Senior Manager, Sales

1. Work Mode (WFH/WFO/Hybrid): Work from office (No cab facility is provided. Candidates should be able to arrange their own commute to the office.

2. Work Timings: Working U.S.-aligned business hours, including evening hours as per requirement for customer meetings.

Position Summary
ScribeEMR is seeking an experienced and highly driven India Senior Manager – Sales to establish, lead, and scale our India-based sales organization supporting growth primarily in the U.S. healthcare market. This is a player-coach role requiring the individual to build and manage the sales team while also directly participating in prospecting, strategic opportunities, customer conversations, negotiations, and closing high-value deals.

3. Educational Qualifications Required: 
   8–15+ years of B2B sales experience, preferably selling to the U.S. market.
   Minimum 3–5 years of experience managing or leading a sales team.
   Strong preference for experience in healthcare technology, healthcare services, RCM, medical coding, clinical documentation, SaaS, AI, or outsourcing services.
   Demonstrated ability to build and manage a measurable sales pipeline.
   Proven track record of meeting or exceeding revenue targets.
   Experience conducting discovery calls, presentations, demonstrations, negotiations, and closing conversations with U.S. customers.
   Strong understanding of consultative and solution-based selling.
   Excellent CRM discipline and sales forecasting capability.

Communication & Sales Skills
Exceptional spoken English and excellent written business communication.
Comfortable conducting executive-level conversations with U.S.-based customers.
Strong presentation, negotiation, and relationship-building skills.
Experience selling one or more of the following is highly desirable: Healthcare RCM, Medical Coding, Medical Scribing, Healthcare BPO/KPO, EHR/EMR-related services, Healthcare SaaS, Conversational AI / AI Voice Agents, and Generative AI healthcare solutions.
Experience working with U.S. physician practices, hospitals, health systems, FQHCs, or specialty medical groups is strongly preferred.

Leadership Profile
Highly accountable and results-oriented.
Able to build and scale a team rather than simply inherit one.
Comfortable personally prospecting, making calls, and supporting deal closures.
Coaches representatives using actual calls, pipeline activity, and performance data.
Uses CRM discipline and data-driven insights to manage performance.
Communicates confidently with technical and non-technical healthcare executives.
Curious about AI and able to learn and communicate new technologies quickly.
Focused on long-term customer relationships, cross-sell, and upsell opportunities.

4. Role and Responsibilities:
   a. Build & Lead the India Sales Team
   Recruit, train, coach, and manage a Bengaluru-based sales team.
   Establish individual and team revenue targets, activity expectations, and performance metrics.
   Conduct regular pipeline reviews, call coaching, deal reviews, and performance evaluations.
   Build a high-accountability, performance-oriented sales culture and scalable sales structure.

    
b. New Business Development
Generate new opportunities across physician groups, health systems, FQHCs, specialty practices, hospitals, and other healthcare organizations.
Build targeted prospect lists using approved databases, research tools, LinkedIn, industry sources, conferences, and market intelligence.
Drive outbound prospecting through calls, email, LinkedIn, and other channels.
Develop relationships with healthcare executives, physicians, practice administrators, CFOs, CIOs, revenue cycle leaders, and operational leadership.
Lead discovery meetings, solution presentations, demonstrations, proposals, negotiations, and strategic/high-value opportunities.

c. Sell the ScribeEMR Solution Portfolio
Develop competency across Virtual Medical Scribing, AI Clinical Documentation / ScribeRYTE, Medical Coding, Revenue Cycle Management, Revenue Integrity, Credentialing, Patient Access/ Contact Center Services, AI Voice Agent solutions, and other AI-enabled healthcare workflow solutions.
Identify cross-sell and upsell opportunities across the broader ScribeEMR portfolio.

d. Pipeline & Sales Management
Maintain accurate CRM documentation and sales forecasts.
Establish clearly defined sales stages and opportunity qualification standards.
Track lead generation, meetings, qualified opportunities, proposals, conversions, revenue, and sales-cycle performance.
Ensure timely follow-up on qualified opportunities and develop strategies to advance stalled opportunities.
Provide weekly pipeline and sales performance reports to executive leadership.

e. Sales Strategy & Market Intelligence
Work closely with U.S. leadership to identify target markets, specialties, customer segments, and campaigns.
Analyze competitive offerings and market trends.
Provide market feedback to product, operations, and technology teams.
Help refine positioning, pricing strategy, sales collateral, case studies, and competitive messaging.
Identify emerging opportunities for AI-driven healthcare services.

f. Cross-Functional Collaboration
Collaborate with U.S. Sales Leadership, Executive Management, Marketing, Product & Technology, Operations, Implementation Teams, and Revenue Cycle & Coding Leadership.
Ensure opportunities sold by the sales organization can be successfully implemented and supported operationally.

g. Key Performance Indicators (KPIs)
Qualified opportunities created
Sales meetings and demonstrations
New Annual Contract Value (ACV) / Monthly Recurring Revenue (MRR)
New customers acquired
Pipeline value and pipeline coverage
Opportunity-to-close conversion rate
Sales cycle
Individual representative performance
Cross-sell and upsell revenue
Forecast accuracy
Overall India sales team revenue attainment

Why This Role Matters:
ScribeEMR is expanding beyond traditional medical scribing into a broader healthcare technology and services platform combining AI, human expertise, clinical operations, coding, revenue cycle management, and patient engagement.

The India Senior Manager, Sales, will be responsible for building the sales organization capable of taking these solutions to market at scale and will have a significant opportunity to shape the company's next phase of growth.

5. Reporting Hierarchy (reporting to designation): Executive Leadership / Global Sales Leadership

6. Monthly Compensation: Market-competitive compensation, commensurate with experience and expertise

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7. Additional Perks: 
   a. Medical insurance of 4 lakhs per annum. Coverage is for self, spouse, and 2 children under 25 years of age.
   b. Group Personal Accident Policy coverage for the employee with payment of 5 years’ CTC in case of death of the employee in an accident.
   c. Office-based employees shall be eligible for complimentary canteen facilities.
   d. The above components are non-reimbursable

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8. How to Apply: Please visit the https://www.scribeemr.in/careers  page of our website to submit your resume.

NOTES: If you still have any doubts, please write to [email protected]