Senior Business Development Manager – Healthcare

Location: UK-based remote role, requiring travel to NHS and healthcare client sites as required, with fortnightly/monthly attendance at office and team meetings.

Department: Sales

Reports to: Senior Management Team

Employment type: Full-time

Salary: Dependant on experience

About HealthRota

HealthRota helps the NHS and healthcare organisations manage medical workforce staffing safely, efficiently, and compliantly. We work closely with Trusts and systems across the UK, helping them solve real workforce challenges through practical, intuitive software.

We’re growing quickly and are looking for a senior NHS business development professional to help us expand our footprint and impact across the health system.

The initial focus is the NHS, with scope to expand into adjacent healthcare markets over time.

Purpose

Drive revenue growth across the NHS and wider healthcare market by owning high-value sales activity across new business and expansion. This is a senior, target and quota-driven role responsible for creating and executing the sales strategy, building senior stakeholder relationships, travelling regularly to client sites, and leading complex opportunities from discovery through to close.

Core Responsibilities

1. Core Sales (Primary focus)

• Define and execute the sales strategy for the NHS and wider healthcare market in line with sales targets and quota
• Build account plans for priority organisations: stakeholder maps, entry points, influence paths, and multi-threaded engagement
• Run a structured sales methodology with clear stages, strong pipeline quality controls and realistic forecasting assumptions
• Apply consistent qualification and discovery to surface outcomes, success measures, decision process, risks and procurement route
• Create mutual action plans and close plans for priority deals, owning commercial strategy including pricing, deal structuring and contracts
• Lead tenders, RFPs and complex procurement processes for NHS and wider healthcare buyers, with clear bid/no-bid decisions, timelines, inputs and review gates
• Own forecasting and reporting, providing visibility of pipeline coverage, conversion, deal risks and actions required to hit target and quota

2. New Business

• Prospect strategically into NHS Trusts, ICSs and other healthcare organisations, creating qualified opportunities through targeted outreach, partner channels and regular travel to client sites
• Own opportunities from first contact through to contract signature, coordinating internal support as needed
• Build and maintain a healthy pipeline aligned to target account penetration, revenue goals and quota attainment

3. Existing Business and Expansion

• Run senior discovery with workforce, operational, digital, clinical, procurement and finance stakeholders, building ROI-driven business cases aligned to NHS priorities
• Deliver tailored sales demos that connect HealthRota to the buyer’s outcomes and decision criteria, and coordinate the demo process where input from product, customer success or other team members is required
• Handle objections and progress deals through next steps, proposals and negotiation, including in-person meetings and presentations at client sites where needed

4. Marketing and Market Visibility

• Manage competitive analysis, helping sharpen positioning, messaging and where the team should focus
• Own website updates, blog input and SEO-informed content to improve digital visibility and support demand generation
• Lead social media activity, case studies and customer stories that strengthen credibility in the NHS and healthcare market
• Support campaign execution across events, webinars and outreach activity, and contribute insight to improve AI/search presence

5. Strategy and Planning

• Build the commercial operating cadence: pipeline reviews, forecasting calls, activity expectations, and clear performance insight
• Help define and scale how we sell: stages, exit criteria, playbooks, messaging, and repeatable ways of winning in the NHS and wider healthcare market
• Coach and develop others through deal strategy, discovery quality, and objection handling, raising the bar across the commercial team
• Partner cross‐functionally to align revenue strategy and present plans, risks and progress to leadership
• Support hiring and onboarding, contributing to role design, interview loops, and ramp plans as the team grows

6. Market Representation and Stakeholder Engagement

• Build trusted relationships with NHS and healthcare leaders, buyers and influencers
• Represent HealthRota credibly at client meetings, site visits, events and partner conversations, building senior stakeholder relationships across clinical, procurement and digital teams

7. Procurement and Deal Navigation

• Build clear problem statements, use cases and value propositions for each opportunity
• Manage procurement routes, pilots and contracting, keeping stakeholders aligned and timelines on track
• Maintain momentum through complex, multi‐stakeholder decision cycles

Success Metrics

• You consistently meet or exceed targets and quota, delivering new ARR across both new business and expansion
• You maintain a strong win rate on qualified deals, with disciplined qualification, clear commercial strategy and documented next steps
• Average deal size and expansion uplift increase over time, with discovery, demos and client-site meetings clearly moving deals forward
• Pipeline converts efficiently into revenue and strategic accounts show measurable growth through deeper adoption and trust-wide expansion

Expected Targets

The exact targets for this role would be agreed based on territory, ramp stage and market conditions, but the role is expected to operate against clear commercial expectations. Indicative targets are likely to include:

• Annual new ARR quota in the region of £800,000 – 1.4 m, combining new business and expansion depending on territory maturity
• Maintain qualified pipeline coverage of c.3x-4x target, with disciplined qualification and realistic close dates
• Deliver a win rate of c.20%-30% on qualified opportunities, with a focus on quality rather than volume
• Grow average deal size over time, with a focus on trust-wide and multi-product opportunities where appropriate
• Drive meaningful expansion contribution through upsell, cross-sell and renewal negotiation in partnership with Customer Success
• Maintain strong senior-level activity across discovery, demos, proposals and in-person client-site meetings needed to progress complex deals

Profile

You’ll likely bring:

• Proven enterprise and NHS sales experience, with a strong track record of developing and closing new business across healthcare or adjacent public sector buyers

• Strong commercial judgement and negotiation skills, with the ability to manage complex stakeholder relationships and build credible business cases

• Experience owning structured deal execution for high-value, low-volume B2B or SaaS opportunities involving multiple stakeholders, longer cycles and procurement constraints

• Confidence running senior discovery, delivering persuasive demos, leading negotiation through to signature, and travelling regularly to client sites as needed

• A structured, ownership-driven approach, comfortable working to a clear sales methodology and staying accountable to outcomes

It would be helpful if you also have:

• Healthtech/workforce software experience, ideally in a product‐led, consultative sales environment
• An existing network of senior decision makers across NHS and wider healthcare, and familiarity with common procurement routes

Why join HealthRota?

• Mission‐led product with real impact across the NHS and wider healthcare
• Senior, visible business development role with genuine ownership
• Opportunity to shape HealthRota’s growth across the NHS and wider healthcare market
• Collaborative, no‐ego culture with clear roles and responsibilities