Enterprise Account Executive

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

📋 Description

• Manage a designated territory of enterprise prospects, including enterprise HMEs, hospital-owned HMEs, and emerging markets.

• Create and implement a territory strategy that identifies high-value targets, outlines the buying landscape, and develops a multi-quarter pipeline.

• Collaborate with BDRs on outbound prospecting initiatives into new accounts, utilizing industry connections, conference participation, referrals, and targeted outreach to establish a pipeline from the ground up.

• Team up with Marketing and Leadership to discover and pursue new market opportunities, encompassing adjacent verticals, innovative care models, and regions where our platform can grow.

• Keep an organized and precise pipeline in HubSpot, detailing clear stage progression, next steps, and deal timelines.

• Conduct a consultative, solution-driven sales process tailored to the intricacies of hospital and health system purchasing environments.

• Navigate through large, complex organizations, fostering relationships and consensus among supply chain, revenue cycle, clinical operations, IT/informatics, and C-suite stakeholders.

• Lead in-depth discovery sessions to grasp the operational, financial, and strategic challenges the customer aims to resolve, linking these to our platform's capabilities in a convincing and credible manner.

• Create and present executive-level presentations, business cases, and ROI analyses that resonate with health system leadership.

• Oversee intricate, multi-phase RFP and procurement processes, coordinating internal resources (Solutions Engineering, Implementation, Legal, Finance) to advance deals.

• Negotiate contracts, pricing models, and multi-year agreements, balancing deal economics with long-term customer compatibility.

• Take charge of deal velocity, instilling urgency without compromising relationship quality, and ensuring stakeholder alignment throughout extended sales cycles.

• Act as a strategic scout and builder for new markets, identifying patterns in buyer needs, competitive landscapes, and platform compatibility that guide our expansion beyond core markets.

• Deliver market insights back to Product, Marketing, and Leadership to refine positioning, packaging, and go-to-market strategies for new segments.

• Cultivate relationships with key industry associations, health system networks, GPOs, and thought leaders to establish a sustainable pipeline and credibility in new verticals.

• Develop repeatable sales strategies and discovery frameworks for new market segments as you gain understanding of effective approaches.

• Collaborate with Enterprise CSMs for smooth post-sale transitions, ensuring Customer Success has the context and commitments required to fulfill what was promised.

• Work closely with Solutions Engineering on technical discovery, demonstration customization, and proof-of-concept engagements for complex accounts.

• Partner with Marketing on account-based campaigns, event strategies, and enterprise-specific content that facilitates pipeline development.

• Contribute to the enhancement of sales processes by sharing insights from deals, win/loss analysis, and buyer feedback that improve team performance.

⛳️ Requirements

• A minimum of 5 years of enterprise B2B sales experience, including at least 2–3 years selling to health systems, hospital networks, or complex healthcare organizations.

• Proven success in closing large, multi-stakeholder deals — six-figure ACV and above — with extended sales cycles in a healthcare or healthcare technology context.

• In-depth understanding of hospital and health system purchasing processes, including procurement, value analysis committees, IT governance, and clinical approvals.

• Strong knowledge of the post-acute care continuum, encompassing HME/DME operations, home health, and supply chain dynamics within integrated delivery networks.

• Executive presence and credibility: able to engage effectively with a Chief Supply Chain Officer, VP of Post-Acute Operations, or CIO.

• Exceptional skills in business case and ROI development — able to articulate value in terms that resonate with healthcare finance and operations executives.

• Highly disciplined in sales process and pipeline management; utilizes CRM as a strategic tool rather than an afterthought.

• Comfortable working in a startup or growth-stage environment where processes are still being established.

• Bachelor’s degree in Business, Healthcare Administration, or a related field — or equivalent professional experience.

🏝️ Benefits

• Medical, Dental, and Vision Coverage: Comprehensive plans with options for low-to-no-cost premiums

• Employer HSA Contribution: Company-funded contributions to your Health Savings Account

• 401(k) Retirement Plan

• Equity Incentive Plan

• Annual Company-Wide Bonus: Opportunity for up to 15% bonus based on company performance

• Remote-First Culture: We are remote-first with a dedicated NYC office and reimbursement options for co-working spaces

• Flexible Vacation Policy

• Summer Fridays: 5 additional Fridays off during the summer (separate from PTO)

• Home Office and Wellness Stipend

• Monthly Internet Stipend

• Annual Learning and Development Stipend