Director of Sales, New Business

We are seeking a strategic and results-driven Sales Director to lead a team of sellers. In this role, you will manage a team of high-performing sellers focused on acquiring net new business across the healthcare provider market. This is a critical leadership position responsible for driving market expansion, developing new business strategies, and cultivating a culture of performance and accountability. Sellers in this segment retain full ownership of newly acquired accounts for a defined period of time close; requiring a blend of hunter mentality and short-term relationship management.

Duties and Responsibilities:

• Lead and develop a team of sellers responsible for acquiring net-new healthcare clients, fostering a high-performance culture focused on new logo generation and early-stage account expansion.
• Design and implement strategies to penetrate greenfield accounts and accelerate pipeline creation.
• Oversee seller execution within a defined post-sale ownership window, ensuring early customer success, product adoption, and identifying opportunities for upsell and cross-sell.
• Own team quota and performance management; deliver accurate forecasting, pipeline coverage analysis, and hands-on deal coaching to improve win rates and sales velocity.
• Attract, retain, and develop top sales talent through performance management, regular feedback, and targeted skill development.
• Ensure consistent and accurate use of CRM systems (e.g., Salesforce) to support pipeline tracking, performance analytics, and sales process compliance.
• Provide leadership with timely and actionable reporting-daily, weekly, monthly, and quarterly-to measure team growth, effectiveness, and goal attainment.
• Drive continuous improvement through proactive coaching, mentoring, and talent development, creating a high-performing, growth-oriented sales culture.
• Maintain full compliance with Inovalon's policies, procedures, and mission statement.
• Adhere to all confidentiality and HIPAA requirements as outlined in Inovalon's Operating Policies and Procedures, ensuring protection of data and patient information at all times.

Job Requirements:

• Bachelor's degree required; MBA or relevant advanced degree preferred
• 6-10 years of B2B sales experience with 3+ years in a leadership role, preferably in healthcare or technology
• Experience managing greenfield or hunter-focused sales teams
• Strong understanding of healthcare provider sales cycles and procurement processes
• Proven ability to lead teams to exceed new logo acquisition targets
• Data-driven decision-maker with strong forecasting and sales operations acumen
• Exceptional interpersonal, coaching, and communication skills
• Familiarity with Salesforce and sales enablement tools
• Proven track record of consistently achieving or exceeding quota (team and individual contributor level

Education:

• Bachelor's degree in business management, sales management, a related field, or equivalent career experience.

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 is expected to be less than 25% to other Inovalon or client locations.