Some leaders bring unmatched ambition. Others, deep empathy. Rachel Kalinsky brings both — with a grounded, no-nonsense work ethic and a heart for helping others thrive. As Business Development Manager for Ambulatory Healthcare at Inovalon, Rachel is a key partner to providers navigating one of the most complex spaces in modern medicine: getting paid for the care they deliver.

Her journey into health tech and sales is anything but ordinary. Rachel began her career as a school psychologist, and over time built her expertise across behavioral health, provider systems, and healthcare technology. Today, she brings that same deep listening and advocacy into every room she enters — whether she’s solving claim denials with clients, mentoring new sales reps, or growing the Women in Tech & Entrepreneurship (WTE) Tampa community as a board member and sponsor.

We sat down with Rachel to talk about the through lines in her career, her leadership philosophy, and the culture of support she’s helping to create across healthcare — and across Florida.

Q&A with Rachel Kalinsky

You began your career as a school psychologist before moving into healthcare tech and business development. At first glance, those paths might seem worlds apart—but is there a common thread you see connecting them?

"Absolutely. There’s a misconception about sales — people think it’s just about pushing products. But the best sales professionals are incredible at building trust, listening actively, and uncovering real pain points. That’s exactly what I did as a psychologist, working with students and families. I built relationships, showed empathy, and helped solve problems. Those are the same skills I use in sales today. I’m not just selling a solution — I’m helping people feel understood and supported in solving real challenges."

At Inovalon, you focus on helping ambulatory providers reduce claim denials and improve operations. What part of that work feels most meaningful to you—especially coming from a background rooted in care and advocacy?

"It’s about helping hardworking providers and their staff solve problems that are holding them back. They deserve to get paid on time. They shouldn’t have to battle with insurance companies or deal with burnout from inefficient workflows. I see how much revenue is lost or delayed, how many claims have to be reworked — and how that directly impacts patient care. If I can help them simplify those challenges and focus more on care, then I’ve done my job."

You’ve built a reputation as a trusted, consultative partner in a complex and fast-moving industry. What’s your approach to building relationships that truly last—whether with clients or colleagues?

"I stay focused, ambitious, and positive — even when things shift. I don’t complain. I stay grounded in my goals and just get the job done. I’ve always had a strong work ethic and a genuine ability to connect with people. That’s helped me build trust — with leadership, with clients, and with my team. Whether it’s a colleague or a customer, I’m consistent, I stay in touch, and I support them long after the sale. Relationships are everything in this business."

Over the past year, you’ve taken a hands-on role mentoring new sales reps at Inovalon and supporting women in our WTE community. What’s one piece of advice you often find yourself giving to someone navigating a new chapter or career transition?

"When you’re new to an industry, it’s overwhelming. You’re learning fast — it’s like drinking from a firehose. I tell people: go slow, give yourself time to absorb. Chunk your work, rewatch trainings, reread materials. Ask questions, use your resources, and remember that it’s okay to make mistakes. I always say — one month in, you’ll start to absorb. At three months, it’ll start to click. At six months, your fluency will take off. It takes time, and that’s okay."

You’ve now served as our Tampa Chapter Chair for a year—and just became our newest sponsor. What has this community meant to you personally, and what inspired you to go all in on WTE?

"WTE has been such a powerful space for me. I’m surrounded by ambitious, tenacious women who support each other through all the ups and downs. It’s a real network — cheering each other on at events, celebrating wins, and showing up when it matters. I’ve made meaningful friendships and started mentoring some incredible women in our chapter. I went all in because this community is growing, and I want to help others find the same support I’ve found here."

You’re on track to move into a people leadership role—and you already lead by example. What kind of culture do you hope to create for your future team, and what values do you want to carry with you into that chapter?

"I want to create a culture of acceptance, support, and learning. Everyone has different backgrounds — some people are new, some are seasoned — but everyone brings something valuable. I want my team to lift each other up, stay positive, and learn from one another. I’ll be learning from them, too. We all have good days and bad days — the key is to support each other and make everyone feel included."

When you look ahead, what innovations in healthcare or behavioral health tech are you most excited about — and where do you see opportunities to bring both heart and impact into the work?

"There are so many tools out there that providers just don’t know about. AI is part of it, but it’s also about better internal workflows, automation, and integration. These tools help reduce admin tasks so providers can spend more time on patient care and less time fixing billing errors. I’m excited about helping them embrace change, understand what’s out there, and see how these innovations can reduce burnout and improve outcomes."

Where Empathy Meets Execution

Rachel Kalinsky’s path proves that empathy and ambition are not opposites — they’re a power duo. With a school psychologist’s heart and a strategist’s mind, Rachel has built a career defined by trust, clarity, and meaningful impact. She’s mentoring new leaders, helping providers thrive, and investing in a community that lifts women higher.

To connect with Rachel or learn more about her work at Inovalon, visit www.inovalon.com or connect with her on LinkedIn.

About Rachel Kalinsky

Rachel Kalinsky is a business development executive in the healthcare technology space, with a background that bridges behavioral health, provider operations, and strategic sales. Currently serving as Business Development Manager for Ambulatory Healthcare at Inovalon, Rachel partners with providers to improve operational efficiency, reduce claim denials, and enhance patient care. A former school psychologist, she brings deep empathy, active listening, and a problem-solving mindset to every client relationship. Rachel serves as a board member and Tampa Chapter Chair for Women in Tech & Entrepreneurship, where she mentors women navigating career transitions and leadership growth. She is passionate about building inclusive teams, driving real impact through technology, and helping others succeed through connection and care.

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