Regional Named Account Executive – Northeast

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

📋 Description

• Create comprehensive, insight-driven account strategies for designated high-potential accounts, balancing both immediate and long-term opportunities (including Develop & Retain accounts within our RADO model).

• Implement whitespace analysis to craft targeted outreach strategies, events, and campaigns for the territory.

• Utilize insights from win/loss reports to enhance pipeline composition and align deal strategies with client potential and segmentation.

• Develop customized engagement strategies across various clients and stakeholders, extending influence from operational contacts to senior and executive decision-makers.

• Modify communication and consultative approaches based on account size, buyer archetype, and clinical or operational priorities.

• Work alongside Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch stages, ensuring long-term account value realization.

• Lead insightful sales discussions that uncover both expressed and unexpressed client needs, aligning PCC solutions with significant challenges.

• Enable ROI and outcome-based selling by contextualizing PCC platform capabilities and employing the "Packaging for Optimal Value" model to bolster sales efforts within each client's financial and care delivery framework.

• Enhance stakeholder engagement by shifting conversations from tactical features to strategic transformation and long-term value.

• Maintain comprehensive knowledge of PCC platform capabilities, new product launches, and relevant healthcare policy trends (e.g., CMS, state regulations) within the assigned region.

• Customize solution sets based on payer mix, staffing models, financial motivations, and organizational priorities across clients in the designated territory.

• Utilize internal Subject Matter Experts (SMEs) and curated customer narratives, webinars, case studies, and clinical outcome data to support the value proposition and foster trust.

• Creatively structure complex deals utilizing tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounts.

• Navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements (BAAs), confidently to expedite deal closure while safeguarding company interests. (Nice-to-have)

• Effectively communicate pricing models, ROI metrics, and financial trade-offs in a customer-friendly manner, supported by business case development.

• Consistently achieve bookings results that meet or exceed assigned quotas by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools.

• Collaborate closely with Customer Success to ensure seamless transitions, sustained adoption, and high customer retention, aligning with value-based selling principles and long-term customer outcomes.

• Transform complex product and business information into engaging, client-relevant narratives that resonate with both clinical and financial audiences.

• Distinguish between hard and soft savings, articulating impact through the perspective of client priorities and industry terminology.

• Facilitate internal debriefs with POD team members after client meetings to refine messaging and identify gaps or necessary follow-up actions.

• Serve as the primary account owner, orchestrating a cross-functional POD (including Solution Architects, CSMs, and Product SMEs) to deliver integrated client value.

• Organize and contribute to Success Reviews, Success Plans, and Executive Briefings to ensure increased utilization and value realization throughout the client lifecycle.

• Support internal team empowerment by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing.

• Maintain strong performance across key metrics, including monthly bookings, Net Revenue Retention (NRR), client expansion, and NPS.

⛳️ Requirements

• 3–5+ years of experience in B2B SaaS sales, ideally within healthcare, digital health, or care delivery platforms.

• Demonstrated success in building high-value relationships and closing complex, multi-stakeholder deals.

• Strong grasp of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations.

• Highly proficient in objection handling, personalized storytelling, business case development, and collaborative selling.

• Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).

🏝️ Benefits

• benefits