Account Executive

Account Executive

Location: Miami, FL (On-site preferred; hybrid eligible within the tri-county area)

Company Snapshot:

At Paradigm, we're revolutionizing home care through innovative technology. As the fastest-growing tech company in this sector, we empower home care agencies with cutting-edge solutions in billing automation, growth education, authorization management, and beyond. We believe that by streamlining agency operations with third-party payers like the Department of Veterans Affairs and Medicaid, we ultimately enhance the quality of care for seniors, veterans, and underserved communities.

We foster a dynamic and collaborative work environment where new ideas are welcome, and creativity thrives. Joining our team means becoming part of a supportive community that values continuous learning and excellence. We're on a mission to revolutionize home care and are looking for passionate individuals to help us make a lasting, positive impact.

Position Summary:

As an Account Executive, you will drive new business in your territory, selling both the Paradigm platform and its related services. You will run a disciplined, repeatable sales process anchored to the buyer's journey and become a genuine subject matter expert on VA and Medicaid rules, compliance, and payer nuance in your market. This role is input-driven. We hold Account Executives accountable to the activities and process discipline that produce revenue, not just the revenue itself. The ideal candidate is coachable, asks for feedback, and puts it to use quickly. They manage their own activity without needing someone to push them and are willing to immerse themselves in industry resources to build the expertise this territory requires. They are humble, understand the daily operational challenges our prospects face in the home care industry, and are comfortable with the ambiguity that comes with a company and product that are both still evolving. This position will report to the Vice President of Sales.

Essential Duties and Responsibilities:

• Work qualified leads routed from across the business
• Self-source additional pipeline through outbound prospecting, referral partners, and event follow-up
• Maintain strong pipeline coverage against your quarterly quota at all times
• Build and maintain territory account plans covering your top target agencies
• Work routed and self-sourced leads against defined fit and interest criteria; disqualify quickly and document why
• Advance deals on evidence, not optimism; each stage has exit criteria that must be satisfied and logged before a deal moves forward
• Conduct structured discovery that surfaces the agency's current billing workflow, denial and A/R pain, payer mix, and the cost of the status quo
• Multi-thread every deal (agency owner, billing lead, and operations) rather than relying on a single champion
• Build and maintain a mutual action plan with the buyer on every late-stage opportunity
• Conduct in-person and virtual sales presentations to prospective clients
• HubSpot is our single system of record and must be kept current daily with activities logged, next steps dated, and deal stages accurate
• Build, run, and iterate on outbound cadences using HubSpot Sequences and associated sales cadencing and workflow tooling
• Submit an accurate weekly forecast and defend it in pipeline review
• Partner with Implementation, Billing, Operations, and Customer Success to hand off clean, well-qualified accounts
• Feed competitive intelligence, pricing pressure, and product gaps back to Marketing and Product
• Attend trade shows and other events to network and promote Paradigm, with approximately 10% annual travel expected
• Keep up to date with industry trends and the competitive landscape to identify opportunities and challenges
• Other duties as assigned

Experience and Skills:

• Minimum of 2 to 4 years of quota-carrying sales experience with closing responsibility in SaaS, healthcare technology, or home health or home care services required
• Demonstrated experience with a structured, problem-centric or customer-centric sales methodology, such as SPIN Selling, SPICED, Challenger, Sandler, MEDDIC/MEDDPICC, or a similar framework required
• Experience selling to small and mid-sized businesses where the owner also runs daily operations
• Experience selling to first-time technology buyers or replacing manual, paper-based processes
• Familiarity with VA, Medicaid, waiver programs, or revenue cycle management
• Experience selling a combined software and services offering
• Ability to follow up consistently on routed leads while also building your own pipeline
• Track record of meeting or exceeding sales targets, with attainment numbers you can share
• Hands-on CRM experience managing deals from first contact to close; HubSpot experience strongly preferred
• Experience building and running sales sequences and using engagement data to prioritize follow-up
• Ability to research and understand complex government and payer documentation
• Strong discovery and listening skills, and comfort discussing costs, pricing, and ROI
• Excellent communication, interpersonal, and negotiation skills
• Empathy for the daily operational challenges home care agencies face
• Comfortable working at a growing company with a product that continues to evolve
• Self-motivated to meet activity goals without close supervision
• Willingness to study industry resources and build expertise in VA and Medicaid programs

Education and Qualifications:

• Bachelor's degree in Business, Marketing, or related field preferred

Paradigm Offers:

• Medical, dental, and vision benefits
• 401k retirement plan
• Paid time off
• Professional development support

Compensation:

$60,000-$70,000 base salary dependent on experience + commission plan