Business Development Manager

XRHealth is a leading virtual reality-based virtual care and medical device company, delivering immersive care solutions to patients in clinics and at home. Our platform supports providers across physical therapy, cognitive rehabilitation, behavioral health, and pain management, and is complemented by XR-based DME offerings that enable care beyond the clinic. By combining XR technology, data-driven insights, and clinical expertise, XRHealth is redefining how care is delivered and accessed – improving outcomes, expanding reach, and reducing barriers to treatment. As a fast-growing healthcare startup, XRHealth offers the opportunity to work at the intersection of healthcare, technology, and innovation, with a direct impact on patient access and experience.
Role Description We are seeking a high-impact DME Partnerships & Business Development Manager to drive the growth of XRHealth’s DME channel. This is a quota-carrying, full-cycle role responsible for generating new partnerships and expanding revenue across a portfolio of DME suppliers. You will lead the entire process – from sourcing and closing new partners to driving their ongoing performance and growth. You will serve as the primary commercial owner of your partner relationships, accountable for both new business development and long-term revenue expansion. This role is ideal for someone who thrives in a sales-driven environment and is excited to build and scale a high-growth distribution channel from the ground up.
What You’ll Do Revenue Ownership & Performance
Own a pipeline and revenue target tied to DME partner acquisition and growth
Consistently meet or exceed monthly and quarterly quotas
Accurately forecast pipeline and performance using CRM tools
Drive revenue expansion across your partner portfolio
Partner Sourcing & Business Development
Identify, prospect, and qualify new DME suppliers, distributors, and strategic partners
Build and manage a strong pipeline using CRM tools and industry research
Expand XRHealth’s presence in the DME ecosystem through outreach, networking, and industry events
Sales Execution & Deal Management
Own the full sales cycle from outreach through close
Conduct product demonstrations and educate partners on XRHealth’s platform and reimbursement model
Structure and negotiate partnership agreements aligned with company goals
Partner Onboarding & Enablement
Lead onboarding of new partners and ensure successful activation
Develop and deliver training and enablement materials
Collaborate with internal teams to support partner success
Account Management & Growth
Manage ongoing partner relationships as the primary point of contact
Monitor partner performance and track key metrics
Identify opportunities to expand revenue and deepen engagement
Drive retention, utilization, and long-term growth
Strategy & Market Insights
Contribute to DME partnership strategy and channel development
Stay current on industry trends, reimbursement, and regulatory changes
Provide market feedback to improve product positioning and go-to-market approach
Who You Are 4–8 years of experience in DME, healthcare sales, partnerships, or business development
Proven track record of meeting or exceeding revenue targets in a quota-carrying, individual contributor role
Experience managing full-cycle deals, from prospecting through close and expansion
Strong understanding of the DME landscape, reimbursement models, and key stakeholders
Demonstrated ability to build and grow partner relationships that drive revenue
Excellent communication, presentation, and negotiation skills
Highly organized and comfortable managing a pipeline and partner portfolio simultaneously
Thrives in a fast-paced, startup environment with a high degree of ownership
Preferred:
Existing relationships within the DME supplier or distributor ecosystem
Experience in digital health, medical devices, or SaaS-enabled healthcare
Familiarity with CRM tools such as HubSpot
Compensation Base salary
Performance-based commission or bonus tied to partner acquisition and growth
Strong earning potential for high performers
Full benefit plan, including Medical, Dental, Vision and 401k
Location Hybrid - Needham, MA

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