Senior Account Executive (Sales)

Hospital Senior Account Executive

Healthcare cybersecurity and HIPAA compliance software and services provider. $1B market opportunity and growing rapidly.

As a result of two acquisitions in 2022, the company is the largest, pure-play healthcare cybersecurity, cyber risk management and HIPAA Compliance provider. It helps healthcare organizations meet compliance requirements and protect patient data through its cyber risk management software as a service (SaaS) and its broad range of differentiated cybersecurity and compliance consulting services. The company is well known and respected among large healthcare provider organizations, as well as digital health and ambulatory companies and its solutions are considered by many to be the "gold standard" for risk analysis and risk management. The company is backed by a healthcare focused private equity fund with $5B under management. Its total addressable market is approximately $1B and is projected to grow at a CAGR of 15%. The company is profitable and driving growth of recurring revenue through sales of multi-year software subscriptions and managed services offerings.

As Senior Account Executive, you will be responsible for building pipeline and developing new business in your territory in order to achieve an annual sales quota. You will be focused on selling into hospitals. You will execute all phases of the sales process, including sourcing new leads, developing qualified sales opportunities, establishing value propositions, partnering with consulting services to develop winning proposals, and negotiating and closing deals. Target deal ranges are in the $100K - $500K TCV (Total Contract Value) range. Note: This is an individual contributor role, there is no team management responsibility.

The company was acquired by a $5B private equity investment firm almost 5 years ago. The CEO has a long-standing relationship with the PE firm and joined the company after the acquisition. He believes that his most important job is to ensure the company has the right strategy and go to market plan in place, and to hire the best people and align their objectives to the strategy and support them. He believes that everyone in the company has a role in building the brand as well as in driving the strategy. He strives for each person in the company to make the connection between their objectives and the company's strategic priorities. He is available 24/7 and will move mountains to get a deal done.

The company is customer focused, and the success and satisfaction of its customers is its highest priority. It has a long history of thought leadership, and has built its reputation and customer base through education. The culture is very entrepreneurial and results-oriented. There are many smart, well-educated, analytical people working for the company. It is a professional work environment, but one where people also have fun. There are people from many backgrounds and cultures, and diversity is valued. Excellence, quality, and work ethic are well rooted in the organization. The culture is also very sales focused. People from all parts of the company are accustomed to mobilizing quickly when needed to support sales. Sales wins are celebrated company-wide. From its founding 12 years ago, the company has been completely virtual, yet it has built a very collaborative and team-oriented culture. People work hard including after hours when needed because they care about what they do and don't want to let others down. The company encourages a work-life balance, which is why it has a flexible time off (FTO) policy.

Requirements

• Proven, direct experience in selling complex managed and consulting services and software, which required highly consultative sales processes
• Highly motivated, impeccable work ethic. Willing to invest the time and do the work to exceed goals
• Creative thinker. Intelligent. Analytical. Possesses strong business acumen
• Must be ready, willing, and able to learn and become and stay knowledgeable about industry trends, regulatory changes, and challenges in the industry. Must possess the ability and have the experience required to comfortably converse with executives at all levels, including CIOs, CISOs, CCOs (Chief Compliance Officer), attorneys, private equity partners, COOs, and CEOs
• A pure hunter who is not going to wait for leads to be handed to him or her. Philosophically aligned that prospecting is core to building pipeline. Track record of closing a significant amount of quota from leads developed through prospecting
• Excellent written and verbal communication skills. Ability to write thoughtful, concise, and professional proposals
• Proactive, organized, and disciplined, with consistently utilized time management skills
• Highest of integrity and alignment with the company's values (see website)
• Good command of MS Word, Excel, and PowerPoint
• Willingness to adopt and embrace the Company sales process

Desired Background

• Verifiable sales success working at a start-up and/or growth stage companies
• History of utilizing a detailed, prescriptive sales process
• High degree of experience utilizing Salesforce CRM
• Demonstrated learner, e.g., advanced degree and/or position-relevant certifications such as HCISPP, CISSP, CRISC, etc.

Desired Soft Skills

• Naturally and genuinely curious
• High emotional intelligence
• Constant situational awareness
• Highly competitive- hates to lose more than loves to win

Clearwater is committed to providing competitive pay and benefits that are in line with industry standards. Clearwater has determined that the annual new hire base pay range for this role is between $130,000 - $155,000. Actual pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. Clearwater complies with all minimum wage laws as applicable. In addition to your salary, Clearwater offers benefits such as, a comprehensive benefits package, recognition programs, paid parental leave, 401k contribution, and more (all benefits are subject to eligibility requirements).

Clearwater is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race; creed; color; religion; national origin; sex; age; disability; sexual orientation; gender identity or expression; genetic predisposition or carrier status; veteran, marital, or citizenship status; or any other status protected by law. Clearwater complies with all criminal history inquiry [or 'ban the box'] laws in California, Connecticut, Colorado, Hawaii, Illinois, Maine, Maryland, Massachusetts, Minnesota, New Jersey, New Mexico, Oregon, Rhode Island, Vermont and Washington.