Director of Business Development, Medical Software

Director, Business Development - Healthcare Technology

Treatspace, Inc.

Location: Pittsburgh, PA (In Office)

Department: Sales and Business Development

Employment Type: Full-time

ABOUT TREATSPACE

Treatspace helps independent medical practices, physician groups, and healthcare organizations improve patient access, referral coordination, online visibility, and measurable practice growth.

Our PracticeBeat product line supports thousands of providers by helping patients find, choose, and access care. We are now rebuilding our operating model around AI-native execution, agentic workflows, and outcome-driven growth.

We are not looking for someone to simply manage activity. We are looking for someone who can build a predictable, revenue-focused growth motion.

THE ROLE

Treatspace is hiring a hands-on Director, Business Development to lead new-client acquisition and connect the team's daily activity to revenue.

This person will own the path from pipeline to closed revenue across outbound, inbound, and partner-sourced opportunities. The immediate priority is to turn our current sales effort into a predictable motion that hits the revenue plan while improving targeting, demo quality, follow-up discipline, conversion, and coaching.

The team is generating activity and at-bats, but the motion is not yet predictable enough. The highest-leverage problem is not simply booking more demos. It is improving how we target, prepare, demo, follow up, convert, and close.

This role is for someone who has built or managed a sales-led growth motion before and knows how to turn inconsistent performance into a repeatable operating cadence.

WHAT YOU WILL OWN

1. New-Client Acquisition and Revenue Accountability

You will own results against the revenue plan for new business, including forecast discipline, pipeline coverage, and the link between team activity and closed revenue.

1. Sales Operating Rhythm and Performance Visibility

You will build and run the weekly operating cadence, supported by a single, consolidated, real-time view of SDR and AE performance. This includes tracking and managing:

• Source-by-source and stage-by-stage conversion

• Pipeline coverage and forecast accuracy

• Closed-lost analysis and demo-to-close improvement

• Weekly commitments, accountability, and coaching priorities

1. Hands-On Coaching and Management

You will coach AEs and SDRs directly. This means regularly reviewing calls, demos, emails, and deal notes, and giving real-time feedback on discovery, urgency creation, demo quality, objection handling, market positioning, and CRM hygiene.

1. SDR Motion, Onboarding, and Lead Quality

You will manage and improve the SDR motion, including onboarding and ramp for new hires, outbound calling effectiveness, multichannel outreach, connect rates, held-demo rates, lead scoring, and the SDR-to-AE handoff.

1. Demo-to-Close Improvement

You will inspect the full motion, from pre-call research and qualification through discovery, objection handling, and close planning, to diagnose why deals stall and implement changes that fix it.

1. Partner and Channel Development

You will manage and grow partner-sourced pipeline, working directly with the CEO and VP of PracticeBeat to activate partners and make partner lead generation predictable.

1. Enablement and Proof

You will build the proof system the team needs to move prospects from interest to commitment, including referenceable customers, case studies, video clips, specialty-specific demo paths, and post-demo follow-up assets.

1. AI-Enabled Sales Motion

Treatspace is rebuilding around AI-native and agentic workflows. You will help define how AI and agents support the sales motion, for example pre-call research, account scoring, post-call summaries, pipeline inspection, and coaching insights.

1. Leadership and Talent Assessment

You will evaluate team capabilities, performance gaps, and compensation alignment to make sure the right people are in the right seats, and you will provide transparent, objective assessments of team performance and organizational needs.

WHAT SUCCESS LOOKS LIKE

In the first 30 days, you will:

• Establish a baseline by analyzing the current revenue plan, pipeline, rep and SDR performance, and closed-lost data.

• Implement a structured weekly operating cadence and a consolidated, real-time view of SDR and AE performance.

• Define an immediate 30-day improvement plan and begin coaching against measurable benchmarks.

In the first 60 days, you will:

• Improve core execution: pre-call preparation, demo structure, follow-up discipline, and CRM hygiene.

• Create clear rep and SDR scorecards and identify performance patterns across lead sources and specialties.

• Strengthen SDR onboarding and the SDR-to-AE handoff.

• Partner with the team to define the AI-enabled workflows that support the motion.

In the first 90 days, you will:

• Demonstrate measurable improvement in sales predictability, forecast confidence, and demo-to-close conversion.

• Increase pipeline contribution from partner and outbound sources.

• Strengthen team accountability and document the repeatable elements of the motion.

• Identify where product, marketing, or operational support is needed to scale.

REQUIRED EXPERIENCE

We are looking for someone who has experience with:

• B2B SaaS sales and sales-led growth

• Outbound SDR-to-AE motions in SMB or mid-market sales

• Sales process design, pipeline inspection, and demo-to-close improvement

• Rep coaching, CRM discipline, forecasting, and closed-lost analysis

• Managing and developing sales teams

• Partner or channel sales (a plus)

• Founder-led or early-stage environments

Healthcare experience is helpful but not required. Experience selling to independent medical practices, physician groups, healthcare SMBs, or similar owner-operator customers is a major plus.

THE RIGHT PERSON

The right candidate is a hands-on, metrics-driven operator who is comfortable with ambiguity and willing to dive into the details. You excel at diagnosing funnel problems, turning data into operating decisions, and coaching reps in real time. You can explain technology to non-technical business and medical audiences, you focus on revenue outcomes over vanity metrics, and you enjoy building the playbook rather than inheriting a perfect one.

WHAT THIS ROLE IS NOT

This is not a role that can be run from dashboards or from a distance. It is also not a pure RevOps, sales analyst, or corporate VP role limited to managing managers. We need an operator who engages directly with calls, deals, demos, and rep behavior to drive execution.

KEY QUESTIONS THIS PERSON MUST HELP ANSWER

• Performance and Pipeline: Are we on or off the revenue plan, and why? Is the bottleneck targeting, lead quality, SDR execution, or AE demo quality?

• Conversion and Content: Is performance affected by follow-up discipline, proposal conversion, pricing and packaging, or a need for better proof points?

• Strategy and Scale: Is the issue product readiness or talent alignment? What should be automated or AI-supported versus human-led? What needs to change in the next 30 days to make this motion predictable?

COMPENSATION

Compensation will be based on experience and structure. We are open to discussing base, performance-based incentives, and milestone-based compensation tied to sales operating improvements, pipeline predictability, and revenue outcomes.

COMPREHENSIVE BENEFITS PACKAGE

• 100% Employer-paid Medical, Dental, and Vision insurance coverage

• Health Reimbursement Account (HRA) for additional healthcare expenses

• 100% Employer-paid Disability Insurance (Short Term and Long Term coverage)

• 100% Employer-paid Life and AD&D Insurance

• 401(k) Retirement Plan

• Flexible PTO policy and company holidays

• Professional development budget for training and conference attendance

LOCATION

Required: Pittsburgh, PA (In Office)

WHY THIS MATTERS

Treatspace is in an operating reset, shifting from traditional SaaS execution toward AI-native, outcome-driven, agent-supported growth. Sales must evolve with this shift. We need a leader who can secure today's commitments while building a predictable, scalable growth engine for tomorrow.

Treatspace is committed to creating and maintaining a diverse and inclusive workplace where all employees can thrive. We welcome applications from all qualified candidates regardless of race, ethnicity, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, family status, disability, gender identity, veteran status, or any other protected characteristic.

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