Healthcare Account Executive (Mid-Market)

About the Role

You’ll own the full sales cycle with PE-backed, multi-site specialty healthcare provider groups, working directly with CFOs, COOs, and revenue cycle leadership. You’ll identify revenue cycle challenges, quantify business impact, build ROI-driven solutions, and guide complex deals from initial conversation through close.

The role reports directly to the CEO and offers the opportunity to work closely with company leadership on sales messaging, pricing, packaging, and objection handling.

What You’ll Do

• Own the sales process from first meeting through close
• Build and manage a pipeline of PE-backed, multi-site specialty provider groups
• Generate a meaningful portion of your own pipeline through outbound prospecting and relationship development
• Conduct structured discovery with CFOs, COOs, VPs of Revenue Cycle, and other senior stakeholders
• Multi-thread sales opportunities across finance, revenue cycle, IT/EMR, and operations
• Develop ROI-focused business cases around denials, A/R aging, cash acceleration, and staffing efficiency
• Deliver compelling product demonstrations and executive-level presentations
• Manage evaluation and contracting processes, including data access, security review, and workflow requirements
• Participate in conferences and trade shows to generate and develop new opportunities
• Maintain strong CRM hygiene, forecasting, and sales process discipline

Requirements

Must-Have Qualifications

• 2+ years of experience carrying an individual AE quota in B2B SaaS or healthcare technology
• Demonstrated history of quota attainment with specific deals and results you can discuss
• Experience selling into or working with the healthcare revenue cycle, including areas such as:
  • Revenue Cycle Management (RCM)
  • Claims and denials
  • Medical billing
  • Patient financing
  • EHR or practice management platforms
• Experience selling directly to CFOs, COOs, and revenue cycle executives
• Ability to manage complex sales involving 3–6+ stakeholders
• Proven experience generating self-sourced pipeline
• Strong discovery and qualification skills, including MEDDICC
• Strong CRM management and forecasting discipline
• Willingness to travel approximately two weeks per month for conferences, onsite meetings, and executive visits

Nice-to-Have

• Experience selling to PE-backed healthcare organizations or multi-site provider groups
• Familiarity with EMRs, clearinghouses, and practice management systems
• Experience with conference-driven sales development
• Quantitative academic background

Benefits

Compensation & Benefits

• $150,000 base salary
• $150,000 commission at quota
• $300,000 total OTE
• Uncapped commission with accelerators above quota
• Medical, dental, and vision coverage
• Catered meals at the Burlingame office
• Team events and dinners