Regional Sales Manager, IDD/Waiver Programs

Founded in 2015 by a dad of two, Bark is an online safety company that helps families protect their kids online and in real life. Over the past decade, we’ve transformed into the industry leader of safer tech for children, garnering recognition from TIME Magazine, Wired, The New York Times, Forbes, and countless other publications. We’re at the forefront of the online safety revolution, designing and building smart devices that families need with parental controls that actually work. Our Bark Phone, Bark Watch, Bark Home, and Bark app are enabling today’s parents to help keep their kids safe like never before — and we’re just getting started. Bark is also deeply committed to education and community impact. Through our Bark Community Partners program, we work with schools, nonprofits, and local organizations to provide online safety resources, training, tools, and safer technology to families and educators. At the heart of Bark is our hard-working team of remote employees who are passionate about our mission. We care about our work, each other, and building a safer digital world each and every day. 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. What you'll do 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. Competitive compensation commensurate with experience Equity stake in Bark Paid time off Medical Vision 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 We recognize people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence. We encourage people from all backgrounds to apply to our positions. Please let us know if you require accommodations during the interview process. Bark is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. #J-18808-Ljbffr Bark