About Medallion:

At Medallion, we believe healthcare teams should focus on what truly matters—delivering exceptional patient care. That’s why we’ve built a leading provider operations platform to eliminate the administrative bottlenecks that slow healthcare organizations down. By automating licensing, credentialing, payer enrollment, and compliance monitoring, Medallion empowers healthcare operations teams to streamline their workflows, improve provider satisfaction, and accelerate revenue generation, all while ensuring superior patient outcomes.

As one of the fastest-growing healthcare technology companies—ranked No. 3 on Inc. Magazine’s 2024 Fastest-Growing Private Companies in the Pacific Region, No. 5 on LinkedIn's 2024 Top Startups in the US, a Glassdoor Best Place to Work in 2024 & 2025, and featured on The Today Show—Medallion is revolutionizing provider network management. Our CEO, Derek Lo, has been named one of the Top 50 Healthcare Technology CEOs of 2024 by The Healthcare Technology Report. Backed by $130M in funding from world-class investors like Sequoia Capital, Google Ventures, Optum Ventures, Salesforce Ventures, Acrew Capital, Washington Harbour, and NFDG, we’re on a mission to transform healthcare at scale.

We prioritize candidate safety. Please be aware that official communication will only come from @medallion.co email addresses.

About the role:

We’re looking for an experienced Business Development Manager to lead and scale Medallion’s growing team of Business Development Representatives (BDRs). As the manager of this high-performing remote team, you’ll own top-of-funnel strategy, team development, and pipeline generation for Medallion’s sales organization.

You’ll collaborate closely with Sales, Marketing, and Revenue Operations to align outreach efforts with our go-to-market strategy, refine messaging, and ensure our BDRs are operating efficiently and effectively. This is a hands-on leadership role that blends strategic thinking with day-to-day coaching and enablement.

This role reports to the Director of Business Development and compensation may land between $140,000 - $165,000 OTE (base + variable component). In addition to compensation, Medallion offers equity and benefits as part of the total compensation package. Many factors are considered when determining pay including: market data, geographic location, skills, qualifications, experience, and level.

Responsibilities:

Lead, coach, and inspire a team of remote BDRs to consistently meet and exceed outbound pipeline targets
Partner with Sales and Marketing leadership to refine Medallion’s ICP, messaging, and campaign strategy
Own pipeline generation strategy and collaborate cross-functionally to achieve company revenue goals
Build, implement, and optimize outbound processes, cadences, and qualification frameworks
Establish and monitor performance metrics (e.g., conversion rates, activity levels, pipeline coverage)
Recruit, onboard, and continuously develop top-tier sales talent
Conduct regular performance reviews and create personalized development plans for team members
Collaborate with Enablement and RevOps to maximize the use of tools such as Salesforce, Outreach, Clari, HubSpot, and ZoomInfo
Maintain a strong feedback loop with the sales and marketing teams to enhance lead quality and messaging effectiveness
Contribute to GTM planning and pipeline forecasting

Qualifications:

5+ years of experience working in B2B sales or business development, specifically within an enterprise SaaS environment
3+ years of experience directly managing BDR and/or SDR teams
Prior background in a growth environment such as a scaling startup or growing SaaS environment
Proven success driving outbound pipeline growth and leading teams to exceed quotas
Deep understanding of modern outbound methodologies, technology/tooling stacks, and data-driven sales management
Proven experience coaching and developing BDR teams in a structured sales methodology and driving consistent adoption
Experience with tools such as Salesforce, Outreach, Clari, HubSpot, Gong, and LinkedIn Sales Navigator
A coaching mindset — passionate about mentoring and developing early-career sales talent
Strong analytical and operational skills, with the ability to turn metrics into actionable insights
Thrives in a fast-paced, high-growth environment and aligns with Medallion’s mission to transform healthcare operations

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