Senior Regional Sales Executive

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

📋 Description

• Directs strategic sales processes involving numerous stakeholders and extended decision-making timelines across both public and private healthcare sectors in Australia and New Zealand.

• Develops customized business cases that align with the strategic objectives of healthcare organizations, initially focusing on health organizations in New South Wales.

• Utilizes advanced sales methodologies (e.g., MEDDIC, Challenger, SPIN) to foster alignment and create a sense of urgency.

• Acts as the main Provation representative for all opportunities in Australia and New Zealand until the regional team is expanded.

• Conducts thorough executive-level discovery to identify clinical, operational, and financial challenges—going beyond expressed needs to unearth underlying issues that form the basis of persuasive business cases.

• Leads and contributes to formal tender submissions and RFP processes across public and private health procurement frameworks, overseeing the entire lifecycle from expression of interest to contract execution.

• Crafts and negotiates tailored commercial agreements suitable for the complexity of deals, including multi-site arrangements, enterprise licenses, and framework agreements with centralized health procurement entities.

• Formulates and implements multi-year strategies for account growth.

• Recognizes upsell and cross-sell opportunities based on client data and shifting needs.

• Partners with Customer Success and Product teams to ensure long-term client satisfaction and retention.

• Communicates effectively and confidently with clinical, technical, and financial audiences.

• Facilitates executive briefings, strategic planning meetings, and quarterly business reviews (QBRs).

• Influences both internal and external stakeholders to expedite deal progress and prioritize client outcomes.

• Applies financial and operational knowledge to inform sales strategy and client discussions.

• Understands essential SaaS metrics (ARR, churn, CAC, LTV) and utilizes them to manage the sales pipeline and provide accurate forecasts.

• Leverages CRM and analytics tools to pinpoint trends, risks, and opportunities.

• Delivers precise monthly forecasts that align with corporate expectations and provide visibility to leadership.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related discipline.

• An advanced degree (MBA, MHA) is advantageous, particularly for roles involving strategic enterprise sales.

• 8+ years of experience in B2B healthcare sales, with a minimum of 5 years dedicated to enterprise-level clients in Australia and/or New Zealand.

• Profound knowledge of the public and private healthcare markets in ANZ, including procurement processes, regulatory frameworks, and reimbursement models.

• Established relationships at clinical, technical, and executive levels within hospitals and day surgery centers, particularly in New South Wales.

• A proven record of surpassing sales quotas in complex sales environments with lengthy sales cycles.

• Experience in managing strategic accounts and navigating multi-stakeholder decision-making processes.

• Familiarity with healthcare IT systems, procurement processes, and compliance requirements.

• Demonstrated success in negotiating high-value contracts and renewals.

• Willingness to travel is required.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Remote work options