Senior Director, Business Development Strategy – Activation

Job Description:

• Serve as the primary commercial partner for Success Services, joining BD and Sales on prospect calls, leading solution demos, and scoping engagement models for health system buyers
• Join sales conversations with health system BD and strategy leadership to demonstrate Clarify's consultative delivery capability (not just software features)
• Handle objections from sophisticated buyers on attribution methodology, ROI validation, and engagement model differentiation
• Present case studies and preliminary diligence findings (e.g., referral leakage analyses) that establish credibility before contract signature
• Contribute to proposal development and scoping for outcomes-based pricing models, ensuring delivery feasibility aligns with commercial commitments
• Partner with BD leadership to refine pitch materials, demo workflows, and competitive positioning based on field experience
• Maintain active involvement in a subset of engagements to stay grounded in delivery realities and keep commercial positioning authentic
• Support outcomes-based consulting engagements at health systems, ensuring BD teams capture the referral optimization opportunities Meridian surfaces
• Deploy AI-generated playbooks and physician targeting recommendations, coaching health system liaison teams on precision BD execution using patient value indexing
• Facilitate evidence-based physician conversations using PCE quality data and contract-aware financial impact quantification, transforming ‘please refer to us’ into data-driven partnership proposals
• Conduct quarterly business reviews with CFO/COO/CSO-level stakeholders, presenting measurable impact against the success fee calculation methodology
• Document and standardize delivery playbooks as the engagement model scales from development partners to broader market adoption
• Contribute to industry conference presentations, webinars, and case studies demonstrating the tech-enabled outcomes partnership model
• Build relationships with health system BD/strategy executives to generate referrals and market validation
• Stay current on health system BD best practices, APM program evolution (TEAM, MSSP, ACO REACH), and competitive landscape dynamics
• Collaborate with Product and Customer Success teams to translate field insights into platform enhancements and customer onboarding improvements

Requirements:

• 7-10 years of experience with demonstrated progression and increasing responsibility across healthcare strategy, operations, or consulting roles
• Deep health system BD domain expertise - has worked in, consulted to, or extensively sold to US health system business development functions (not payers, not pharma, not ASCs)
• Fluency in healthcare economics - can explain FFS margin dynamics, APM/VBC contract mechanics (MSSP, ACO REACH, TEAM bundles), and referral leakage analysis methodology
• Consultative delivery track record - has led multi-month or multi-year client engagements (not just projects that end after recommendations are delivered)
• Coaching and capability building - can describe coaching client teams to adopt new processes and measuring success beyond deliverable completion
• Executive presence and objection handling - comfortable presenting to and being challenged by C-suite executives (CFO, COO, Chief Strategy Officer, SVP Business Development)
• Outcomes-based accountability comfort - has worked in environments where compensation or success metrics are tied to client results, not just activity
• Travel flexibility - comfortable with 30-40% onsite client work (2-3 days/week during active implementations)
• Team leadership without formal authority - has successfully influenced and coordinated cross-functional teams, client teams, or matrixed organizations
• Direct health system BD operations experience - has worked as a physician liaison, BD manager, BD director, or VP of Business Development at a large health system ($5B+ revenue)

Benefits:

• Competitive compensation (base $150-$175K + 15-20% performance bonus tied to customer success milestones + equity)
• Quality health insurance
• Traditional 401 (k) plan
• Vision, dental, disability, and life insurance
• Flexible Spending Accounts and Commuter Benefits
• Generous PTO
• Monthly wellness stipend
• A collaborative workplace that will challenge you and celebrate your work
• Direct exposure to C-suite health system executives and complex, high-stakes consulting engagements
• Clear path to team leadership - building and leading Clarify Success Services function as we scale
• Opportunity to define a new category of tech-enabled outcomes partnerships in healthcare
• Work alongside mission-driven colleagues committed to improving patient care through better referral orchestration

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