Senior Manager, Inside Sales

About Stellar Health: Historically, US Healthcare has relied on a fee-for-service reimbursement system where providers are paid based on the quantity of patient visits and procedures, rather than the quality of health outcomes.  At Stellar Health, we help primary care providers put patient health first. Our platform - a mix of technology, people, and analytics - supports providers at the point of care, delivering real-time patient information, activating practice staff, and empowering providers and care teams with incentives that reward the work they are already doing to keep patients healthy. Using the Stellar App, our web-based, point-of-care tool; practices receive a simple checklist of recommended actions that support the best quality care. Providers and care teams are then paid monthly for each action they complete, and Payors save money in reduced healthcare costs along the way.   Stellar is a US-based Health-tech backed by Top VCs ( General Atlantic, Point72, & Primary Venture Partners) ​​ with an established product & proven operating model. We’ve shown that we make a real difference for physician practices and their patients. About the position: Stellar is looking for a Senior Manager, Inside Sales who has a track record of leading and managing a growing team of Senior Business Development Representatives (Senior BDRs) that will be focused on growing our national network of primary care providers.  The person will report to our Director of Provider Network & Strategy and will help develop the infrastructure, process and team that is responsible for the full sales cycle in contracting, from the first touchpoint in the sales process to the contract execution with providers (primary care practices). In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care evolution from FFS workflows to FFV workflows. This role is responsible for the Inside Sales function across the country.  What you will do: Responsible for all KPIs and metrics on weekly/monthly/annual basis to exceed quota targets for signed primary care practices Design and implement new sales processes that optimize the Senior BDR resources across multiple channels, including cold calling, email, LinkedIn and marketing Develop, test and implement top performing call scripts that are appropriate to provider archetype Design, configure and implement performance management dashboards for aggregate function KPIs, individual Senior BDR KPIs and Customer level tracking Manage a team of 8-10 top-performing Senior BDRs that are responsible for the full-sales cycle (prospecting to contract signature) into Primary Care Practices of 1-10 providers in size Hold team accountable for for all quota and activity level targets Direct the team of Senior BDRs to execute on the designed sales process and associated documentation requirements in the CRM to support accurate reporting Continuously pursue best practices and optimization of process across the Senior BDR team Train and develop Senior BDRs on sales process, scripts and overall performance effectiveness Support/collaborate in defining the optimal design of a Business Development Representative level and “hand-off” process between this team and the next appropriate stakeholder in our sales process, which may be our Network Engagement team or our provider operations team for on-boarding (i.e. appointment setting) Provide leadership, coaching and career development to direct reports Design and collaborate internally on quarterly inside sales quotas based on business needs Collaborate with Sales leadership on prospect targeting prioritization, both at a Customer level and across providers Lead communication with Customer team Account Executives on the progress and status of Primary Care contracting Collaborate and support Finance in the financial impact of signed provider contracts As the Senior Manager, Inside Sales, you should be/have: 7-10+ years of sales experience, preferably in healthtech Experience exceeding weekly/monthly/annual quota targets  Experience recruiting and hiring top performing BDRs Track record of being a successful leader of large BDR teams Experience managing a sales team that is responsible for closing new business Experience evolving the Inside Sales organizational structure and roles/responsibilities in a high growth environment to scale the function to meet growing market demands Analytical mindset to drive decision making Critical thinker: when faced with obstacles, you are focused on solutions and success Self-starter who has the desire to learn, grow, and excel in their role Excellent communication skills and persistent follow-through on commitments to our customers. Thrive at collaborative and demanding environments Pay: At Stellar, we believe in transparency and we do our best to make sure the company and our candidates are on the same page as it relates to compensation. In addition to posting salary ranges for our open roles, candidates should expect to be asked about compensation expectations and requirements early on in their interview process. Our goal is to highlight when expectations and Stellar’s salary range may be out of sync, and work with the candidate to determine whether it makes sense to continue conversations.  The salary range for this role is $150,000 - $170,000 and will be eligible for a quarterly commission based upon attainment of personal quota, an annual bonus based upon function-wide attainment of quota, and equity grant . Where a new hire falls within this range will be based on their individual skills and experience, and how these competencies compare across other employees in the same role. Stellar’s bands are designed to allow for individual compensation growth within the role.  As such, new hires typically start at the lower end of the range.  Stellar rewards performance and outcomes - should you join the company, you will have the opportunity to grow your salary over time. Stellar reserves the right to change our compensation bands at any time. Perks & Benefits: Stellar offers a carefully curated selection of wellness benefits and perks to our employees: Medical, Dental and Vision Benefits Unlimited PTO (and ask our recruiting team about the ways we make sure employees are actually taking PTO) Universal Paid Family Leave, with up to 21 weeks of fully paid leave available to new parents and caregivers Company sponsored One Medical memberships and Citibike memberships Medical Travel Benefits  A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations Stock Options & a 401k matching program Career development opportunities like Manager Training, coaching, and an internal mobility program A broad calendar of company sponsored social events that for our in-office and remote employees Note on COVID response:  In order to protect our wellbeing and safety, and to reduce the likelihood of impacts to our workforce, we currently require all employees, regardless of location, to be fully vaccinated against COVID-19. If you would like to learn more about our COVID vaccine policy, as well as our response measures and hybrid work policies, please mention this when you speak with a Stellar Recruiter. Diversity is the key to our success . Stellar Health is an equal opportunity employer and we are open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, veteran status, or any other legally protected status.   We believe that diverse teams -and the different identities, cultures, and life experiences our team members bring to the table- enable us to create amazing products, find creative solutions to interesting problems, and build an inclusive working environment.  Stellar Health Employment Privacy Notice