Sales and BDM Execution Sr. Manager

About Lyra Health

Lyra Health is a leading provider of evidence-based mental health care, serving more than 20 million people globally in partnership with employers and more than 100 million through health plan and partner relationships. The company has delivered more than 15 million sessions of mental health care, published more than 35 peer-reviewed studies, and delivered unmatched outcomes in terms of access, clinical effectiveness, and cost efficiency. Extensive peer-reviewed research confirms Lyra’s transformative care model helps people recover twice as fast and results in a 26% annual reduction in overall healthcare claims costs. Lyra is transforming access to life-changing mental health care through Lyra Empower, the only fully integrated, AI-powered platform combining the highest-quality care and technology solutions.

Overview

The Sr. Manager of Sales & BDM Execution is responsible for defining and driving the playbooks, tools, and execution discipline that enable Sales, Customer Success, and in-market Business Development Manager (BDM) teams to perform at a high level.

This role focuses on how we win, ensuring teams operate with clear, repeatable approaches—from initial engagement through proposal and close, and from provider outreach through care start activation. The Sr. Manager partners closely with Sales, Customer Success, BDMs, Marketing, and Performance Management to improve conversion, consistency, and effectiveness in the field.

Core Mandate

Drive consistent commercial execution by:

• Building practical, repeatable sales and provider engagement playbooks

• Strengthening proposal development and follow-through discipline

• Improving conversion through better execution at key moments

• Equipping teams with tools and guidance that drive real field behavior

• Aligning Marketing and Sales around a clear, differentiated value story

Responsibilities

• Sales & Customer Success Playbook Strategy

• 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.

• Enterprise Pipeline & Deal Execution

• 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.

• BDM & Provider Engagement Enablement

• 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.

• Proposal Strategy & RFP Coordination

• 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.

• Tools Cross-Functional Alignment

• 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.

Qualifications

• 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

Success Metrics

• Improved consistency and effectiveness of sales and BDM execution

• Increased proposal quality and follow-through discipline

• Improved conversion at key points in the sales and provider engagement process

• Strong adoption and use of playbooks and tools

• Positive feedback from Sales, CS, and BDM teams on usability and impact

"We are an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information or any other category protected by law.By applying for this position, you acknowledge that your personal information will be processed as per the Lyra Health Workforce Privacy Notice. Through this application, to the extent permitted by law, we will collect personal information from you including, but not limited to, your name, email address, gender identity, employment information, and phone number for the purposes of recruiting and assessing suitability, aptitude, skills, qualifications, and interests for employment with Lyra. We may also collect information about your race, ethnicity, and sexual orientation, which is considered sensitive personal information under the California Privacy Rights Act (CPRA) and special category data under the UK and EU GDPR. Providing this information is optional and completely voluntary, and if you provide it you consent to Lyra processing it for the purposes as described at the point of collection, for example for diversity and inclusion initiatives. If you are a California resident and would like to limit how we use this information, please use the Limit the Use of My Sensitive Personal Information form. This information will only be retained for as long as needed to fulfill the purposes for which it was collected, as described above. Please note that Lyra does not “sell” or “share” personal information as defined by the CPRA. Outside of the United States, for example in the EU, Switzerland and the UK, you may have the right to request access to, or a copy of, your personal information, including in a portable format; request that we delete your information from our systems; object to or restrict processing of your information; or correct inaccurate or outdated personal information in our systems. These rights may be subject to legal limitations. To exercise your data privacy rights outside of the United States, please contact [email protected]. For more information about how we use and retain your information, please see our Workforce Privacy Notice."

Originally posted on Himalayas