Role Description The Senior Business Development Manager is accountable for delivering revenue targets through proactive sales leadership across assigned territories, channel partners, and/or strategic accounts. Functioning as an individual contributor with deep product expertise, this role plays a pivotal part in the sales matrix partnering with cross-functional teams to identify, shape, and advance opportunities for the assigned business unit. - Lead and execute all sales activity for the assigned product suite and applications within defined territory to achieve sales objectives. - Partner with the sales leadership team to develop and execute a plan aligned with the sales goals in assigned territory. - Function as a subject matter expert on assigned product suite, applications, and processes to orchestrate seamless execution of lead generation and account cultivation activities. - Leverage a strategic, business-oriented mindset to identify high-value opportunities and guide decision-making that supports overall revenue growth. - Design and position solutions that meet customer needs and translate into profitable, revenue-generating outcomes for Inovalon. - Provide specific direction and guidance to advance and/or transition sales opportunities with ownership and engagement to ensure successful conversion and deal closure. - Leverage detailed knowledge of quality-of-care reporting, benchmarking and data analytics, and the value of using business intelligence to improve care outcomes. - Serve as a player coach to other team members to teach, strategize, and advance their prospecting and overall sales skills following Business Unit sales processes. - Participate in weekly sales meetings and communicate weekly results and performance metrics as they relate to sales pipeline, sales activities, sales cycle time, regional market share, market penetration, wins and losses, etc. for both individual and team performance. - Monitor and provide structured feedback on market conditions, regulatory trends, competitive activities, win-loss lessons learned, targeted initiatives for growth and with key target accounts or channel partners within territory. - Identify regional influencers that can support and influence the sales of products and services; regional activities may include tradeshows, association memberships, training, speaking engagements, etc. - Maintain compliance with Inovalon’s policies, procedures and mission statement. - Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position. - Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Employer. Qualifications - 5+ years of demonstrated sales experience selling healthcare technology products or services. - Experience selling, implementing, or integrating with Electronic Health Record (EHR) systems preferred. - SaaS or subscription-based software sales experience preferred. - Leadership or supervisory experience preferred. - Experience shaping complex, multi-stakeholder deals, including evaluating financial models, solution design, and long-term customer value. - Demonstrated capability to understand and articulate customer business drivers, linking Inovalon’s solutions to strategic outcomes such as operational efficiency, clinical improvement, and financial performance. - Skilled in navigating matrixed organizations and influencing internal stakeholders to align on deal strategy, resource needs, and customer engagement approaches. - Proven ability to identify cross-sell and up-sell opportunities, leveraging an enterprise-wide understanding of Inovalon’s full portfolio. - Proficient in Microsoft Office suite including Word, Excel, and PowerPoint; Customer Relationship Management (CRM) software experience (i.e. SalesLoft, SalesForce, etc.). - Exceptional verbal and written communication skills, with the ability to tailor messaging to diverse audiences. - Self-motivated with strong organizational/prioritization skills and ability to work in a team environment and independently with the ability to manage multiple tasks at one time with close attention to detail. - Consistent track record of meeting or exceeding annual revenue objectives. - Proven ability to conduct strategic, value-based discussions with C-suite leaders to advance complex sales opportunities. - Experienced in sales force automation and contact management systems. - Ability to work in a fast-paced environment. - Proven ability to work effectively under pressure and meet deadlines. Requirements - Bachelor's degree in related field or equivalent professional work experience. - Clinical degree (RN, BSN, etc.) and/or experience preferred. Benefits - Competitive salary and benefits package. - Performance-based incentives may be available. - Health insurance, life insurance, company-paid disability, 401k, and 18+ days of paid time off.

