National Account Executive – Healthcare & Education Job Description Location: Flexible Reports to: SVP of Sales Type: Full-Time Travel: 40–60% (regional & national healthcare / education accounts) Compensation: Base + Commission + Performance-Based SPIFFs --- Role Overview We are recruiting a National Account Executive (SAE) to lead growth across Healthcare and Education verticals, including hospital systems, outpatient networks, higher education, and K–12 districts. This role owns two core sales motions: 1. Expansion of existing healthcare and education clients across additional campuses, facilities, and service lines 2. New-logo acquisition through Account-Based Marketing (ABM), targeted outreach, and RFP-led pursuits This is a senior individual contributor role with high autonomy, supported by centralized National Sales Enablement and Marketing resources. The SAE is expected to operate as a vertical quarterback, coordinating clinical, facilities, procurement, and executive stakeholders. --- Team Structure · National Account Executive (You) Own full-cycle sales, vertical strategy, executive engagement, and account expansion · National Sales Enablement Administrator (Support) Manages Salesforce hygiene, proposal workflows, vertical playbooks, and enablement asset tracking --- Key Responsibilities · Own the full sales cycle: prospecting, discovery, solution design, pricing, proposals, and contract execution · Drive wallet-share expansion within existing healthcare systems and education portfolios (multi-campus, multi-site) · Lead new-logo acquisition through ABM campaigns and vertical GTM initiatives · Navigate complex buying committees, including: o Facilities & Environmental Services o Supply Chain & Procurement o Safety / Infection Control / Compliance o Finance and Executive Leadership · Manage and respond to RFPs and procurement-led sourcing events · Partner with Marketing, Operations, and Finance to ensure: o Proposal accuracy o Margin discipline o Operational readiness · Maintain disciplined Salesforce usage, forecasting accuracy, and deal inspection rigor --- Ideal Candidate Profile · 10+ years of complex B2B sales experience in healthcare services, facilities management, environmental services, or education support services · Proven success selling $500K–$5M+ ACV, multi-site, multi-year agreements · Deep familiarity with: o Healthcare compliance environments (infection prevention, safety, accreditation) o Education procurement and public-sector buying processes · Strong command of SLAs, service-level risk, and operational readiness in regulated environments · High executive presence and ability to lead multi-stakeholder sales cycles · Advanced proficiency in Salesforce and structured sales execution --- Performance Metrics · Quota: ~$7M ACV annually · Win Rate: 30% of qualified opportunities · Pipeline Coverage: 3× minimum · CAC Payback: 12 months · Margin Target: 12–14% gross margin · KPIs: o Forecast accuracy o Proposal-to-close conversion o Vertical penetration growth o Multi-site expansion velocity --- Why This Role Matters Healthcare and Education are National growth pillars requiring disciplined execution, regulatory fluency, and executive credibility. This role is designed for a proven seller who can: · Operate independently · Lead complex pursuits · Protect margin · Expand national footprints For the right leader, this is a high-visibility, leadership-track role with direct impact on enterprise growth. --- Candidate Evaluation Checklist: National AE – Healthcare & Education Must-Haves · 7–10+ years of B2B field sales in healthcare, education, facilities, or outsourced services · Track record with $500K–$5M+ ACV, multi-site contracts · Demonstrated success in procurement-led RFP cycles · Strong CRM discipline (Salesforce) and forecasting rigor · Ability to own quota while coordinating cross-functional teams Should-Haves · Experience with ABM or vertical GTM campaigns · Strong understanding of GM%, CAC, payback, and close-rate economics · Direct selling experience into: o Hospital systems o Outpatient networks o Universities or K–12 districts · Familiarity with proposal automation tools (Conga, Seismic) · Exposure to PE-backed or growth-stage environments Nice-to-Haves · Background in janitorial, EVS, FM, or compliance-driven services · Experience influencing GTM strategy or sales process improvements · Familiarity with sales intelligence tools (Gong, ZoomInfo, Convex) · Demonstrated ability to expand enterprise accounts over time |