General Manager.

Accountabilities

You will own the business's performance and long-term value creation, balancing revenue growth, operational excellence, customer success, and product innovation.

• Business performance and financial ownership

  • Own the full P&L, including revenue, gross margin, EBITDA, net revenue retention, and cash performance.

  • Establish and manage a monthly operating cadence covering KPIs, forecasts, performance against plan, and corrective actions.

  • Improve the Business Health Score (BHS) tier and Rule of 40 through deliberate decisions balancing growth and profitability.

  • Deliver EBITDA growth in line with portfolio-wide annual operating targets and the multi-year value creation plan.

  • Lead budgeting and forecasting, applying ROI discipline to investments, initiatives, and hiring decisions.

  • Commercial and business growth

    • Drive double-digit annual ARR growth through new customer acquisition, account expansion, pricing optimization, and retention.

    • Own the entire sales pipeline, from prospecting and initial engagement to negotiation and signed agreements.

    • Develop a repeatable sales playbook covering ideal customer profiles, outreach, discovery, proposals, and RFP responses.

    • Build a scalable path from local agency contracts to statewide agreements.

    • Review customer usage and establish appropriate pricing, packaging, contract terms, and price increases.

    • Identify at-risk accounts early and implement retention strategies to reduce churn.

    • Identify potential acquisition targets, support due diligence, and contribute to post-acquisition integration.

    • Industry strategy and product direction

      • Develop a one-to-three-year strategic vision based on industry trends, regulatory developments, customer needs, buyer behavior, and emerging technologies.

      • Translate market insights into a product roadmap prioritized by ROI, development effort, and time to market.

      • Partner with product and engineering leaders to deliver roadmap initiatives and identify adjacent workflows and new market opportunities.

      • Drive AI adoption across business functions and support the development of revenue-generating AI capabilities within the product.

      • Customer and market leadership

        • Personally manage executive relationships with key customers, including renewals, escalations, and major expansion opportunities.

        • Own growth, net revenue retention, and customer retention targets.

        • Coordinate client services, onboarding, and product teams to improve adoption and identify opportunities for account expansion.

        • Represent the business at WIC, public health, and government technology conferences and industry associations.

        • Work with marketing resources to strengthen brand visibility, develop sales materials, and improve the digital presence.

        • Team leadership and operational development

          • Lead and develop a team of approximately 5–10 people across sales, client services, product, and operations.

          • Recruit, develop, and make personnel decisions to ensure critical positions are held by high-performing team members.

          • Establish clear documentation, onboarding materials, and cross-training processes to reduce dependency on individual employees.

          • Build a high-accountability, results-oriented culture supported by effective operating systems and processes.

          • Own and execute the multi-year value creation plan, ensuring progress against agreed business and financial objectives.

          • Collaborate with portfolio-level specialists in marketing, pricing, finance, talent, and AI to accelerate business performance.

          Requirements

          The ideal candidate is a commercially driven, hands-on business leader with deep knowledge of government health and human services markets, a proven record of revenue growth, and the ability to manage a software business independently.

          • At least 8 years of experience in operations, sales, business development, or general management.

          • At least 5 years of experience working in the relevant industry or selling products and services into it.

          • Strong understanding of government health and human services programs, including how they operate, how they are funded, and how purchasing decisions are made.

          • Experience owning a P&L or functional budget, with the ability to explain financial performance and the metrics used to manage it.

          • Demonstrated track record of delivering multi-year revenue growth, supported by measurable results and before-and-after performance figures.

          • Proven ability to personally close major customer accounts and expand existing relationships.

          • Ability to provide customer references within the relevant industry.

          • Experience hiring, developing, and, when necessary, making changes to direct-report teams.

          • Strong commercial judgment and the ability to balance strategic planning with hands-on customer engagement and operational execution.

          • Excellent financial and analytical skills, with a disciplined approach to ROI, resource allocation, and long-term value creation.

          • Ability to lead a small team effectively through clear processes, accountability, and strong operational systems.

          Preferred Qualifications

          • Experience buying or selling B2B software to government health and human services customers.

          • Experience leading pricing increases, packaging changes, churn reduction initiatives, or product repositioning.

          • Experience sourcing, evaluating, or integrating acquisitions.

          • Established industry visibility through speaking engagements, professional associations, analyst relationships, or a strong professional network.

          • Experience developing and executing multi-year operating strategies or value creation plans with measurable targets.

          • Experience deploying AI solutions within business functions or software products.

          • Understanding of state and local health department procurement processes, including RFPs, statewide contracts, and reseller channels.

          Benefits

          • Annual salary ranging from $160,000 to $200,000.

          • Full ownership of a profitable software business and its P&L from day one.

          • Significant autonomy to develop the commercial strategy, operating processes, and team within agreed business objectives.

          • Long-term business ownership approach, with no forced exit timeline.

          • Direct coaching and support from an experienced portfolio leader or operating partner.

          • Access to a broader portfolio network, best-practice communities, and functional specialists across vertical software.

          • Exposure to financial performance, product strategy, and key customer relationships from the start.

          • Fully remote position based in the United States.