Director, Business Development (Generalist Surgical Billing + ASC Billing) — Procode AI

Location: Remote (US-based)
Employment Type: Full-Time
Reports To: Vice President, Sales

About the Role

The Auctus Group is seeking a Director, Business Development who will directly support Procode AI, our parent company, as it continues to grow its AI-powered Revenue Cycle Management (RCM) platform and services for surgeons and ambulatory surgery centers.

Procode AI is building an AI-native revenue cycle management organization focused on improving the financial performance of surgical practices. Its model combines deep RCM expertise with technology designed to improve coding, accounts receivable management, denial management, and financial visibility for healthcare providers.

This is a hands-on, quota-carrying business development role for an experienced healthcare sales professional who knows how to build a pipeline, develop trusted relationships, manage complex sales conversations, and close business.

The Director, Business Development will own the full sales cycle—from prospecting and discovery through proposal, negotiation, signature, and transition to implementation. The role will primarily target ambulatory surgery centers (ASCs), private surgical practices, and healthcare organizations across orthopedics, vascular, pulmonary, and related specialties.

This is not primarily a people-management or sales-strategy position. The successful candidate will be expected to personally develop opportunities, own relationships, manage deals, and deliver measurable new-business results.

Essential Functions

Business Development and Revenue Growth

• Own new-business development for Procode AI's surgical Revenue Cycle Management offering.
• Develop relationships with ambulatory surgery centers, surgeons, physician practices, administrators, practice managers, and other healthcare decision-makers.
• Manage the complete sales lifecycle from initial outreach and qualification through discovery, proposal, negotiation, contract execution, and handoff to operations.
• Build and maintain a healthy pipeline of qualified opportunities.
• Consistently advance opportunities through the sales process while maintaining strong follow-through and accountability.
• Develop territory and account strategies based on specialty, geography, opportunity size, market conditions, and potential business value.
• Maintain accurate forecasts and provide leadership with clear visibility into pipeline activity and expected outcomes.

Pipeline Development

• Proactively generate new opportunities rather than relying solely on inbound leads.
• Develop pipeline through client referrals, industry relationships, EHR and practice-management software partners, consultants, professional networks, and specialty conferences.
• Build and strengthen referral relationships with organizations and individuals that influence purchasing decisions within surgical practices and ASCs.
• Conduct targeted outbound business development into priority specialties and geographic markets.
• Identify new referral channels, partnerships, and market opportunities that can expand Procode AI's reach.
• Represent Procode AI at relevant healthcare, RCM, ASC, and surgical specialty events and conferences.
• Develop long-term professional relationships that create recurring referral and business-development opportunities.

Consultative Healthcare Sales

• Understand prospective clients' operational and financial challenges and connect those needs to Procode AI's RCM capabilities.
• Clearly communicate the business value of Procode AI's technology and services to surgeons, administrators, practice managers, and other healthcare executives.
• Translate coding, accounts receivable, denial management, reimbursement, and financial-reporting capabilities into meaningful business outcomes.
• Conduct strong discovery conversations to understand a prospect's current RCM performance, pain points, priorities, and financial goals.
• Develop persuasive business cases demonstrating potential operational and financial improvements.
• Address objections professionally and move opportunities toward clear decisions.
• Navigate complex healthcare buying environments involving multiple decision-makers and stakeholders.

Relationship and Referral Development

• Build authentic, long-term relationships with prospective clients, referral partners, healthcare consultants, software vendors, and other market influencers.
• Establish credibility with surgeons and healthcare administrators through knowledge, responsiveness, professionalism, and sound commercial judgment.
• Develop relationships within specialty-specific communities and professional networks.
• Maintain regular communication with referral partners and identify opportunities for deeper collaboration.
• Protect and strengthen Procode AI's reputation within markets where trust and professional relationships strongly influence purchasing decisions.

Market Intelligence and Sales Strategy

• Provide leadership with meaningful feedback regarding competitor activity, pricing pressure, buyer objections, market needs, and emerging opportunities.
• Identify recurring reasons deals advance, stall, or are lost and use those insights to strengthen the sales approach.
• Contribute practical insights to sales positioning, discovery frameworks, objection handling, proposal strategy, and closing techniques.
• Monitor trends within surgical practices, ambulatory surgery centers, medical billing, and Revenue Cycle Management.
• Help refine Procode AI's go-to-market approach based on direct conversations with prospects, customers, and referral partners.

Cross-Functional Collaboration

• Work closely with Sales leadership, Operations, Revenue Cycle teams, Implementation, and other stakeholders throughout the sales process.
• Ensure commitments made during the sales process can be successfully delivered operationally.
• Provide complete and accurate information during new-client handoffs.
• Coordinate with internal subject-matter experts when complex operational, technical, reimbursement, or RCM questions arise.
• Maintain strong communication between prospective clients and internal teams throughout the sales process.

CRM, Forecasting, and Sales Administration

• Maintain accurate and current prospect, opportunity, activity, and relationship information within the company CRM.
• Document relevant discovery information, decision criteria, next steps, objections, risks, and expected close dates.
• Maintain strong pipeline discipline and sales activity tracking.
• Prepare accurate forecasts and business-development updates for leadership.
• Ensure opportunities progress through appropriate sales stages with clear ownership and next actions.

Qualifications

Healthcare Sales Experience

• Strong understanding of selling services or solutions into healthcare organizations.
• Experience communicating with physicians, surgeons, administrators, practice managers, or other healthcare decision-makers.
• Ability to understand healthcare organizations' operational and financial priorities.

