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RISA · 4 days ago

Head of Business Development

Palo Alto, SF, USA

Full-time

Onsite

Director/Executive

10+ years exp

RISA Labs is a Series A startup focused on building mission-critical workflows in oncology using AI technology. They are seeking a Head of Business Development to lead revenue growth across various oncology service lines and establish a scalable commercial strategy in the U.S.

Artificial Intelligence (AI)Enterprise Software

Responsibilities

Own and scale revenue across large accounts: Oncology Service Line of health systems, IDNs, NCI designated cancer centres, Large BPOs, professional services companies, specialty pharmacy and health plans, with clear quarterly build plans

Design a three year GTM model that ties hiring plans, pipeline expectations and event investments to ARR growth and healthy cost ratios

Stand up the initial U.S. GTM pod, including account executives, sales engineers, BDRs and customer success, with clear customer to headcount ratios

Codify the sales process from first meeting to go live, including qualification criteria, deal reviews, forecast hygiene and executive inspection rhythms

Shape pricing and commercial constructs in partnership with founders, including PMPM, transactional and platform models for providers and plans

Drive pipeline and market presence own outbound strategy and execution, including messaging, target lists and outreach sequences for health systems, oncology groups, specialty pharmacy and plans

Develop an event strategy that treats conferences as pipeline engines, not line items, and ties spend to meetings, pilots and opportunities created

Represent RISA at executive meetings with cancer center leaders, CFOs, CMOs, CIOs and plan leaders, and act as a senior sponsor on our most strategic accounts

Support RISA’s platform strategy across EMRs, especially with Epic

Qualification

Healthcare sales experiencePrior authorization expertiseGTM strategy developmentEMR/EHR familiarityAIAutomation salesFinancial acumenExecutive presenceStrategic thinkingCommunication skills

Required

10 plus years in healthcare, with at least 5 years selling or leading commercial teams into U.S. health systems and oncology practices

Direct experience with prior authorization, utilization management, revenue cycle or complex specialty drug workflows, ideally in oncology or adjacent high acuity areas

Proven track record of personally sourcing and closing seven figure enterprise deals and turning early lighthouse wins into a repeatable motion

Experience building or scaling a GTM team at a growth stage company, including hiring, coaching and setting up the operating rhythm for AEs, BDRs and customer success

Familiarity with EMR / EHR and data ecosystems such as Epic, oncology EMRs, FHIR and HL7, as well as clearinghouses and payer portals

Comfortable selling AI, automation or workflow products where the underlying technology includes LLMs, RPA or agents, and the product is still evolving

Strong strategic thinking and financial acumen, with the ability to connect org design, event spend and hiring plans to pipeline, ARR and margin

Excellent executive presence and communication skills, with the ability to translate deep technical and clinical complexity into a clear business value story for CFOs and CMIOs