Account Executive

How you will impact the organization…

We are seeking an experienced and highly driven Strategic Accounts Executive to join our dynamic sales team. In this critical role, you will be responsible for driving new business growth within the largest U.S. healthcare payer organizations and expanding our footprint within a dedicated portfolio of strategic accounts. This is a unique opportunity to shape our market presence, where your first six months will focus on intensive new logo acquisition before transitioning to manage and grow a book of named accounts.

The value you will deliver…

• New Logo Acquisition & Pipeline New Business Development: 
• Develop and execute strategic plans to build a robust sales pipeline and exceed new business targets. 
• Leverage your deep industry knowledge and networking skills with payer contacts to secure meetings and build relationships with key decision-makers within target payer organizations.
• Drive the full sales cycle for new enterprise prospects, from initial qualification and needs analysis to negotiation and close. 
• Strategic Account Management & Growth:
• Transition to manage a portfolio of named customer accounts, focusing on growth, cross-selling, upselling, and renewal opportunities.
• Design and execute comprehensive Account Plans for each named account, aimed at maximizing expansion opportunities and ensuring exceptional customer success and retention.
• Serve as the primary point of contact and escalation for designated strategic accounts, fostering strong, long-term executive-level partnerships.
• Prepare and deliver compelling quarterly business reviews (QBRs) to key clients that demonstrate value and uncover new opportunities.
  
• Executive Relationship Management & Sales Cycle Execution: 
• Cultivate and maintain strong, key decision-maker relationships, including executive-level within target and existing accounts, acting as their primary point of contact and ensuring high levels of customer satisfaction and retention.
• Continuously expand the network of contacts within each account to deepen organizational alignment and identify new stakeholders.
• Lead complex sales cycles, orchestrating internal resources across pre-sales, legal, and professional services to deliver winning proposals.
• Market & Product Expertise: 
• Stay abreast of industry trends, regulations, competitive landscape, and Consensus product developments to effectively articulate our value proposition and differentiate our offerings.
• Maintain accurate sales forecasts and a meticulously managed pipeline in Salesforce.
• Collaborate with partnerships, marketing, product marketing, product, healthcare strategy and policy, and customer success teams to ensure seamless client onboarding and ongoing success.
• Thought Leadership: 
• Represent Consensus Cloud Solutions at industry events, conferences, and webinars.
• Contribute to our market presence by authoring thought leadership content such as white papers and blogs.
• Participate in internal sales training and team meetings.
• Provide feedback to the product and marketing teams based on customer interactions.
• Assist in mentoring junior sales team members, as appropriate.
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.

What you will bring to the table…

• 7+ years of progressive sales experience, with at least 4 years specifically selling complex enterprise software or solutions into large healthcare payer organizations (e.g., national health plans, Blue Cross Blue Shield plans, major regional payers).
• Proven, consistent track record of meeting and exceeding sales quotas and performance targets in a hunter/new logo acquisition role.
• Proven ability to engage, build relationships with, and present to C-level executives and other senior leadership.
• Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Expert-level proficiency in using a CRM (preferably Salesforce) to manage pipeline, forecast accurately, and track key performance metrics.
• Demonstrable experience building and executing territory and strategic account plans that have led to significant revenue growth.
• Demonstrated experience selling complex software solutions to healthcare payer organizations (e.g., health insurance companies, managed care organizations), with a strong understanding of healthcare IT challenges, regulatory environments (e.g., HIPAA), and procurement processes.
• Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN Selling) and lead generation best practices. Problem-centric selling is a must.
• Tech-savvy with a strong understanding of cloud computing technologies and their application in the healthcare industry.
• Passion for the healthcare IT space and a keen interest in emerging technologies like AI.
• Proficient in Google Workspace and Salesforce.
• Experience with prospecting tools (Outreach, SalesLoft, Gong, Zoominfo, etc).
• Results-driven and self-motivated with a consistent track record of exceeding quotas.
• Hunter Mentality and a strong sense of urgency with a relentless focus on building a healthy sales pipeline.
• Technical Acumen with the ability to understand and explain complex technical solutions.
• Exceptional relationship-selling skills.
• Resilience and persistence, demonstrating tenacity and a positive attitude when  overcoming objections.
• Coachable, driven to expand knowledge.
• Agile and adaptable to evolving business needs.
• Advanced communication skills, both verbal and written.
• Exceptional presentation skills.
• Highly collaborative mentality.
• Strong critical thinking.
• Creative problem solving.

You will stand out if you also have…

• Experience selling to Fortune 500 accounts
• Possesses a strong network of relationships with key decision-makers and influencers within leading healthcare payer organizations (e.g., national and regional health plans, managed care organizations, PBMs)

Additional details…

• Location requirements: Fully remote within the U.S. (Los Angeles or Las Vegas preferred.)
• Travel requirements: Up to 30% travel. 
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet
• Eligible for sponsorship: No

The salary range for this role is $115,000-$120,000 USD annually plus commissions.  The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.