Senior Business Development Director - RWD Licensing

Inovalon; United States; Remote; USD 180,000 - 240,000; Full time

Job summary

Inovalon is seeking a Senior Business Development Director - RWD Licensing to drive enterprise growth and expand client relationships within major health plans. You will own the full sales lifecycle, engaging executives through contract negotiation and implementation across cross-functional teams.

You will build account strategies, lead complex pursuits, and forecast revenue with disciplined CRM practices while traveling nationally to meet clients and industry events.

Qualifications

• Proven success managing complex, consultative enterprise sales cycles.
• Ability to engage C-suite executives in large healthcare organizations.
• Experience leading strategic sales initiatives in a matrixed organization.
• Strong business acumen with territory strategy development and revenue growth.
• Healthcare industry experience, health plan exposure preferred.
• Excellent executive communication, presentation, negotiation, and relationship-building skills.
• Strong project management with attention to detail and documentation.
• Proficient in MS Office suite (PowerPoint, Excel, Word).
• Consulting and/or enterprise sales track record with quota attainment and growth.

Responsibilities

• Develop and articulate Inovalon's value to executive stakeholders.
• Own the full enterprise sales lifecycle from prospecting to implementation.
• Drive revenue growth through new business and cross-sell opportunities.
• Build trusted relationships with Director, VP, and C-suite leaders.
• Create territory and account strategies to exceed revenue and growth goals.
• Lead cross-functional teams to win complex sales pursuits and deliver outcomes.
• Maintain disciplined pipeline, forecasting, and CRM updates.
• Provide market insights to inform product strategy and planning.
• Represent Inovalon at executive meetings and industry events.

Skills

Enterprise sales

Executive stakeholder management

Strategic account planning

Business acumen

Healthcare industry experience

Executive communication

Project management

PowerPoint/Excel/Word

Management consulting experience

National travel willingness

Education

BA/BS degree

MBA preferred

Tools

Microsoft PowerPoint

Microsoft Excel

Microsoft Word

Job description

Overview:

Inovalon is seeking a strategic, results-oriented Senior Business Development Director - RWD Licensing to drive enterprise growth. This is a highly visible individual contributor role responsible for developing new business, expanding existing client relationships through cross-sell and upsell strategies, and serving as a trusted advisor to executive healthcare leaders.

As the owner of complex, enterprise sales opportunities, you will lead the full sales lifecycle: from opportunity identification and executive engagement through contract negotiation and successful transition to implementation. Working cross-functionally with Product, Clinical, Operations, Customer Success, and Executive Leadership, you will help shape growth strategies while delivering measurable business outcomes for both clients and Inovalon.

Success in this role is measured by revenue growth, strategic account expansion, client satisfaction, and the ability to build lasting executive partnerships within some of the nation's leading health plans.

Duties and Responsibilities:

• Develop and maintain expert-level knowledge of Inovalon's products, services, technology, operations, and market position to effectively articulate business value and differentiate our solutions.
• Own the full enterprise business development lifecycle, including strategic prospecting, executive engagement, opportunity qualification, solution development, proposal creation, contract negotiation, and successful transition to implementation teams.
• Drive revenue growth through new business development, strategic account expansion, and cross-sell and upsell opportunities across assigned accounts and target markets.
• Build trusted relationships with Director, Vice President, C-suite, and other executive stakeholders within large healthcare organizations and serve as a strategic advisor throughout the customer journey.
• Develop and execute comprehensive territory and account strategies designed to achieve and exceed revenue, market penetration, profitability, and client growth objectives.
• Lead complex sales pursuits by influencing cross-functional teams across Product, Clinical, Implementation, Customer Success, Marketing, Legal, and Executive Leadership to deliver exceptional client outcomes.
• Maintain disciplined pipeline management, forecasting, CRM documentation, and opportunity reporting to ensure accurate business visibility and predictable revenue performance.
• Provide market intelligence and customer insights to leadership, contributing to product strategy, solution enhancements, and long-term business planning.
• Represent Inovalon at executive meetings, client presentations, and industry conferences to strengthen strategic partnerships and expand market presence.
• Ensure compliance with all regulatory, contractual, quality, HIPAA, and company policy requirements.
• Perform additional responsibilities as assigned to support the continued growth and success of the organization.
• Maintain compliance with Inovalon’s policies, procedures and mission statement;
• Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position;
• Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company;
• Uphold responsibilities relative to the separation of duties for applicable processes and procedures within your job function; and
• We reserve the right to change this job description from time to time as business needs dictate and will provide notice of such.

Job Requirements:

• Proven success managing complex, consultative enterprise sales cycles, including lead generation, solution development, executive presentations, proposal management, and contract negotiation.
• Demonstrated ability to develop trusted relationships with Director, Vice President, and C-suite executives within large healthcare organizations.
• Experience leading highly strategic sales initiatives while influencing cross-functional teams in a matrixed organization without direct management responsibility.
• Strong business acumen with a track record of developing territory strategies, navigating long enterprise sales cycles, and consistently exceeding revenue objectives.
• Healthcare industry experience required, with health plan experience strongly preferred.
• Excellent executive communication, presentation, negotiation, and relationship‑building skills.
• Strong project management skills with exceptional attention to detail and disciplined documentation practices.
• Advanced proficiency in Microsoft PowerPoint, Excel, and Word.
• Management consulting and/or consultative enterprise sales experience preferred, with a demonstrated history of quota attainment, business growth, and career progression.
• Willingness to travel nationally (potentially up to 25–30%) for executive client meetings, conferences, and industry events.

Education:

• BA/BS degree or equivalent experience required; and
• MBA preferred.

Physical Demands and Work Environment:

• Sedentary work (i.e., sitting for long periods of time);
• Exerting up to 10 pounds of force occasionally and/or negligible amount of force;
• Frequently or constantly to lift, carry push, pull or otherwise move objects and repetitive motions;
• Subject to inside environmental conditions; and
• Travel for this position will include less than 5% locally usually for training purposes.

This position is not eligible for immigration sponsorship (e.g. H-1B, TN, or E-3). Applicants must be authorized to work in the United States as a condition of employment. (This is only applicable for US-based positions)

By embracing inclusion, we enhance our work environment and drive business success. Inovalon strives to provide equal opportunities to the communities where we operate and to our clients and everyone whom we serve. We endeavor to create a culture of inclusion in which our associates feel empowered to bring their full, authentic selves to work and pursue their professional goals in an equitable setting. We understand that by fostering this type of culture, and welcoming different perspectives, we generate innovation and growth.

Inovalon is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirement.

To review the legal requirements, including all labor law posters, please visit this link

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