Role Description The Business Development Manager applies healthcare industry knowledge, advanced sales acumen, and disciplined territory management to drive growth within an assigned geographic region or book of business. This role independently manages the full sales lifecycle from prospecting through close while maintaining rigorous pipeline management and consistent use of sales operations processes. The Business Development Manager builds influence with both customer stakeholders and internal partners through exceptional communication, consultative selling, and data-driven insights. - Drive demand and increase awareness of Inovalon’s products by engaging prospects and nurturing existing relationships through effective communication across multiple channels, including in‑person meetings, virtual interactions, and phone outreach. - Maintain disciplined and reliable execution of sales operations, including accurate CRM documentation (Salesforce), pipeline hygiene, forecasting, and follow‑up processes. - Identify, qualify, and develop net-new business opportunities while expanding and strengthening existing client relationships. - Develop an understanding of Inovalon’s enterprise solutions and the ONE Inovalon mission, identifying and connecting opportunities across business units and collaborating with colleagues to ensure customers receive the full value of Inovalon’s offerings—even beyond the assigned territory or BU. - Work closely with assigned Sales team and other team members in your territory to qualify prospect accounts, ensure web demonstrations are completed in a timely and thorough manner, and all sales opportunities are properly gathered with Marketing, Sales, and Business Development departments. - Partner with Marketing to communicate customer insights, competitive trends, and emerging needs that influence product and go-to-market strategy. - Lead or support product presentations, solution positioning, and demonstration processes in collaboration with Sales, Marketing, and Business Development teams. - Develop a deep understanding of the territory’s market dynamics, competitive landscape, and customer needs to inform strategic sales planning. - Conduct effective discovery, needs assessments, and consultative conversations that influence customer decision-makers. - Collaborate with assigned Sales Representatives, Marketing, and Business Development leaders to synergize sales efforts, follow up activities and support each other with identified new business opportunities and clients. - Travel to meet with prospective and existing clients to drive sales outcomes and strengthen relationships. - Serve as an informal mentor or coach to new hires by modeling best practices in sales process discipline, communication, and customer engagement. - Contribute to a positive team culture that emphasizes accountability, collaboration, and continuous improvement. - Maintain compliance with Inovalon’s policies, procedures and mission statement. - Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position. - Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company. Qualifications - 3-5 years of progressive sales or business development experience, preferably within the healthcare, health technology, or payer/provider space. - Demonstrated success managing a territory or book of business with measurable revenue outcomes. - Proven track record of consultative, solution‑based selling, including running discovery, developing value propositions, and influencing cross‑functional decision‑makers. - Experience maintaining accurate pipeline management, forecasting discipline, and CRM hygiene (Salesforce strongly preferred) with limited supervision. - Advanced communication and presentation skills, with the ability to translate technical or clinical concepts into compelling business value. - Ability to independently drive the full sales lifecycle—prospecting, qualifying, presenting, negotiating, and closing. - Strong territory planning and prioritization skills, with the ability to balance new business generation and account expansion. - Proven ability to conduct strategic, value‑based discussions with C‑suite leaders to advance complex sales opportunities. - Leadership or supervisory experience preferred. - Proficiency in Microsoft Office Suite; strong command of PowerPoint and Excel for sales presentations and territory planning. Requirements - BA or BS degree in technical or business discipline and or related field, or equivalent work experience. Benefits - Competitive Salary and Benefits Package. - Performance-based incentives may be available. - Health insurance, life insurance, company-paid disability, 401k. - 18+ days of paid time off.

Director, U.S. Government Sales & Business Development About Doodle Labs Doodle Labs is a fast-growing technology company building high-performance wireless communications for the drone and unmanned systems ecosystem. Our technology enables reliable, high-bandwidth connectivity across airborne and mobile robotic platforms operating in complex environments. We partner directly with leading drone OEMs, robotics companies, and defense organizations to deliver advanced networking solutions that power the next generation of autonomous systems. Our mission is to make connectivity for autonomous machines as reliable and ubiquitous as the internet itself. About the Role We are seeking a seasoned DoD Business Development professional with deep roots in the unmanned systems community to drive Doodle Labs' direct engagement with DoD program offices, requirements developers, and S&T