Commercial Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and enhance a strong pipeline of innovators within the primary care team.

• Identify, prioritize, and engage high-potential prospects through both outbound and inbound strategies.

• Develop and implement customized account plans to initiate connections and advance opportunities.

• Utilize AI tools (such as prospecting assistants and intent data platforms) to discover whitespace, tailor outreach on a large scale, and focus on the most promising accounts.

• Facilitate engaging discovery discussions with physician leaders, administrators, and technical and clinical operations teams.

• Provide impactful product demonstrations and presentations that align Elation’s capabilities with clinical, operational, and technical challenges.

• Manage deals throughout the entire sales lifecycle, from initial contact to negotiation and contract finalization.

• Shine as a storyteller, creating narratives that vividly illustrate clinical and operational value to both analytical clients and mission-oriented clinical teams.

• Craft tailored narratives for various buyer personas — including physician, COO, CMO, and IT/security — adjusting clinical, operational, and technical value frameworks through AI-supported content preparation.

• Create and implement monthly, quarterly, and annual plans to achieve or surpass sales objectives.

• Leverage data and insights to uncover whitespace, prioritize accounts, and customize outreach strategies.

• Participate in key industry events and conduct on-site visits to build trust and identify deeper needs.

• Actively embrace and promote AI tools to enhance personal productivity — from call preparation and follow-up documentation to pipeline analysis and presentation customization.

• Utilize AI-assisted research to enter each meeting equipped with contextual understanding: knowing a practice’s patient panel, payer mix, quality gaps, and competitive landscape prior to the first call.

• Continuously adapt your workflow as new AI capabilities become available, exemplifying the flexibility expected by Elation from all team members.

• Collaborate with marketing to customize campaigns and events for the Care Team Innovator segment.

• Communicate market insights to product and implementation teams to enhance customer experience and solution alignment.

• Coordinate internal resources (SEs, Professional Services, technical experts) to align with customer purchasing processes.

• Keep accurate and current records of opportunities, activities, and forecasts in Salesforce.

• Provide timely updates on the pipeline and commit forecasts to sales leadership.

• Utilize deal scoring and pipeline risk indicators to self-manage forecast accuracy and highlight at-risk opportunities prior to leadership review.

• Lead discussions on pricing, proposals, and contracts with economic decision-makers.

• Work with internal stakeholders to create mutually beneficial agreements.

• Foster urgency and successfully close business transactions in a manner that lays the groundwork for long-term partnerships.

⛳️ Requirements

• 7+ years of proven success in a full-cycle, quota-carrying sales role within a high-growth or innovative healthcare setting serving enterprise-level customers.

• Direct experience in selling Electronic Health Records (EHR) or other solutions related to clinical workflows.

• Understanding of value-based care models and the role of technology in supporting population health, quality reporting, and care coordination.

• Demonstrated capability to conduct sophisticated product demonstrations and consultative sales discussions with clinical and operational leaders.

• Outstanding storytelling abilities — the skill to convert technical capabilities into narratives that resonate emotionally and logically with a variety of buyer audiences.

• Proven track record of utilizing AI tools in a sales or professional context to boost productivity, quality, or strategic insight.

• Excellent interpersonal and executive communication skills, with the ability to influence C-level stakeholders.

• Proficient in sales platforms like Salesforce, Groove, and AI-driven productivity or research tools.

• Highly motivated, accountable, and comfortable functioning in a fast-paced, dynamic environment.

• Strong passion for advancing healthcare through improved technology.

• Proven ability to construct and present data-driven business cases using clinical and operational data from prospects (payer mix, quality metrics, panel economics).

🏝️ Benefits

• No specific benefits listed