Sales and BDM Execution Sr. Manager

Lyra Health is a leading provider of evidence-based mental health care, serving millions globally. The Sr. Manager of Sales & BDM Execution is responsible for defining and driving sales playbooks and execution strategies to enhance the performance of Sales, Customer Success, and Business Development teams.

Responsibilities:

• Design and deploy field-ready playbooks for Enterprise Sales and Customer Success that standardize how we win health plans, activate customers, and generate provider referrals
• Define practical, end-to-end workflows that guide teams through opportunity progression, proposal development, and high-impact provider outreach
• Standardize the sales journey by clarifying expectations at every stage (from Discovery to Contracting) and providing the frameworks (Discovery, Solution Alignment, etc.) needed to increase conversion
• Drive pipeline hygiene and reporting in partnership with Performance Management to provide clear growth insights for the senior executive team and Board of Directors
• Identify and resolve deal friction by analyzing common breakdowns in progression and coaching sales leaders on practical execution
• Optimize the BDM model by creating clear guidance for provider engagement, improving the quality of outreach, and making it easier for providers to refer patients
• Improve field effectiveness by identifying gaps in consistency and introducing workflows that turn contacts into active referring providers
• Elevate our competitive edge by establishing a consistent approach to RFPs, ensuring HP/HS-specific content is delivered on time with a clear articulation of value
• Refine the follow-through process, including structured stakeholder re-engagement and objection handling to move proposals toward signatures
• Equip the field with essential resources, selecting and managing the tools (referral workflows, sales engagement tech) that align with how our teams actually work
• Strengthen the value story by partnering with Marketing to ensure our messaging resonates with health plans, health systems and providers, and sharing field insights to improve campaigns
• Foster a culture of continuous improvement by building a feedback loop between Sales, Clinical, and Product teams to refine our strategy based on real-world performance data

Requirements:

• 10+ years of experience in Commercial Operations, Sales Enablement or Proposal Management ideally in healthcare or digital health
• Proven track record of building sales playbooks that improve execution and conversion
• Experience supporting enterprise sales cycles, particularly with health plans and health systems
• Experience with proposal strategy and RFP coordination
• Strong understanding of enterprise health plan marketing and sales
• Ability to translate strategy into practical, field-ready execution
• Strong cross-functional collaboration and communication skills