Manager, New Business Development (Healthcare Technology - Value-Based Care Plat
About Sellers Dorsey
Sellers Dorsey is a healthcare impact strategy firm focused on improving care access, quality, and outcomes for our nation’s most vulnerable populations. We work with providers, managed care organizations, state entities, and others, to design, implement, fund, and optimize sustainable programs that deliver maximum impact to underserved communities. Built on decades of experience in Medicaid, our team includes former state Medicaid directors, healthcare policy experts, health plan execs, and hospital leaders who know how to navigate the complexities of the system and find creative, impactful solutions that drive the greatest impact for the individuals and communities that need it most.
About the Role
Sellers Dorsey is seeking an experienced Manager, New Business Development who will be responsible for driving net-new client acquisition for Constyn, Sellers Dorsey ’s AI-native data platform and suite of population health applications. This role is a pure hunter position, focused on developing pipeline through direct outbound prospecting, identifying new market opportunities, and converting previously unengaged organizations into clients.
As the Manager, New Business Development, you will operate in greenfield and underpenetrated markets, engaging provider and government organizations participating in value-based care, Medicaid managed care, and other risk-based payment models. To be successful in this role, you must be a highly disciplined, self-directed seller who excels at building pipeline from scratch and navigating complex, multi-stakeholder buying environments. Success in this role is defined by the ability to consistently generate self-sourced pipeline and close new logo business.
Key Responsibilities
1- New Logo Acquisition & Pipeline Creation
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Own and deliver against an annual net-new revenue quota, with a primary focus on acquiring new clients.
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Generate the majority of pipeline through direct outbound efforts, including targeted prospecting, cold outreach, and territory development.
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Identify and penetrate greenfield accounts across payer, provider, and government markets.
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Build and maintain a robust pipeline of qualified opportunities sourced independently of marketing or inbound channels
2- Outbound Prospecting & Market Development
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Develop and execute strategic account and territory plans to uncover whitespace opportunities.
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Initiate engagement with senior stakeholders through cold outreach, networking, and industry engagement.
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Establish early-stage relationships and create demand within organizations not previously engaged with Sellers Dorsey .
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Continuously test and refine outreach strategies to improve conversion from prospect to qualified opportunity.
4- Consultative SaaS Selling
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Lead discovery and solutioning discussions that connect Constyn to client financial, operational, and quality outcomes.
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Position Constyn as a strategic, mission-critical capability for organizations operating in value-based care environments.
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Build compelling business cases that resonate with executive, clinical, financial, IT, and compliance stakeholders.
5- Deal Execution & Sales Cycle Management
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Manage the full lifecycle of self-sourced opportunities from initial engagement through contract execution.
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Navigate complex, multi-stakeholder sales cycles, including procurement, legal, and executive approval processes.
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Maintain strong pipeline hygiene and forecast accuracy.
6- Market & Regulatory Intelligence
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Stay current on Medicaid and Medicare policy, CMS guidance, and evolving payer/provider dynamics.
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Use market insights to inform prospecting strategies and refine value positioning.
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Provide feedback to internal stakeholders on market needs and emerging opportunities
Key Qualifications
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Bachelor's Degree in Business, Healthcare Administration, or a related field. Advanced degree or relevant certifications preferred.
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3–5 years