Enterprise Account Executive - Healthcare SaaS - RCM - Report to the CEO - $300k OTE (VP Title), RevsUp, TX, US

Our staffing agency represents a privately-held healthcare SaaS solution that verifies patient insurance status for hospitals and hospitals systems – earning these facilities millions of dollars in incremental billing each year.

This 35-employee firm, which just received a significant investment from a leading private equity firm, is seeking a Regional VP of Sales to close $50k to $500k ACV software deals to hospital systems of all sizes. This is a remote role, based anywhere in the U.S. Reports to the CEO.

Solution

Our client makes health insurance eligibility and insurance discovery uncomplicated for hospitals and health systems via a first of its kind prior authorization, payer-integrated platform built on decades of healthcare data partnerships.

They provide eligibility verification software at the point of registration, eliminating manual processes and multiple system logins. Their insurance discovery software locates a higher percentage of unknown primary, secondary and tertiary coverage from commercial and exchange plans and finds unknown government coverage (including Medicare, Medicaid, Tricare), worker’s comp, TPA, and Cobra.

The platform easily integrates with EHRs, and our web-based portal ensures secured access for employees, no matter where they work.

Role

* Individual contributor role, working from your home office and reporting to the CEO.

* $140k to $160k+ base salary, $300k to $350k+ OTE. Uncapped comp plan with accelerators.

* Clients typically sign three-year deals, and deals range from $80k ACV to $1 million ACV.

* You will meet with the CFO, VP of Revenue Cycles, and other finance leaders in the sales process. Your quota is 3-4x your OTE.

* MANDATORY: 3+ years of experience selling a SaaS solution to hospital systems.

* Non-SaaS sellers (medical device, hardware, pharma, consulting) will not be considered .

* These are the characteristics of our top performers: understanding of healthcare providers and the health insurance ecosystem; driven, self-sufficient and motivated; thrive in entrepreneurial, fast-paced, often ambiguous environments.

* Up to 25% travel for client meetings, training, and industry conferences.

* All 3 current salespeople are thriving; this is an expansion hire, and you have unlimited territory.

* We sponsor many events and some of our most lucrative leads have been generated at trade shows, lunch-and-learns, and conferences.

* About 30% of your leads will come from inbound sources; the rest are AE-sourced, with strong support from trade shows and partnerships.

Culture

* CEO is a Stanford MBA with significant experience at Oliver Wyman and Northern Pines Partners.

* Company is committed to training, mentoring and accelerating the career of each and every member of the team. Tech stack includes HubSpot and ZoomInfo.

* The company has grown revenue 25% to 30% annually each of the last three years.

* In 50% of your deals, you are replacing an inferior competitive solution, while 50% of your targets are not using anything at all. They have about 100 active customers nationwide.

Official Job Description

We’re looking for a Regional VP of Sales to build our Hospital and Health Systems platform. You’ll shape the lead generation and conversion strategy, from attending conferences to negotiating contracts. A good candidate is motivated, hungry to grow, a strategic thinker, client-facing, and works independently.

What You’ll Do

• Own end-to-end sales for your region
• Lead enterprise sales cycle from discovery through contract, targeting CFO and VP Rev Cycle buyers.
• Covert leads into signed clients, meeting or exceeding sales quotas
• Navigate complex healthcare organizations, identify decision-makers, and handle objections
• Maintain professional and technical knowledge by attending networking events and partnering with industry associations
• Develop a deep understanding of prospect needs & pain points to better sell our software
• Generate partnership opportunities with organizations selling into health systems
• Collaborate with cross-functional internal teams, including Product and Operations, working directly with the CEO
• Maintain accurate pipeline tracking in our CRM

Requirements

• 5+ years’ experience in Healthcare SaaS sales, including 3+ years selling to hospital financial buyers
• Demonstrated results of selling to VP of Revenue Cycle, VP of Product, VP of Operations, and C-level executives, or similar levels.
• Understanding of healthcare providers, their teams, and the health insurance ecosystem is preferred.
• Driven, self-sufficient, and motivated – 50% of compensation will be commission-based
• Great communicator with experience conveying ideas to end users and engineering teams
• Ability to travel as necessary
• Ability to thrive in entrepreneurial, fast-paced, often ambiguous environments
• Ability to independently craft outbound strategy, and pivot outbound strategy as needed
• Excellent relationship-building skills
• Experience with deep problem-solving and consultative enterprise-level sales

Where You’ll Be

• We are a distributed U.S. based workforce enabling our team to find a work mode that is best for them

Benefits

We are committed to training, mentoring and accelerating the career of each and every member of our team. We are deeply invested in our employees and offer:

• Competitive salary + commission
• Other perks (phone plan, internet)
• Team bonding and off-site events 2x per year
• Unlimited paid time off
• Dental, Vision, Health and Life Insurance
• 401k plan