Note: The job is a remote job and is open to candidates in USA. CareMessage is a technology non-profit focused on improving health equity for low-income populations across the United States. They are seeking a Tribal & Urban Indian Health Lead to grow their presence and partnerships in the Tribal and Urban Indian Health market, focusing on building relationships and closing new revenue opportunities.
Responsibilities
- Own CareMessage’s market development strategy for Tribal and Urban Indian Health
- Build and manage a targeted account strategy across Tribal Health Organizations, Urban Indian Organizations, inter-Tribal health partners, regional associations, Native-serving healthcare organizations, and aligned ecosystem partners
- Use existing relationships and market knowledge to identify high-fit opportunities, partnership pathways, and customer needs
- Develop CareMessage’s point of view on how patient engagement, outreach, reporting, and data capabilities can support Tribal and Urban Indian Health priorities
- Represent CareMessage at Tribal Health, Urban Indian Health, Indigenous health, public health, and regional conferences where market presence and relationship-building are important
- Build trust through culturally respectful engagement, strong follow-through, and clear understanding of local context
- Source, develop, and close new Tribal and Urban Indian Health opportunities through direct outreach, referrals, partner channels, conferences, and relationship-based business development
- Build and maintain relationships with executive leaders, clinical leaders, operational leaders, IT/EHR stakeholders, and board or governance-adjacent stakeholders as appropriate
- Identify strategic partnership opportunities with organizations serving Tribal and Urban Indian Health, including technology partners, public health partners, associations, funders, and regional networks
- Shape opportunities early by understanding customer priorities, funding pathways, operational readiness, procurement processes, and technical requirements
- Develop account and territory plans that translate relationship-building into measurable pipeline and revenue
- Partner with the Chief Revenue Officer on market prioritization, strategic account strategy, and ecosystem partnerships
- Personally own and close new Tribal and Urban Indian Health ARR, with annual revenue targets to be finalized based on territory scope and ramp expectations
- Lead complex, high-trust sales cycles from discovery through close
- Conduct strong discovery across executive, clinical, operational, and technical stakeholders
- Build compelling business cases that connect CareMessage’s capabilities to customer goals such as access, care gap closure, patient communication, staff efficiency, reporting, and health outcomes
- Navigate multi-stakeholder decision-making, including budget, procurement, contracting, technical review, and implementation readiness
- Model disciplined sales execution, including account planning, pipeline management, next-step clarity, and timely CRM documentation
- Develop a strong understanding of CareMessage’s product portfolio, roadmap, implementation model, and user workflows
- Translate technical capabilities into clear customer value, including outreach workflows, segmentation, reporting, integrations, data exchange, and patient communication use cases
- Partner with Product, Engineering, Professional Services, and Customer Experience to assess customer fit, implementation complexity, integration needs, and technical feasibility
- Understand common Tribal and Urban Indian Health technology environments, including EHRs, data systems, reporting requirements, and interoperability constraints
- Surface market-specific product feedback and help CareMessage understand where Tribal and Urban Indian Health customers may have distinct workflow, reporting, data, or implementation needs
- Build trust with technical stakeholders by communicating accurately, avoiding overpromising, and ensuring internal alignment before commitments are made
- Partner with the Chief Revenue Officer and Chief Strategy Officer to ensure our GTM strategy is consistent with CareMessage’s mission, long term vision, and brand
- Maintain a strong view of Tribal and Urban Indian Health market trends, funding dynamics, policy changes, technology needs, competitive alternatives, and partnership opportunities
- Translate market insights into practical recommendations for messaging, packaging, pricing, partnerships, and product prioritization
- Partner with Growth Marketing and Product Marketing to develop market-specific messaging, collateral, case studies, conference strategies, and outreach campaigns
- Help CareMessage define what strong market fit looks like in Tribal & Urban Indian Health, including ideal customer profiles, adoption risks, technical readiness, and value drivers
- Share structured learnings with internal teams so CareMessage builds durable institutional knowledge about the Tribal and Urban Indian Health market
- Partner closely with Customer Experience and Professional Services to ensure prospective customers understand onboarding, adoption, support, and implementation expectations
- Partner with Finance and the Chief Revenue Officer on pricing, discounting, subsidies, grant-funded opportunities, and contract structure
- Partner with Compliance and Legal as needed on data privacy, security, contracting, and risk considerations
- Ensure customer commitments are well-documented and operationally feasible
- Serve as the internal voice of the Tribal and Urban Indian Health market while maintaining clear commercial ownership of pipeline and revenue outcomes
Skills
- 8–12+ years of experience in healthcare business development, healthcare SaaS sales, health technology partnerships, public health, Tribal and Urban Indian Health, or a related commercial role
- Significant professional experience working in or selling to Tribal Health Organizations, Urban Indian Organizations, Tribal Nations, inter-Tribal organizations, IHS-adjacent settings, Indigenous health ecosystem partners, or organizations directly serving Tribal and Native communities
- Existing relationships across the Tribal and Urban Indian Health market and demonstrated ability to build trust with senior stakeholders
- Proven experience generating pipeline and closing complex, multi-stakeholder healthcare deals
- Strong business development instincts, including account prioritization, relationship mapping, partner development, and long-cycle opportunity creation
- Technical fluency in healthcare technology, including EHRs, integrations, patient communication workflows, data exchange, reporting, or population health tools
- Ability to tailor messaging to executive, clinical, operational, and technical stakeholders
- Strong written and verbal communication, with disciplined documentation and internal follow-through
- Comfort with regular travel to maintain firsthand relationships with customers, partners, and the broader safety-net ecosystem, typically 1-2 trips per month for a few days each
- Cultural humility, respect for Tribal sovereignty, and commitment to advancing health equity
- Candidates who have lived experience working or living among tribal populations are strongly encouraged to apply
- Experience with patient engagement, population health, care gap closure, outreach automation, interoperability, public health reporting, or EHR-adjacent technology
- Experience selling into or partnering with safety-net healthcare organizations, especially Tribal-focused, Urban Indian, Native-serving, FQHCs, rural health organizations, public health agencies, or Medicaid-serving organizations
- Familiarity with Tribal Health governance, funding, procurement, and partnership dynamics
- Experience building a market or segment from an early stage, including messaging, conference strategy, partnership development, and pipeline creation
- Experience with CRM and sales tools such as HubSpot, Salesforce, Gong, LinkedIn Sales Navigator, or similar platforms
- Familiarity with nonprofit, grant-funded, or hybrid revenue models
- Background in scaling or transformation-stage organizations
Benefits
- Paid parental leave for biological and adopted children
- 18 paid company holidays, including a one week mid-year and one week end-of-year break
- 9 wellness days to be used for self-care- or anything that comes up in life
- 15 days of PTO
- 1-month (20 working days) paid sabbatical after the 4-year anniversary, and every 4 years thereafter
- Generous medical, dental, and vision insurance for employees and their families
- Health Savings Accounts and Flexible Spending Accounts
- Short & long-term disability insurance
- $100 per employee yearly wellness budget, with flexibility to spend on physical, emotional, and mental wellness resources
- PerkSpot: Instant access to discounts on products & services from hundreds of vendors
- Volunteerism incorporated in onboarding and encouraged on an ongoing basis
Company Overview