Regional Director of Business Development

A leading innovator in healthcare technology, this company delivers a fully integrated SaaS platform that transforms workforce management for hospitals, health systems, physician groups, long-term care centers, and other healthcare organizations nationwide. By combining AI-powered workforce intelligence, flexible staffing tools, vendor management for contingent labor, and provider enablement solutions, the platform helps clients reduce labor costs, optimize contingent staffing, minimize administrative burdens, improve clinician engagement and retention, enhance operational margins, and enable strategic workforce transformation amid rising expenses, staffing shortages, and burnout challenges.

Regional Director of Business Development: This senior leadership role focuses on driving revenue growth and market expansion in the Maryland region, with a base in the Baltimore area and responsibility for covering Baltimore city and surrounding suburbs. The position requires a hands‑on, travel‑oriented professional who can leverage deep local market knowledge to increase adoption of advanced workforce management solutions among hospitals and health systems. Success in this role involves building strong relationships with key decision‑makers, growing client census (utilization and contracted volume), assembling and leading a high‑performing team of liaisons/account executives, and executing targeted marketing and sales strategies to capture share in a competitive healthcare landscape. The role reports to executive leadership and plays a pivotal part in regional performance, with frequent but manageable travel across nearby facilities (buildings aren’t too far from each other).

Key Responsibilities

• Develop and execute a comprehensive regional business development strategy to achieve aggressive revenue targets, expand market penetration, and increase client census/utilization within Maryland hospitals, health systems, and related facilities.
• Identify, prospect, qualify, and cultivate new business opportunities through targeted outreach, networking, industry events, referrals, and data‑driven lead generation focused on workforce challenges like contingent labor costs, staffing shortages, and provider compensation.
• Build and maintain high‑level relationships with C‑suite executives, VPs of Operations/Finance/HR, and clinical leaders at hospitals and health systems to position the company's solutions as essential for cost control, efficiency, and workforce optimization.
• Hire, train, mentor, and lead a team of regional liaisons/business development representatives to ensure consistent pipeline development, deal progression, and quota attainment.
• Drive marketing initiatives tailored to the Maryland market, including hospital‑targeted campaigns, educational events, thought leadership, and partnership‑building to generate awareness and qualified leads.
• Manage the full sales cycle for complex SaaS/technology solutions, from initial discovery and demos to negotiations, contract closure, and smooth handoff to implementation teams.
• Collaborate with internal product, marketing, and client success teams to align regional efforts with company goals, provide market feedback, and contribute to solution refinement.
• Track and report on key performance metrics, including pipeline health, win rates, revenue forecasts, client growth, and team performance, while continuously optimizing strategies based on market dynamics.
• Stay informed on Maryland healthcare trends, competitor activities, regulatory changes, and workforce issues to maintain a competitive edge and inform strategic planning.

Qualifications

• 8+ years of progressive experience in business development, sales leadership, or account management within the healthcare industry, with a proven track record in technology/SaaS, workforce management, staffing, vendor management systems (VMS), contingent labor solutions, or provider compensation platforms.
• Deep familiarity with the Maryland healthcare market, including key hospitals, health systems, payer dynamics, and regional workforce challenges; prior success driving growth and census increases in Maryland is essential.
• Demonstrated ability to hire, develop, and lead high‑performing sales/liaison teams in a regional or territory‑based environment.
• Strong understanding of hospital operations, labor cost pressures, contingent staffing models, physician alignment, and value‑based care trends.
• Proven expertise in consultative selling to senior healthcare executives, with a history of closing six‑ and seven‑figure deals in competitive markets.
• Excellent communication, presentation, negotiation, and relationship‑building skills; comfortable with frequent travel (primarily day trips within the Baltimore metro and Maryland suburbs).
• Data‑driven mindset with proficiency in CRM tools (e.g., Salesforce), pipeline management, forecasting, and performance analytics.
• Self‑motivated, results‑oriented leader with high energy, integrity, and a collaborative approach.

Compensation

Base salary range of $150,000 – $200,000 annually, commensurate with experience and track record, plus significant performance‑based bonuses and incentives tied to regional revenue growth, new client acquisitions, census expansion, and team performance. This is a high‑earning opportunity for a proven leader who can deliver measurable impact in a fast‑growing healthcare technology sector.

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