Sales & Patient Enrollment Manager
XRHealth is a leading virtual reality–based virtual care and medical device company , delivering immersive care solutions to patients in clinics and at home. Our platform supports providers across physical therapy, cognitive rehabilitation, behavioral health, and pain management, and is complemented by XR-based DME offerings that enable care beyond the clinic. By combining XR technology, data-driven insights, and clinical expertise , XRHealth is redefining how care is delivered and accessed—improving outcomes, expanding reach, and reducing barriers to treatment. As a fast-growing healthcare startup, XRHealth offers the opportunity to work at the intersection of healthcare, technology, and innovation , with a direct impact on patient access and experience. About the Role
We are looking for a Sales & Patient Enrollment Manager to lead and scale a team of BDRs responsible for enrolling patients into our virtual clinic services and DME offerings . This is a hands-on leadership role for someone who thrives in a fast-paced, high-growth healthcare startup environment and understands the operational and regulatory nuances of patient enrollment.
You will own day-to-day team performance, optimize enrollment workflows, ensure insurance and benefits processes are executed accurately, and drive consistent growth in patient conversions. Key Responsibilities
- Lead, coach, and manage a team of BDRs focused on patient outreach, qualification, and enrollment
- Own patient enrollment performance , including conversion rates, speed to enrollment, and patient experience
- Ensure accurate execution of insurance verification, benefits checks, eligibility, and documentation for virtual care and DME products
- Collaborate closely with billing, clinical, operations, and marketing teams to streamline the end-to-end patient journey
- Build, optimize, and maintain outbound calling workflows , including:
- Dialer and call system setup, usage, and optimization (preferred)
- Call scripts, QA processes, and performance tracking
- Monitor and report on team KPIs (calls, connects, enrollments, approvals, conversion rates, etc.)
- Recruit, onboard, and ramp new BDRs as the team scales
- Ensure compliance with healthcare regulations, patient privacy standards, and internal SOPs
- Act as a player-coach when needed—jumping in to close enrollments or troubleshoot complex cases
- 5+ years of experience in healthcare sales, patient enrollment roles
- 2+ years of people management experience , ideally managing BDRs, enrollment reps, or patient access teams
- Proven experience with:
- Patient enrollment workflows
- Insurance verification, eligibility, benefits investigation
- Healthcare terminology and payer processes
- Strong understanding of DME and/or virtual care enrollment is a major plus
- Experience using dialers and call systems (e.g., Five9, Aircall, RingCentral, Talkdesk, etc.); setup and optimization experience preferred
- Data-driven mindset with the ability to manage by metrics and dashboards
- Experience in digital health, telehealth, virtual clinics, or DME organizations
- Experience scaling teams in a startup or high-growth environment
- Familiarity with CRM systems (HubSpot or similar)
- Experience working cross-functionally with clinical, marketing, billing and operations teams
- Strong leadership presence with a coach-first mentality
- High sense of ownership and accountability
- Ability to thrive in ambiguity and build structure where none exists
- Excellent communication skills with patients, payers, and internal teams
- Bias toward action and continuous improvement
- Join a fast-growing healthcare startup transforming virtual care and DME delivery
- Opportunity to build and scale a team with real ownership and impact
- Work on innovative healthcare products with meaningful patient outcomes
- Hybrid work environment based in Needham, MA
- Competitive compensation and growth opportunities
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