Head of Business Development Palo Alto, SF, USA at RISA Labs, Inc.

At RISA, we are building the future of mission critical workflows by leveraging the latest in AI. Our purpose is to solve humanity's hardest hurdles, starting with the incredibly high stakes challenges within oncology. We are not just selling software, we are delivering resilient, autonomous infrastructure that powers foundational institutions and ultimately helps accelerate human progress.

RISA was founded by Kshitij Jaggi and Kumar Shivang, IIT Kanpur alumni with a proven track record from their previous healthcare startup, Urban Health. Their vision is to streamline oncology care through cutting edge technology.

RISA Labs is a Series A startup backed by Optum Ventures, Cencora Ventures, Oncology Ventures, General Catalyst, Binny Bansal, z21 Ventures, John Simons and select angels.

RISA Labs is building its first scaled U.S. commercial motion and hiring a Head, Business Development to own revenue growth across oncology service lines at health systems, NCI designated cancer centres, specialty pharmacy and health plans. You will be the senior commercial leader for the U.S., turning strong early traction in community oncology into a repeatable growth engine for larger accounts.

This role blends enterprise sales leadership, category creation and ecosystem partnerships. You will design the multi year growth plan, pressure test and refine our ICP, and build the channels and partnerships that make RISA the default prior auth and oncology workflow platform.

You should be equally comfortable in the weeds with a prior auth team in a clinic, whiteboarding with a CIMO at a health system, or mapping a joint value story with a platform partner.

• 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

• 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