Enterprise National Account Manager

Company Overview The Compliance Services Organization didn't exist. We built it. MedPro Disposal is the nation's largest privately-held medical waste company, serving 35,000+ healthcare providers across 48 states for the past 15 years. On that foundation, we launched MP1 Solutions to pioneer the Compliance Services Organization (CSO) — a new category of operating partner built to replace the fragmented vendor model that has defined healthcare compliance for decades. MP1 Solutions extends MedPro Disposal's operational infrastructure, vendor network, and customer trust into a category we're actively building — and leading — with a technology-forward approach that's making this model smarter, faster, and more scalable as we grow. What we do: We operate as the single compliance partner for non-acute healthcare facilities — consolidating every obligation into one coordinated program, assigning one dedicated account manager as the point of accountability, and actively managing the underlying vendor ecosystem through continuous evaluation, negotiation, and optimization on the practice's behalf. Why it matters: Regulated facilities across the country are managing compliance the same fragmented way they always have. We're changing that, backed by 15 years of MedPro Disposal's operational credibility — and we're looking for people who want to help build what comes next. Our technology: We're actively building the AI infrastructure that sits behind this model — automating compliance tracking, surfacing risks before they become problems, and creating a system that gets smarter with every client we add. If you want to build at the intersection of compliance and technology, you're in the right place. Our impact: Our clients never have to worry about something falling through the cracks — obligations are coordinated, tracked, and documented in one place. We audit costs, eliminate overcharges, and deliver proof of compliance that always keeps practices inspection ready. Every client has one dedicated account manager who owns their program end to end. And unlike a traditional vendor relationship, our model is designed to get better over time — continuously re-evaluated, optimized, and improved with every client we serve. Position Overview: The Enterprise National Account Manager owns the full-cycle sales relationship with mid-market and enterprise healthcare accounts, converting fragmented, incumbent-vendor compliance arrangements into a single, coordinated MedPro/MP1 partnership. This role exists to grow MedPro's regulated waste and compliance services footprint across multi-site healthcare organizations by combining disciplined inbound execution with proactive, self-sourced outbound pipeline-building. Success looks like a rep who runs a structured, discovery-driven sales process, consistently converts a defined inbound/plus-one mix into closed, recurring-revenue agreements, and reaches full individual quota (~$35K/month GP) within 90 days — directly fueling MP1 Solutions' growth as the category-defining Compliance Services Organization. Key Responsibilities:

• Own a full-cycle enterprise sales pipeline: prospect, qualify, propose, negotiate, and close multi-site regulated waste and compliance service agreements (RMW, shredding, pharmaceutical/Rx disposal, OSHA/HIPAA/BBP training) with mid-market and enterprise healthcare accounts (ASCs, FQHCs, multi-location practice groups, health systems).
• Carry and consistently deliver against an individual quota with a defined mix target across core inbound-sourced opportunities and self-sourced (“plus-one”) pipeline.
• Run a self-sourced outbound motion in addition to inbound lead work — closed-lost account win-back calling, partner referral channels, or account-based outbound calling segmented by vertical.
• Execute a structured, discovery-driven sales process: identify the caller’s core pain (new office setup vs. dissatisfaction with an incumbent vendor), confirm the decision-maker/gatekeeper, position MedPro’s Low Cost Guarantee and bundled service offering, and drive every call to a clear next step or a direct ask for the business.
• Maintain disciplined CRM hygiene and pipeline accuracy in Salesforce, including accurate stage, forecast, and next-step data.
• Meet weekly activity, pipeline-creation, and script-adherence standards tied to MedPro’s lead-access scorecard.
• Manage populated service addenda and proposal documentation for multi-site accounts, coordinating with internal teams (compliance, account setup, billing) through contract execution and onboarding handoff.
• Participate in ongoing sales enablement — script and objection-handling refinement, AI-assisted call coaching (Steel Trap) feedback, and collateral/process improvement input.

Required Qualifications:

• Years of experience: 3+ years of full-cycle B2B sales experience carrying and consistently exceeding an individual quota, ideally in a solution-selling or multi-product/service environment rather than a single-SKU or single-product background
• Industry background: Proven ability to manage a complex, multi-stakeholder sales cycle — identifying decision-makers and gatekeepers, navigating multi-site/multi-location accounts, and closing recurring-revenue service agreements (not just one-time transactions); strong outbound/self-sourcing discipline in addition to working inbound leads
• Technical skills: CRM proficiency (Salesforce preferred) and comfort operating inside a metrics-driven, scorecard-based performance environment; excellent discovery and consultative selling skills — able to run a structured discovery conversation rather than a feature/price pitch
• Education: Bachelor's degree preferred (business, healthcare administration, or related field) but not required in lieu of relevant experience

Nice-to-Have:

• Demonstrated experience selling into healthcare, medical, dental, or other regulated/compliance-driven verticals (or a clearly transferable regulated-services sales background); experience selling against an entrenched incumbent competitor (competitive displacement sales)
• Familiarity with value-based, guarantee-backed, or price-lock sales models; prior experience with AI-assisted call coaching/QA tools

Compensation and Benefits:

• Base Salary: $62,000–$70,000
• Total Compensation at Plan (OTE): $115,000–$135,000, including uncapped commission above plan
• Career Growth: Clear advancement pathways, mentorship, and ongoing training
• Health & Wellness: Comprehensive medical, dental, and vision insurance for you and your family
• Work-Life Balance: Generous PTO, paid holidays, and a collaborative, high-energy culture
• Meaningful Impact: Help healthcare providers improve compliance and focus on patient care

Application Process: Shortlisted candidates will be required to complete a brief sales skills assessment before the initial interview. Equal Employment Opportunity Statement MedPro Disposal and MP1 Solutions are equal opportunity employers. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected by law.