Hospital Account Executive

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

📋 Description

• Achieve or surpass the annual sales targets, managing strategy, pipeline, forecasts, and results for designated Hospital and Health System accounts.

• Formulate and implement territory and account strategies that encompass priority accounts, whitespace, key stakeholders, and significant events.

• Balance the acquisition of new clients with opportunities for cross-selling and upselling.

• Proactively engage with Hospital C-suite executives, clinical and IT leaders, and Data Managers through account-based initiatives.

• Collaborate with Marketing, BDRs, and Customer Success to build a robust sales pipeline.

• Strategically plan the involvement of Sales Engineering, Solution Architects, and Customer Success throughout the sales process.

• Maintain CRM, Gong, and other systems to ensure accurate forecasting.

• Lead discussions on clinical, operational, EHR integration, security, and compliance requirements.

• Utilize Force Management value frameworks and MEDDPICC to qualify prospects and enhance competitive positioning.

• Conduct meetings and solution demonstrations, ensuring clear agendas, prepared materials, and agreed-upon next steps.

• Finalize multi-year, multi-product agreements and professional service contracts.

• Oversee the RFP, GPO/procurement, security review, and contracting processes.

• Responsibly use approved AI tools for account research, customer preparation, and administrative tasks.

• Drive closing strategies and collaborate with executives, Legal, Sales Engineering, Customer Success, Marketing, Implementation, Product, and leadership to eliminate obstacles.

• Coordinate with CSM, Implementation, and TAM for a seamless customer transition post-contract execution.

• Share successes, insights, best practices, and product feedback.

• Manage accounts and transactions utilizing CRM, Gong, and other technologies; stay informed on industry trends, competitive landscape, and market dynamics.

• Participate in meetings, training sessions, one-on-ones, territory, and pipeline assessments.

• Travel to trade shows, events, and on-site meetings.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent education and relevant experience.

• Demonstrated full-cycle sales experience in a strategic or Enterprise-level SaaS environment with extended sales cycles, preferably in the public safety or healthcare sectors.

• Exceptional written and verbal communication skills, with a proven ability to present, influence, negotiate, and persuade executive-level decision-makers, as well as simplify complex concepts for diverse audiences.

• Proven history of sales growth through proactive development of a territory of high-value, key accounts, supported by a strategic prospecting plan.

• Familiarity with Force Management value frameworks and MEDDPICC, or a similar consultative sales methodology, emphasizing outcome-focused messaging.

• Ability to meet ambitious ASP, growth, profitability, and retention targets while managing intricate sales cycles involving multiple stakeholders and competing priorities.

• Proven self-motivated individual with a strong work ethic, integrity, and accountability who thrives in a highly collaborative, team-oriented environment.

• Strong technical aptitude to quickly learn new systems and demonstrated experience with MS Office Suite, CRM, Gong, or comparable sales technology tools.

• Excellent time management and organizational skills; capability to excel in a fast-paced environment and adapt to shifting priorities or market conditions.

• Proven ability to share successes and best practices with the team, actively seek feedback, and remain coachable, with enthusiasm for learning and skill enhancement.

• Strong capability to accurately forecast a sales pipeline using data-driven insights, balancing current forecasts with future pipeline requirements.

• Ability to maintain confidentiality and discretion when handling proprietary information.

• Passion for continuous learning and skill development.

• Strong work ethic, integrity, honesty, collaboration, and team orientation.

• Willingness to travel as necessary, up to 50%.

🏝️ Benefits

• Bonus opportunities.

• Comprehensive benefits package.

• Additional perks.

• Community engagement initiatives.

• Remote work policy / 100% virtual work environment.

• Reasonable accommodations for applicants with disabilities.