Full-Cycle Sales Capability

• Demonstrated ability to personally source, qualify, develop, negotiate, and close business.
• Comfortable owning opportunities from initial outreach through signed agreement.
• Strong ability to create pipeline rather than depending entirely on leads generated by others.

Consultative Selling

• Ability to identify client problems, uncover business impact, and connect those needs to appropriate solutions.
• Strong ability to communicate return on investment and business value.
• Comfortable selling complex services where trust, credibility, and relationship development are critical.

Relationship Development

• Proven ability to create trusted professional relationships with clients, referral partners, and industry stakeholders.
• Strong networking and relationship-management skills.
• Ability to develop referral-driven and partnership-driven business opportunities.

Commercial Judgment

• Ability to recognize strong opportunities, identify risks, diagnose stalled deals, and determine the best path toward a decision.
• Comfortable negotiating commercial terms and navigating complex buying processes.
• Strong understanding of how to balance revenue opportunity, client needs, operational capabilities, and long-term relationship value.

Communication

• Exceptional written and verbal communication skills.
• Ability to communicate confidently with physicians, healthcare executives, administrators, consultants, partners, and internal leadership.
• Ability to explain complex concepts in clear business language.
• Strong presentation and negotiation skills.

Accountability and Initiative

• Highly self-directed and comfortable operating with significant ownership.
• Able to work effectively in a rapidly evolving organization.
• Demonstrates urgency, follow-through, resilience, and strong personal accountability.
• Comfortable working in an environment where processes and market strategies continue to evolve as the organization grows.

Required Experience

• Minimum of 5 years of quota-carrying B2B sales or business-development experience with a demonstrated record of achieving or exceeding sales goals.
• Experience selling into physician practices, ambulatory surgery centers, healthcare groups, or adjacent healthcare organizations.
• Demonstrated experience managing the complete sales cycle.
• Experience personally developing pipeline through outbound prospecting, networking, partnerships, referrals, or industry relationships.
• Experience working directly with business owners, physicians, administrators, or senior decision-makers.
• Demonstrated ability to manage multiple active opportunities while maintaining accurate forecasting and CRM records.

Strongly Preferred Experience

• Experience in Revenue Cycle Management, medical billing, healthcare services, healthcare technology, or related areas.
• Familiarity with ambulatory surgery center operations.
• Experience working with surgical specialties such as orthopedics, vascular, pulmonary, plastic surgery, dermatology, or other physician specialties.
• Existing relationships with healthcare consultants, EHR or practice-management software vendors, ASC professionals, surgeons, or other healthcare referral sources.
• Experience working within an early-stage, high-growth, private-equity-backed, venture-backed, acquisition-driven, or rapidly scaling organization.
• Experience selling within an organization where products, services, processes, or positioning are evolving quickly.

Skills and Abilities

• Full-cycle B2B sales and business development
• Healthcare and physician-practice sales
• Pipeline generation and prospecting
• Consultative and solution-based selling
• Referral and partnership development
• Executive relationship management
• Discovery and needs analysis
• Proposal development
• Negotiation and closing
• Territory and account development
• Revenue Cycle Management knowledge
• Healthcare financial and operational awareness
• CRM management and pipeline discipline
• Sales forecasting
• Presentation and communication skills
• Commercial judgment
• Strategic problem solving
• Networking and relationship building
• Time management and prioritization
• Ability to work independently in a remote environment

Key Performance Indicators

Performance in this position may be evaluated using factors including:

• New business generated.
• Achievement of assigned sales targets and objectives.
• Qualified pipeline created and maintained.
• Pipeline coverage and progression.
• Conversion of qualified opportunities into new clients.
• Sales-cycle efficiency.
• Forecast accuracy.
• Referral and strategic-partner relationships developed.
• New opportunities generated through outbound and relationship-based channels.
• CRM accuracy and pipeline hygiene.
• Client and internal stakeholder experience throughout the sales process.
• Quality and completeness of operational handoffs.
• Contribution of market intelligence to Procode AI's developing sales strategy.

What Success Looks Like

The successful Director, Business Development will:

• Consistently create and maintain a strong pipeline of qualified surgical RCM opportunities.
• Build meaningful relationships with surgeons, ASC administrators, healthcare executives, consultants, and referral partners.
• Personally own opportunities from initial prospecting through signed agreements.
• Become a trusted commercial representative of Procode AI in the surgical healthcare market.
• Demonstrate a strong understanding of client financial and operational challenges.
• Communicate the business value of Procode AI clearly and credibly.
• Maintain disciplined CRM records and provide leadership with reliable pipeline visibility.
• Develop referral relationships that produce recurring opportunities.
• Provide meaningful market intelligence that helps improve Procode AI's sales approach.
• Work effectively across Sales, Operations, Implementation, and Revenue Cycle teams.
• Maintain a strong sense of personal ownership for business-development results.
• Thrive within a fast-moving organization that is continuing to build and refine its commercial model.

About The Auctus Group LLC

Who we are: We’re big on people and culture at the Auctus Group. Our most important role as a company is to provide an amazing working environment for our team. We’ve been work-from-home-warriors since before it was cool.  We support (like encourage and fund) continuing education. We match charitable donations. Our whole goal is: work to live not live to work. Oh and we’re weirdos too…we do remote happy hours and have a book club and goofy stuff like that.

Who we’re looking for: Smart, talented, tech-savvy, experienced, go-getter types. You’ll do well if:

• you like a fast-paced environment,
• you thrive with change and development,
• you like giving feedback,
• you’re a team player,
• you love learning/sleuthing,
• you’re big on accountability.