Enterprise Account Executive

This is a fully remote position, open to applicants in North Carolina.

📋 Description

• Acquire new enterprise clients within the healthcare sector.

• Formulate and implement account strategies tailored for intricate provider organizations and care environments.

• Manage the entire sales cycle for new accounts, from market and account prioritization to executive discovery, solution strategy, business-case formulation, competitive positioning, negotiation, and closure.

• Develop territory plans and account maps that encompass organizational structure, initiatives, buying centers, stakeholders, technology, competition, and enterprise use cases.

• Generate a sales pipeline through outbound prospecting, account-based marketing, executive outreach, industry events, referrals, partnerships, and relationship building.

• Engage with senior stakeholders in clinical, compliance, quality, nursing, HR, learning, operations, finance, IT, procurement, and executive roles.

• Conduct executive discovery and convert customer requirements into comprehensive multi-solution strategies linked to measurable outcomes.

• Collaborate with Solutions, Product, Services, Client Success, and subject-matter experts to provide differentiated recommendations.

• Create compelling value narratives, presentations, demonstrations, proposals, and business cases.

• Direct opportunity execution utilizing MEDDPICC or the designated methodology, stakeholder mapping, mutual action planning, risk assessment, and competitive strategy formulation.

• Navigate through procurement, RFP processes, security, privacy, legal, integration, clinical validation, financial approvals, and multi-entity decision-making processes.

• Develop commercial strategies and spearhead proposal creation, negotiation, concessions, approvals, and deal closure.

• Assist with the transition to implementation and Client Success.

• Keep accurate records of opportunities, accounts, contacts, activities, next steps, risks, and forecasts in Salesforce.

• Provide data-driven forecasts and communicate the health of deals, decision-making processes, commercial risks, competitive dynamics, and support requirements.

• Represent Relias at industry events, customer meetings, executive forums, and professional associations.

• Share market, competitive, and customer insights with Product, Marketing, Solutions, Client Success, and Sales leadership.

⛳️ Requirements

• Over 7 years of progressive B2B consultative sales experience.

• Proven success in selling complex SaaS, technology, or service solutions to large healthcare organizations.

• Demonstrated ability to achieve or surpass quota through the acquisition of new enterprise customers.

• Experience in managing lengthy, intricate sales cycles involving senior executives, various business units, as well as procurement, legal, finance, IT, security, and other stakeholders.

• Proficient in developing account strategies, executive business cases, proposals, mutual action plans, competitive strategies, and engaging in commercial negotiations.

• Strong command of Salesforce and modern sales-enablement, revenue-intelligence, prospecting, and virtual-presentation tools.

• Familiarity with enterprise healthcare organizations, buyer priorities, and decision-making processes across multiple care settings.

• Capability to formulate and execute practical account growth plans, identify whitespace, and align customer needs with tangible business value.

• Skilled in relationship building, consultative selling, proposal and business-case development, commercial negotiation, forecasting, CRM discipline, and portfolio prioritization.

• Ability to coordinate cross-functional resources around a unified account strategy and adapt across healthcare verticals.

• Bachelor’s degree in business or a healthcare-related field.

• Willingness to travel approximately 25–50% of the time.

• Preferred experience with workforce, learning, compliance, competency, clinical education, quality, or human-capital solutions within healthcare.

• Preferred familiarity with MEDDPICC or another structured enterprise sales methodology.

• Preferred experience in selling multi-product or enterprise-wide agreements.

• Preferred understanding of healthcare workforce challenges, regulatory requirements, clinical operations, quality priorities, and technology procurement processes.

🏝️ Benefits

• Comprehensive health and wellness benefits package.

• Exceptional 401k matching program.

• Flexible PTO policy.

• Generous and inclusive parental leave policy.

• Employer-covered employee portion of the monthly healthcare premium.

• Flexible work environment with options for onsite and remote work.

• Active Employee Resource Groups available to all employees.

• Thorough onboarding program.

• Opportunities for growth and career advancement.

• Leadership development, professional development curricula, and Nanodegree options in technology and data science.

• Professional development opportunities through conference attendance and participation in organizations such as NC Tech.

• Onsite 321 Coffee Shop providing complimentary coffee and pastries for employees.