organizations. You will focus exclusively on DoD unmanned systems programs spanning air, ground, and maritime domains — identifying opportunities, shaping requirements, and building the relationships that position Doodle Labs as the communications backbone of the next generation of US military UAS, UGV, USV, and autonomous platform programs. What You’ll Do - Identify, track, and develop new business opportunities within DoD unmanned systems program offices across Army, Navy, USAF, USMC, and SOCOM — including PAE Aviation, PAE Soldier, NAVAIR PMA-263, PEO Unmanned and Small Combatants (USC), AFSOC, and relevant CFT/AFC organizations. - Build and sustain direct relationships with program managers, requirements officers, S&T/R&D offices, and contracting officers within DoD UAS, UGV, and USV acquisition organizations. - Engage DARPA, DIU, and ARL/AFRL/ONR programs pursuing autonomous systems and resilient communications capabilities across air, ground, and maritime unmanned domains. - Shape requirements and procurement language in BAAs, RFIs, and RFPs to reflect Doodle Labs' mesh networking and MANET radio capabilities across UxV platforms. - Monitor and track DoD unmanned systems procurement pipelines via SAM.gov, GovTribe, and USASpending.gov; deliver actionable BD pipeline reporting to leadership. - Responsible for USG RFI/RPF response generation and tracking - Lead or coordinate government-facing proposals, white papers, capability briefings, and field demonstrations targeted at DoD UAS, UGV, and USV program stakeholders. - Stay current on DoD unmanned systems modernization initiatives — including the Drone Dominance Program, DAWG, JIATF 401, Navy USV programs, and service-specific UxV roadmaps — and translate strategic direction into near-term BD opportunities. - Work cross-functionally with product and engineering teams to align Doodle Labs' roadmap with evolving DoD unmanned systems communications requirements across all domains. - Manage BD pipeline in HubSpot CRM; maintain accurate opportunity stage, value, and forecast data. - Represent Doodle Labs at key DoD-focused events including but not limited to AUSA, AFCEA, Sea-Air-Space, and DoD-sponsored UxV demonstrations and exercises. Who You Are - 7+ years of DoD-focused business development, capture management, or program management experience with a direct focus on unmanned systems programs across one or more domains (air, ground, or maritime). - Established relationships within DoD unmanned systems acquisition communities — Army Futures Command/PAE structures, NAVAIR, PEO USC, AFSOC, SOCOM, or equivalent UAS/UGV/USV program offices. - Deep familiarity with DoD acquisition processes including JCIDS, DAS, PPBE, OTA (Other Transaction Authority), and rapid fielding pathways as applied to unmanned systems. - Demonstrated ability to identify and shape requirements in RFIs, BAAs, and RFPs for DoD technology programs. - Bachelor degree - Strong written and verbal communication skills — able to author concise capability briefings, white papers, and government-facing presentations. - Active US Secret security clearance or eligibility to obtain one. - US citizenship required. Preferred Qualifications - Prior military service or DoD civilian/contractor experience within a UAS, UGV, USV, or autonomous systems program office. - Technical familiarity with tactical radio, MANET/mesh networking, RF communications, or C2 link systems used on unmanned air, ground, or surface platforms. - Experience with SBIR/STTR programs, BAA submissions, or OTA consortium vehicles within the unmanned systems domain. - Hands-on knowledge of DoD unmanned systems modernization programs — Drone Dominance Program, Replicator Initiative, Navy Ghost Fleet/Overlord, OFFSET, MUMT, or service UxV roadmaps. - Familiarity with relevant federal contracting vehicles (GSA schedules, IDIQs, GWACs) and NAICS codes applicable to RF/communications hardware (334220, 334511). - Familiarity with A.I. engines and workflow. Why Join Doodle Labs - Work on cutting-edge technology powering the future of autonomous systems - Collaborate with engineering and product teams delivering mission-critical wireless systems - High ownership and visibility driving strategic growth across defense and advanced robotics markets - Opportunity to work directly with senior leadership and influence major customer programs Compensation & Benefits Doodle Labs offers competitive compensation and a comprehensive benefits package built for people doing serious work. - Compensation: Competitive base salary, individual and company performance bonuses. - Health & Wellness: Medical, dental, and vision coverage. Plus One Medical, Teladoc, Talkspace, Health Advocate, Kindbody, and sponsored gym memberships - Retirement: 401(k) with company contributions (US) - Professional Development: Access to courses, certifications, and conferences - Commuter Benefits: Pre-tax commuter savings for transit and parking (US roles) - Time Off: Paid time off, Federal and Bank holiday's observed, plus a company-wide holiday shutdown from Christmas through New Year's - Relocation Assistance: Available depending on role eligibility Travel Expectations This role requires approximately 30–50% travel for customer meetings, demonstrations, DoD engagements, and industry events.

• Grow Aeroqual’s air monitoring solutions business through key environmental consultants use in industrial perimeter monitoring of remediation and construction sites. • Accelerate North American total solutions revenue, gross margin and software recurring revenue with key accounts.