General Manager

As General Manager, you will lead the overall performance and next phase of growth of an established vertical software business serving government health and public sector agencies. You will take full ownership of the P&L, commercial strategy, product direction, customer relationships, and day-to-day operations. Your mission will be to accelerate recurring revenue, strengthen profitability, expand market reach, and build a scalable operating structure. Working closely with a small team and experienced portfolio leaders, you will combine strategic decision-making with hands-on commercial and operational leadership. You will also drive product innovation and AI adoption while identifying opportunities for organic growth and strategic acquisitions. This is an opportunity to shape a profitable software business over the long term, with meaningful autonomy and accountability for its results.

• 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.

• 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.

• 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.

• 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.

• 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.

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.

• 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.