EHR Channel Development Executive

DrFirst; United States; Remote; USD 158,000 - 193,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401K with company match

HSA contribution

Disability & life insurance

PTO 18 days + holidays

Professional development funds

Job summary

DrFirst is seeking an EHR Channel Development Executive to aggressively expand our footprint in the EHR ecosystem. This outbound-focused role targets net-new integration and distribution partnerships, converting prospects into signed agreements that drive new revenue.

The position carries no account management after close and reports to the Chief Commercial Officer. Ideal candidates bring 10+ years in hunter-style business development within healthcare IT, strong executive-level negotiation

Qualifications

• 10+ years of outbound, hunter-focused business development or sales in healthcare IT or the EHR ecosystem.
• Proven track record of sourcing and closing net-new partnerships independently.
• Deep knowledge of the EHR vendor landscape and how integration partnerships are structured.
• Experience negotiating complex commercial agreements including integration, API, and co-distribution terms.
• Proven ability to engage VP and C-suite decision makers at technology companies.

Responsibilities

• Identify and pursue net-new EHR, HIT, and clinical technology partners with no DrFirst relationship.
• Own the full pipeline from initial outreach through signed agreement.
• Drive high-volume outbound activity including cold outreach and conference prospecting to build a self-sourced pipeline.
• Lead commercial negotiations on new partnership agreements and collaborate with Legal on contracts.
• Engage VP and C-suite executives to build relationships and drive buy-in.

Skills

Outbound sales

Healthcare IT experience

EHR ecosystem knowledge

Executive engagement

CRM forecasting

Negotiation

Tools

CRM (Salesforce)

Job description

About DrFirst

For 25 years, DrFirst has empowered providers and patients to achieve better health through intelligent medication management. We improve healthcare workflows and help patients start and stay on therapy with end-to-end solutions that enhance prescription access, affordability, and adherence. Our solutions help 100 million patients a year and are used by more than 420,000 prescribers, 71,000 pharmacies, 270 EHRs and health information systems, and over 2,000 hospitals in the U.S. This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. Here you'll get to work with some of the smartest and most interesting people around, solving unique and complex challenges in healthcare on a scale matched by few companies. If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, and care about working with smart colleagues, we want to talk to you!

Position Overview

The EHR Channel Development Executive is a new, outbound-focused business development role created to aggressively expand DrFirst's footprint within the Electronic Health Record (EHR) ecosystem. This is a pure new-business acquisition role. The EHR Channel Development Executive is responsible for identifying, engaging, and closing net-new EHR integration and distribution partnerships — converting prospects into signed agreements that drive new revenue for DrFirst.

This role carries no account management or renewal responsibilities. Success is measured exclusively by new partnership logos signed and new revenue generated. The EHR Channel Development Executive reports directly to the Chief Commercial Officer.

Who Will Love This Job

• A hunter who works with purpose and intensity, building pipeline from scratch and driving deals from first contact to signed agreement.
• A trusted advisor who builds credibility quickly with VP and C-suite decision makers inside complex technology organizations.
• A builder who enjoys mapping whitespace in a market, designing outreach strategies, and closing agreements without a playbook handed to them.
• A collaborator who executes structured handoffs and works effectively with legal, product, and partner success teams to close and transition deals.
• A strategic operator who understands how EHR ecosystems work and positions DrFirst's integration value clearly against competing priorities.

What you will work on

Prospect and Pipeline Development

• Proactively identify and pursue net-new EHR, HIT, and clinical technology partners with no existing DrFirst relationship.
• Own the full pipeline from initial outreach through signed agreement.
• Drive high-volume outbound activity including cold outreach, conference prospecting, and referral development to build a self-sourced pipeline of qualified opportunities.

Deal Structuring and Negotiation

• Lead commercial negotiations on new partnership agreements including integration terms, revenue share, and co-marketing commitments.
• Collaborate with Legal on contract execution and ensure deals are structured for long-term success.

Market Intelligence

• Continuously assess the EHR and HIT landscape to identify whitespace opportunities, competitive displacement targets, and emerging integration use cases relevant to DrFirst's solution portfolio.

Executive Engagement

• Engage at the VP and C-suite level within target EHR organizations to build relationships and drive buy-in for DrFirst partnerships.

Cross-Functional Handoff

• Upon close, execute a structured handoff to the Partner Success and Account Management team.
• This role does not retain ongoing account ownership post-close.

Qualifications

• 10+ years of outbound, hunter-focused business development or sales experience in healthcare IT or the EHR ecosystem.
• Demonstrated track record of sourcing and closing net-new partnership or distribution agreements independently, without reliance on inbound leads.
• Deep knowledge of the EHR vendor landscape (Epic, Oracle Health, athenahealth, eClinicalWorks, Veradigm, etc.) and how EHR integration partnerships are structured.
• Experience negotiating complex commercial agreements including integration, API, and co-distribution terms.
• Proven ability to engage and influence VP and C-suite decision makers at technology companies.
• Comfortable operating in a high-accountability, metrics-driven environment with clearly defined new-business targets.
• Experience with CRM pipeline management and disciplined forecasting.

Physical Requirements

• 90% desk and phone work
• 10% travel to DrFirst and customer locations in the US

#LI-GF1 #LI-Remote

Benefits

• Competitive compensation, with a base salary up to $175,000 (Exact compensation may vary based on skills and experience)
• Eligible for Commission, depending on individual performance and quarterly sales results
• Medical, dental, and vision insurance
• 401K eligible after 3 months of employment, with 50% company match up to first 5% of salary contributed to the plan with a 3-year vesting schedule
• HSA for eligible employees enrolled in the HDHP, with a generous company contribution up to $500 for individual coverage and $1000 for family coverage per year
• 100% company paid short and long-term disability, AD&D, and group life insurance
• Accrued annual paid time off (PTO) of 18 days for the first 3 years of service, increasing thereafter and 7 paid holiday days
• Employee Assistance Program
• Continuing Education funds up to $1,500 annually for eligible programs after 1 year of service
• Voluntary benefits including FSA, Hospital indemnity, Accident and Critical Illness insurances

DrFirst is committed to being a Remote-First company, creating a dynamic and flexible workplace where everyone thrives, no matter where they log in from. Check out our approach to remote work: https://drfirst.com/company/about-us/careers/

Our recruitment process at DrFirst is straightforward and secure. You will only be contacted by our recruitment team through an official @drfirst.com email address. We will never ask you for payment or sensitive personal information, such as your social security number or banking details, at any stage of the hiring process. If you encounter any communications claiming to be from DrFirst that seem suspicious, please contact our recruitment team directly at [e-mail] to verify the message's authenticity. Your security is important to us!

Learn more about our benefits and professional development opportunities: https://drfirst.com/company/about-us/careers/the-perks/