Business Development Manager
Permanent Contract
Business Development Manager- Thriva for Partner
We're seeking an experienced Business Development Manager to drive the B2B side of the Thriva business (Thriva for Partner). This role focuses on two activities: executing targeted outbound prospecting to our defined ICP segments and also helping to optimise/nurture our inbound leads. You'll work with multi-stakeholder healthcare organisations who require comprehensive remote testing solutions, leveraging our decade of healthcare technology expertise.
Candidate Profile We're Looking For: Someone with health tech or SaaS experience looking to move into healthcare.
Your Mission
Close deals and drive revenue growth. You'll be responsible for converting marketing-generated interest (and organic inbounds) into closed business and creating new opportunities through targeted account-based outreach.
What You'll Be Doing
Strategic Prospecting & Outreach
- Execute systematic outbound prospecting from curated target lists within your assigned ICP segments
- Develop account-specific messaging aligned with prospect pain points
- Identify and engage key stakeholders within target accounts
Inbound Lead Management
- Own and convert inbound leads from marketing-generated campaigns
- Qualify and convert inbound inquiries into discovery calls and SQLs
- Respond rapidly to web-generated leads and demonstration requests
Solution Selling & Sales Cycle Management
- Navigate multi-stakeholder sales cycles (0-6 months typically on larger accounts)
- Engage with diverse buying committees, including executives, product teams, clinical staff, and operational decision-makers
- Identify prospect pain points and demonstrate a clear product-solution fit
- Present compelling ROI cases for remote testing solutions vs competitors
- Articulate Thriva's full suite of remote testing capabilities and clinical governance advantage
What You Bring
Inbound Channel & ICP Prospecting Expertise
- 6 years of quota-carrying experience with both inbound lead management and outbound prospecting
- Track record of converting marketing-qualified leads into pipeline and closed deals
- Experience working with defined target lists and account-based selling approaches
- Healthcare technology or diagnostic solutions experience preferred
Sales Methodology & Process
- Proficiency with sales methodology and qualification framework
- Proven ability to navigate multi-stakeholder buying committees
- Experience managing long sales cycles with multiple touchpoints
- Strong discovery skills to uncover both explicit and implicit needs
- Experience with HubSpot CRM and Clay (or similar prospecting tools) is ideal
Relationship Building & Communication
- Collaborative approach to working with cross-functional teams
- Excellent presentation skills for various audience types and settings
- Comfortable presenting technical concepts to both clinical and business audiences
Key Success Metrics
- Inbound lead conversion rates and response time SLAs
- Outbound prospecting activity levels and qualification rates
- Pipeline generation from both inbound and outbound channels
- Achievement of quarterly and annual revenue targets
- SQL-to-opportunity and opportunity-to-close conversion rates
- Deal margin retention and pricing integrity
What We Offer
- Competitive Package: Base salary + logo bonus + commission structure tied to sales volume
- Comprehensive Benefits: Health insurance, remote working flexibility, and many more
- Growth Opportunity: Be part of Thriva's expansion in the B2B markets. We're already winning, but there is huge growth potential
- Product Innovation: Work with cutting-edge diagnostic technology
- Collaborative Culture: Work within our values of Truly Care, Intelligent Pace, Stay Humble, and Galvanise