Regional Sales Manager, IDD/Waiver Programs, Midwestern Region at Bark in WI; OH

Job description

• About this role: We're growing our IDD/Waiver motion, and we're hiring an Account Executive to own and expand our Midwest region: a high-velocity, relationship-driven seller who grows referral volume through Medicaid waiver programs and the care coordinators who serve individuals with intellectual and developmental disabilities.
• This is a different motion from classic enterprise sales. This sales motion is B2B2C. Care coordinators and case managers refer a Bark device for a client or family, and we fulfill it.
• Success is about building trusted relationships across the waiver-provider community, generating referral volume, and doing it at speed, with many transactions a week. As we expand our footprint in this fast-growing motion, you'll own the Midwestern region: deepening relationships where we're active and building brand-new referral pipeline in markets where we're just getting started.

Responsibilities

• Own the Midwestern region. Grow referral volume across your territory, deepening relationships in active markets and opening new ones where Bark has little or no presence today with I/DD providers.
• Grow referral volume through care coordinators. Build and nurture relationships with care coordinators, case managers, support brokers, and waiver-program staff who refer Bark devices to the individuals and families they serve.
• Sell with velocity. Manage a high volume of individual referrals and orders. This is a fast, transactional cycle measured in deals per week, not quarters.
• Learn new markets fast. Get up to speed on each state's waiver structure and build the coordinator relationships that generate pipeline from a standing start.
• Run demand generation in the field. Present on webinars, attend regional conferences, and partner with provider organizations and associations to get Bark in front of coordinators at scale.
• Educate the referral network. Be the trusted, knowledgeable resource on how Bark fits waiver funding, the referral and fulfillment process, and the value to families.
• Keep it clean. Maintain accurate records of referrals, orders, and coordinator relationships in the CRM.

Requirements

• 3+ years in sales, business development, or account management, ideally in a high-volume, relationship-driven environment.
• Familiarity with Medicaid waivers, IDD/developmental-disability services, home- and community-based services (HCBS), or care-coordination/case-management ecosystems strongly preferred.
• Proven ability to build a referral or partner network from scratch, with comfort walking into a new market with no existing relationships and generating volume.
• High activity metabolism: you're motivated by pace and volume, and organized enough to manage many concurrent, small transactions without dropping relationships.
• Strong communication skills for webinars, presentations, and one-to-one coordinator outreach.
• Willingness to travel for conferences, provider partnerships, and in-market relationship building (25-50%)
• Must be located in Wisconsin or Ohio
• Existing relationships in the IDD/waiver or care-coordination community.
• Experience with a B2B2C, referral, or channel-driven sales model.

Skills

Required

• High activity metabolism
• Willingness to travel (25-50%)
• Located in Wisconsin or Ohio

Benefits

• Competitive compensation commensurate with experience
• Equity stake in Bark
• Paid time off
• Paid sick time
• Medical
• Dental
• Vision
• Healthcare Support
• On-Demand Primary Care
• Online Mental Health Therapy
• Flexible Spending Account (FSA)
• Supplemental Life Insurance
• 401(k)
• Voluntary Long-term and Short-term Disability Insurance
• 150,000 - 180,000 USD per year (United States)