Account Executive, Mid-Market Burlingame, CA · · On-site / Remote

We are at an exciting stage of growth: our CEO has already sold the first few million in ARR by developing a repeatable, consultative sales motion with healthcare organizations ranging from multi-site specialty groups to large health systems. The sales motion is working. We are now looking for a self-motivated Account Executive who can help scale it, sharpen it, and turn the crank with discipline.

This AE role is core to Ember’s growth motion. You’ll own deals end-to-end with PE-backed, multi-site specialty provider groups, running a consultative sales process with C-suite and revenue cycle leadership, guiding technical and operational stakeholders, and driving clear next steps to close.

This is not an “order taking” position. You will be expected to contribute to your pipeline with self-sourced deals in addition to managing inbound leads, and will be tasked with diagnosing prospective customers’ revenue cycle pains, quantify impact, and help operators align on a plan to reduce A/R days and claim denials fast (with Ember, of course).

OTE: $150K–$250K (base + commission, depending on experience)

What You’ll Do

• Own a pipeline of PE-backed clinic groups from first meeting through close

• Run structured discovery with CFOs and VPs Revenue Cycle

• Map the buying committee (finance, revenue cycle, IT/EMR, ops) and manage a multi-stakeholder process with sometimes significant change management

• Build ROI narratives tied to denials, A/R aging, cash acceleration, staffing load

• Coordinate evaluation and contracting steps (data access, sample pulls, security review, workflow fit)

• Deliver crisp demos and executive readouts that drive decisions

• Maintain rigorous CRM hygiene and professional communications: generating close plans, providing clear next steps and prompt follow-ups, analyze deal risks, and create mutual action plans that empower customer success

• Partner directly with Ember’s founders on messaging, pricing, packaging, and objection handling

• Support conferences/trade shows: pre-book meetings, work leads, and close follow-up loops

Who You Are

You’re a high-judgment, high-output AE who can credibly engage senior operators and keep complex deals moving.

You likely:

• Write and speak clearly with an executive tone

• Can run discovery that surfaces real pain and buying triggers

• Are comfortable with multi-threading and navigating ambiguity

• Can translate product capabilities into operational + financial outcomes

• Take pride in clean pipelines, accurate forecasting, and strong handoffs

• Are willing to pursue a great deal with urgency and positivity, and know when to cut ties with a deal that’s not a good fit

Must-Haves

• 5+ years closing experience in B2B SaaS or healthcare services/tech

• Experience in RCM, claims, denials management, billing workflows

• Proven ability to run a multi-step sales process (3-6+ stakeholders)

• Strong discovery + qualification discipline (MEDDICC)

• Comfort selling to CFO/COO/Rev Cycle leadership

• Strong CRM rigor and forecasting habits

Nice-to-Haves

• Experience selling into PE-backed healthcare / multi-site groups

• Familiarity with EMRs, clearinghouses, practice management systems

• Conference-driven pipeline motion

How we measure success (first 30-90 days)

• Consistent pipeline creation (with BDR + self-sourced)

• High meeting-to-deal and stage-by-stage conversion via strong qualification

• Clear close plans on active deals

• Closed-won revenue and fast time-to-first-logo

Interview process

• A 30-min coffee chat with a member of the Ember team (we want to make sure you’ll be happy on the team)

• A 15-minute AI interview: research + prospecting workflow (show us how you use AI to research accounts and identify the right buyers)

• Written exercise: outbound + follow-up (we want to see how you think)

• Live discovery roleplay (CFO + Rev Cycle leader) (show us what you do best)

• Salescycle deep-dive (walk us through a real close you owned start to finish)

• Pipeline/forecasting walkthrough (how you manage your week)