ProSomnus Sleep Technologies

Lead and execute strategic business development partnerships to drive revenue growth and market expansion in medtech and digital health sectors. | 15+ years in business development or strategic alliances with proven success in complex partnerships, preferably in healthcare or medtech, with strong negotiation and financial modeling skills. | The Vice President Business Development is a senior commercial leader responsible for architecting and executing partnerships that unlock scalable distribution, accelerate patient adoption, and strengthen ProSomnus's competitive position. This role blends strategic vision with hands-on execution across four domains: • Technical Business Development (digital health, remote monitoring, IDTFs, data integrations and data licensing) • Commercial Business Development (MSOs, DSOs, health systems, IDNs) • Clinical Business Development (sleep telemedicine, clinical service providers, care pathway collaborators) • Market Access Development (payers, coding, coverage, and reimbursement optimization) You will identify, initiate, develop, negotiate, enhance and operationalize partnerships while working cross-functionally with Sales, Marketing, Clinical Affairs, Technology, Regulatory/Quality, and Executive Leadership. Essential Duties and Responsibilities include the following. Other duties may be assigned. 1) Revenue Growth & Strategic Expansion • Develop and execute a comprehensive BD strategy that delivers measurable revenue growth across all channels and partner types. • Build multi-year commercial plans aligned to corporate objectives, market dynamics, and emerging opportunities in sleep medicine and dental sleep therapy. • Source, prioritize, and close high-value partnerships that expand device utilization, accelerate patient starts, and improve adherence/outcomes. • Own the partner pipeline: segmentation, targeting, outreach, sequencing, ROI modeling, and forecast accuracy. • Collaborate with Sales to translate partnerships into GTM activation, field enablement, co-marketing, and adoption playbooks. 2) Commercial Business Development (MSOs, DSOs, Health Systems, IDNs) • Establish enterprise agreements with DSOs/MSOs, regional and national health systems, and integrated delivery networks. • Encourage patient referrals to dental sleep medicine providers. • Create scalable, repeatable partnership frameworks (e.g., MSAs, SOWs, pricing programs, implementation kits, and success metrics). • Drive multi-site onboarding, training, and utilization growth-measured by patient starts, device utilization per site, and cycle-time reductions. • Partner with Marketing and Sales Ops to tailor value propositions for dental and medical stakeholders (clinical efficacy, patient experience, operational efficiency, economics). 3) Technical Business Development (Digital Health, Remote Monitoring, IDTFs) • Structure collaborations with digital health platforms, IDTFs, and remote monitoring providers to enable data-driven care pathways and remote monitoring services. • Lead integration roadmaps with Product/Engineering (APIs, data governance, interoperability, privacy/security by design). • Negotiate data-sharing agreements, BAAs/DUAs, and joint development or co-marketing frameworks. • Evaluate and pilot emerging technologies that improve screening, diagnosis, monitoring, and longitudinal care for OSA. 4) Clinical Business Development (Sleep Telemedicine & Care Pathways) • Build partnerships with sleep telemedicine groups, independent clinical providers, and care-coordination services to expand access and streamline referrals. • Co-design clinical pathways (screen → diagnosis → therapy selection → titration/monitoring → follow-up) with measurable clinical/operational outcomes. • Collaborate with Clinical Affairs on evidence generation, KOL engagement, and clinical education programs to bolster adoption and confidence. 5) Market Access Development (Coding, Coverage, Reimbursement) • Collaborate with payer organizations to optimize coding, coverage, and reimbursement for ProSomnus devices; support pilots and health economic models. • Partner with Market Access and Clinical Affairs to develop dossiers and value stories tailored to payers and provider economics. • Track policy changes and payer trends; drive proactive strategies for HCPCS/coding pathways relevant to oral appliance therapy. • Support providers and partners with reimbursement education and best practices. 6) Deal Execution, Governance & Scale • Lead term sheet development, deal modeling, contract negotiation, and cross-functional operationalization. • Define implementation plans, SLAs, compliance checkpoints, and success dashboards; run QBRs/JBRs with partners. • Ensure alignment with regulatory/quality, privacy (HIPAA), and medical device compliance requirements. • Establish scalable partner lifecycle management-from onboarding through renewal/expansion. Supervisory Responsibilities This job has supervisory responsibilities. Competencies To perform the job successfully, an individual should demonstrate the following competencies: Strategic + Operator - Can set the strategy and own the execution-sourcing, structuring, negotiating, and operationalizing at speed. Clinical & Market Literacy - Understands sleep medicine and dental sleep therapy dynamics, and translates clinical value into business impact. Relationship Builder - Executive presence with C-suite, physicians, dentists, payers, and platform partners; trusted advisor mindset. Analytical & Financial Acumen - Comfort with deal models, partner P&Ls, and sensitivity analyses; data-driven decision-making. Regulatory Savvy - Operates with a compliance-first mindset (HIPAA, privacy, medical device). Influence Without Authority: Excellent cross-functional leadership and change management in matrixed environments. Bias for Outcomes - Consistently hits targets; measures, learns, and iterates. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and/or Experience • 15+ years in Business Development, Partnerships, Corporate Development, or Strategic Alliances in medtech, digital health, or health services; 8+ years leading complex, multi-stakeholder deals. • Proven track record closing enterprise partnerships (health systems/IDNs, DSOs/MSOs, payers, or platform partners) with seven-figure impact and clear clinical/operational value. • Deep familiarity with sleep medicine, respiratory, dental sleep therapy, or adjacent therapeutic areas (ENT, pulmonary, cardiometabolic). • Strong understanding of US healthcare economics and reimbursement (coding, coverage, payment), and experience collaborating with Market Access. • Demonstrated success building data-driven partnerships (integrations, remote monitoring/IDTFs, digital workflows), including BAAs/DUAs and HIPAA considerations. • Excellent negotiation, financial modeling, and executive communication skills; adept at aligning incentives across clinical, operational, and commercial stakeholders. • Proficient with Salesforce or similar CRM; comfortable with pipeline instrumentation and forecast rigor. • Bachelor's degree required; MBA or advanced degree preferred. Preferred Qualifications • Experience in sleep telemedicine, DSO/MSO ecosystems, or payer contracting. • Knowledge of medical device quality/regulatory context (e.g., FDA QSR, ISO 13485) and evidence-based adoption in clinical settings. • Familiarity with oral appliance therapy workflows and reimbursement pathways. • Prior work at a growth-stage medtech/digital health company launching partnerships from 0→1 and scaling to national programs. Language Skills • Ability to read and interpret documents such as safety rules, operating and maintenance instructions, procedure manuals, and prescriptions. • Ability to write routine notes and correspondence. • Ability to speak effectively before groups of customers or employees of organization. Mathematical Skills • Ability to add, subtract, multiply and divide in all units of measure using whole numbers, common fractions and decimals. • Ability to compute rate, ratio, and percent and to draw and interpret bar graphs. Reasoning Ability • Ability to apply common sense understanding to carry out detailed but uninvolved written or oral instructions. • Ability to deal with problems involving a few concrete variables in standardized situations. Computer Skills To perform this job successfully, an individual should have knowledge of Internet, Spreadsheet and Word Processing software. Certificates, Licenses, Registrations: None. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand; walk and use hands to finger, handle, or feel. The employee must occasionally lift and/or move up to 10 pounds. Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.