and stakeholder management skills.

Qualifications

• 4–8 years of experience in DME, healthcare sales, partnerships, or business development.
• Proven track record of meeting or exceeding revenue targets in quota-carrying roles.
• Experience managing full-cycle deals—from prospecting to close and expansion.
• Strong understanding of the DME landscape, reimbursement models, and stakeholders.
• Excellent communication, presentation, and negotiation skills.
• Highly organized with ability to manage a pipeline and partner portfolio.
• Thrives in fast-paced startup environments with ownership.

Responsibilities

• Own pipeline and revenue target tied to DME partner acquisition and growth.
• Forecast pipeline and performance using CRM tools.
• Drive revenue expansion across partner portfolio.
• Identify, prospect, qualify new DME suppliers and partners.
• Build and manage a strong pipeline using CRM tools and research.
• Lead onboarding of partners and deliver enablement materials.
• Structure and negotiate partnership agreements aligned with company goals.
• Coordinate with internal teams to support partner success.
• Monitor partner performance and identify growth opportunities.

Skills

DME sales

Partnership development

Account management

CRM management

Negotiation

Communication

Tools

HubSpot

CRM

Job description

XRHealth is a leading virtual reality-based virtual care and medical device company, delivering immersive care solutions to patients in clinics and at home. Our platform supports providers across physical therapy, cognitive rehabilitation, behavioral health, and pain management, and is complemented by XR-based DME offerings that enable care beyond the clinic. By combining XR technology, data-driven insights, and clinical expertise, XRHealth is redefining how care is delivered and accessed – improving outcomes, expanding reach, and reducing barriers to treatment. As a fast-growing healthcare startup, XRHealth offers the opportunity to work at the intersection of healthcare, technology, and innovation, with a direct impact on patient access and experience.

Role Description

We are seeking a high-impact DME Partnerships & Business Development Manager to drive the growth of XRHealth’s DME channel. This is a quota-carrying, full-cycle role responsible for generating new partnerships and expanding revenue across a portfolio of DME suppliers. You will lead the entire process – from sourcing and closing new partners to driving their ongoing performance and growth. You will serve as the primary commercial owner of your partner relationships, accountable for both new business development and long-term revenue expansion. This role is ideal for someone who thrives in a sales-driven environment and is excited to build and scale a high-growth distribution channel from the ground up.

What You’ll Do

1. Revenue Ownership & Performance

• Own a pipeline and revenue target tied to DME partner acquisition and growth
• Consistently meet or exceed monthly and quarterly quotas
• Accurately forecast pipeline and performance using CRM tools
• Drive revenue expansion across your partner portfolio

1. Partner Sourcing & Business Development

• Identify, prospect, and qualify new DME suppliers, distributors, and strategic partners
• Build and manage a strong pipeline using CRM tools and industry research
• Expand XRHealth’s presence in the DME ecosystem through outreach, networking, and industry events

1. Sales Execution & Deal Management

• Own the full sales cycle from outreach through close
• Conduct product demonstrations and educate partners on XRHealth’s platform and reimbursement model
• Structure and negotiate partnership agreements aligned with company goals

1. Partner Onboarding & Enablement

• Lead onboarding of new partners and ensure successful activation
• Develop and deliver training and enablement materials
• Collaborate with internal teams to support partner success

1. Account Management & Growth

• Manage ongoing partner relationships as the primary point of contact
• Monitor partner performance and track key metrics
• Identify opportunities to expand revenue and deepen engagement
• Drive retention, utilization, and long-term growth

1. Strategy & Market Insights

• Contribute to DME partnership strategy and channel development
• Stay current on industry trends, reimbursement, and regulatory changes
• Provide market feedback to improve product positioning and go-to-market approach

Who You Are

• 4–8 years of experience in DME, healthcare sales, partnerships, or business development
• Proven track record of meeting or exceeding revenue targets in a quota-carrying, individual contributor role
• Experience managing full-cycle deals, from prospecting through close and expansion
• Strong understanding of the DME landscape, reimbursement models, and key stakeholders
• Demonstrated ability to build and grow partner relationships that drive revenue
• Excellent communication, presentation, and negotiation skills
• Highly organized and comfortable managing a pipeline and partner portfolio simultaneously
• Thrives in a fast-paced, startup environment with a high degree of ownership

Preferred:

• Existing relationships within the DME supplier or distributor ecosystem
• Experience in digital health, medical devices, or SaaS-enabled healthcare
• Familiarity with CRM tools such as HubSpot

Compensation

• Base salary
• Performance-based commission or bonus tied to partner acquisition and growth
• Strong earning potential for high performers
• Full benefit plan, including Medical, Dental, Vision and 401k

Location

Hybrid - Needham, MA