Enterprise Account Executive

About the Role

As an Enterprise Account Executive, you'll own high-value prospective accounts. Your focus will be on enterprise HMEs, hospital-owned HMEs, and adjacent markets where the complexity and scale of the opportunity demand a sophisticated, consultative sales approach. You'll be responsible for the full sales cycle — from prospecting and discovery through contracting and handoff to Customer Success — and will work closely with leadership to shape how we enter and win new markets.

This is not a volume role. You'll carry a focused pipeline of strategic opportunities and be expected to drive large deals that often involve procurement, IT, clinical leadership, and executive sign-off. You bring the credibility, process discipline, and healthcare domain knowledge to earn a seat at the table with senior decision-makers.

What You'll Do

Pipeline Development & Territory Strategy

• Own a defined territory of enterprise prospects — enterprise HMEs, hospital-owned HMEs, and new markets.
• Develop and execute a territory plan that identifies the highest-value targets, maps the buying landscape, and builds a multi-quarter pipeline.
• Work with BDRs on outbound prospecting efforts into new accounts, leveraging industry relationships, conference presence, referrals, and targeted outreach to build a pipeline from scratch.
• Partner with Marketing and Leadership to identify and pursue new market opportunities — including adjacent verticals, emerging care models, and geographies where our platform can expand.
• Maintain a disciplined, accurate pipeline in HubSpot with clear stage progression, next steps, and deal timelines.

Enterprise Sales Execution

• Run a consultative, solution-oriented sales process tailored to the complexity of hospital and health system buying environments.
• Navigate large, matrixed organizations — building relationships and consensus across supply chain, revenue cycle, clinical operations, IT/informatics, and C-suite stakeholders.
• Lead discovery deeply enough to understand the operational, financial, and strategic problems the customer is trying to solve — and connect those to our platform's capabilities in a compelling, credible way.
• Develop and deliver executive-level presentations, business cases, and ROI analyses that speak the language of health system leadership.
• Manage complex, multi-phase RFP and procurement processes, coordinating internal resources (Solutions Engineering, Implementation, Legal, Finance) to move deals forward.
• Negotiate contracts, pricing structures, and multi-year agreements, balancing deal economics with long-term customer fit.
• Own deal velocity — driving urgency without sacrificing relationship quality, and keeping stakeholders aligned through extended sales cycles.

New Market Development

• Serve as a strategic scout and builder for new markets — identifying patterns in buyer needs, competitive dynamics, and platform fit that inform how we expand beyond our core.
• Bring market intelligence back to Product, Marketing, and Leadership to help shape positioning, packaging, and go-to-market strategy for new segments.
• Build relationships with key industry associations, health system networks, GPOs, and thought leaders that create a long-term pipeline and credibility in new verticals.
• Develop repeatable sales plays and discovery frameworks for new market segments as you learn what works.

Cross-Functional Partnership

• Partner with Enterprise CSMs on seamless post-sale handoffs, ensuring Customer Success has the context and commitments needed to deliver on what was sold.
• Work closely with Solutions Engineering on technical discovery, demo customization, and proof-of-concept engagements for complex accounts.
• Collaborate with Marketing on account-based campaigns, event strategy, and enterprise-specific content that supports pipeline development.
• Contribute to sales process improvement — sharing deal learnings, win/loss insights, and buyer feedback that make the entire team better.

What We're Looking For

Requirements

• 5+ years of enterprise B2B sales experience, with at least 2–3 years selling into health systems, hospital networks, or complex healthcare organizations.
• Demonstrated track record of closing large, multi-stakeholder deals — six-figure ACV and above — with long sales cycles in a healthcare or healthcare technology environment.
• Deep familiarity with hospital and health system buying processes, including procurement, value analysis committees, IT governance, and clinical sign-off.
• Strong understanding of the post-acute care continuum — including HME/DME operations, home health, and supply chain dynamics within integrated delivery networks.
• Executive presence and credibility: you can hold your own in a room with a Chief Supply Chain Officer, VP of Post-Acute Operations, or CIO.
• Excellent business case and ROI development skills — you can quantify value in terms that resonate with healthcare finance and operations leaders.
• Highly disciplined sales process and pipeline management; you use your CRM as a strategic tool, not an afterthought.
• Comfortable operating in a startup or growth-stage environment where playbooks are still being written.
• Bachelor's degree in Business, Healthcare Administration, or a related field — or equivalent professional experience.

Strongly Preferred

• Direct experience selling software or technology platforms into hospital-owned HME departments, post-acute divisions, or health system supply chains.
• Existing relationships with decision-makers at health systems, IDNs, or large regional hospital networks.
• Familiarity with HME/DME-specific workflows: intake and order management, Medicare/Medicaid billing, prior authorization, resupply, and compliance.
• Experience navigating GPO relationships, enterprise contract vehicles, or health system group purchasing dynamics.
• Prior experience at a SaaS company serving the post-acute, home health, or healthcare supply chain market.
• Understanding payer dynamics, CMS reimbursement policies, and how regulatory changes affect HME operations and purchasing decisions.