Enterprise Account Executive – Strategic Pursuits

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

📋 Description

• Manage a designated portfolio of enterprise accounts that currently lack an active pipeline, and create opportunities from scratch.

• Develop a tailored entry strategy for each account, without relying on inbound marketing support or pre-existing relationships.

• Engage in live enterprise transactions as the specialist brought in by the owning account executive during critical moments.

• Conduct discovery and executive discussions within accounts where you do not hold the primary relationship, while safeguarding that relationship.

• Communicate the business value to C-suite and executive stakeholders across clinical, technical, financial, and operational domains.

• Navigate complex sales processes involving legal, IT, procurement, security, and executive stakeholders.

• Transform each pursuit into a reusable asset, including entry strategies, objection responses, supporting evidence, and executive narratives.

• Update Product, Product Marketing, and Sales teams on field insights with sufficient detail to facilitate action.

• Utilize pricing and structuring flexibility, and justify the decisions made.

• Oversee pipeline management, forecasting, and activity tracking within HubSpot.

• Achieve and surpass quarterly and annual targets for both owned and assisted revenue.

• Report directly to the Chief Revenue Officer while maintaining direct access to executive sponsors.

• Contribute to organizational improvement by translating challenging pursuit experiences into entry strategies, executive narratives, and objection handling techniques.

⛳️ Requirements

• A minimum of 8 years in enterprise sales, business development, or strategic partnerships, ideally within SaaS or technology-focused sectors.

• Proven track record of consistently achieving a $1.5M or larger annual quota.

• History of successfully securing net-new enterprise logos without inbound leads or inherited relationships.

• In-depth understanding of the healthcare ecosystem, including payer, provider, diagnostics, and life sciences markets.

• Consultative selling experience with senior decision-makers, such as CIO, CMIO, CMO, CFO, and COO.

• Ability to quickly earn credibility within a peer's account while maintaining the integrity of that relationship.

• Comfort with ambiguity, extensive autonomy, and personal accountability for outcomes.

• Strong written and verbal communication skills, capable of briefing an executive team on findings and implications.

• Sound judgment in prioritizing accounts when multiple claims demand attention.

• Proficiency in a value-based selling methodology such as MEDDIC, Challenger, or SPIN.

• Experience participating in pursuit teams, capture teams, or similar small units focused on challenging deals.

• Ability to develop sales enablement content based on personal field experiences.

• Customer management experience utilizing a CRM system like HubSpot.

• Previous professional experience in the SaaS or healthcare industry.

• Strong technical skill set.

• Candidates must already possess authorization to work in the United States.

• xCures does not provide sponsorship.

🏝️ Benefits

• Remote-First Work Environment

• Paid Time Off and 13 Company Holidays

• Equity Package

• Paid Parental Leave

• Medical, Vision, and Dental Insurance

• Employer HSA Contributions

• Employer 401(k) Matching

• Short-Term Disability, Long-Term Disability, Life Insurance, and Critical Illness Plans

• Employee Assistance Program

• Adoption Assistance

• Company Offsite Events

• Monthly Internet Allowance

• Professional Development Funds