Strategic Account Executive

Position OverviewPAR is seeking a Strategic Account Executive to drive new business development across healthcare verticals in the Eastern United States. This is a hybrid role — you will be responsible for identifying, qualifying, and closing new accounts with organizations that rely on psychological assessments for clinical decision-making, patient screening, and treatment planning – as well as working the Outgrow system to expand existing business and accountsHealthcare represents $1.2M of PAR's 2026 revenue target. The Eastern US has a concentration of substance abuse treatment centers, PE-backed behavioral health groups, and multi-clinician practices — all segments where PAR's assessments are proven and differentiated.You will work closely with our Subject Matter Experts, Customer Service , and Customer Success teams to bring clinical expertise and technical depth to every opportunity.Primary Verticals (80% Focus)These are your core markets. You must understand the clinical workflows, buying cycles, and decision-making structures.1. Substance Abuse Treatment CentersMarket Size: $143B | 17,561 facilities nationwideWhat You Need to Know:Accreditation requirements drive assessment adoption — CARF, Joint Commission, and state licensure all require standardized screening for trauma history, co-occurring disorders, and risk assessmentPE-backed consolidation is accelerating — groups like BHG (Baymark Health Group), AAC (American Addiction Centers), and regional operators are standardizing protocols across multiple facilitiesEastern US concentration: FL, NY, PA, and NJ have high densities of treatment facilitiesKey PAR products: SASSI-4 (substance abuse screening), PAI/PAI Plus (personality, psychopathology), TSI-2 (trauma symptoms), DAPS (post-traumatic stress)2. Inpatient PsychiatricsMarket Size: $195B | Hospital-based and freestanding psychiatric facilitiesWhat You Need to Know:Assessments inform admission, treatment planning, and discharge readiness — clinical teams need objective measures for mood disorders, psychosis risk, and cognitive functionLarge health systems dominate: Academic medical centers, regional health networks, and integrated delivery systemsEastern targets: Hackensack Meridian Health, Penn Medicine, Yale New Haven, Mount Sinai, Jefferson HealthWestern targets: Kaiser Permanente, Sutter Health, Providence, CommonSpirit HealthKey PAR products: PAI/PAI Plus (psychiatric assessment), BRIEF2 (executive function), NAB (neuropsychology battery), PARiConnect (digital administration)3. Large Multi-Clinician PracticesMarket Size: $89B | Groups with 10+ clinicians, often PE-backedWhat You Need to Know:Standardization is the pain point — when practices scale beyond 10 clinicians, inconsistent protocols create compliance risk and quality variabilityPE-backed groups are acquiring rapidly — they need scalable assessment frameworks across multiple locationsFlagship example: LifeStance Health (300+ locations) — uses PAR assessments for ADHD, anxiety, depression evaluationsKey PAR products: PAI (comprehensive personality), BRIEF2 (executive function), RIAS-2 (intelligence), NEO-PI-3 (personality traits)Secondary Verticals (20% Focus)Opportunistic pursuit when leads emerge. Product Specialist provides deep expertise for these specialties.Bariatrics: Pre-surgical psychological evaluations — PAI Bariatric Score ReportPain Management: Chronic pain clinics, pre-surgical screening — PAI, MMPI-3 referralsTransplant: Pre-transplant psychological evaluations — PAI, TSI-2Fertility/Surrogacy: Psychological screening for donors/surrogates — PAI, clinical interviewsForensics: Court-ordered evaluations, custody assessments — PAI, specialized forensic measuresActivity Standards & KPIsAll activities are logged daily in HubSpot. Weekly scorecard review with Associate Director of Sales Operations .ActivityWeekly TargetDiscovery Calls Conducted6+ per weekDemos / Presentations4+ per weekProposals / Quotes Sent2+ per weekPipeline Coverage2x target minimumRequired QualificationsMUST-HAVES — Non-negotiable requirements for this role:3-5+ years of B2B sales experience in healthcare with demonstrated quota attainmentDirect experience selling to behavioral health, substance abuse treatment, OR multi-clinician practices — you must understand the clinical workflows, decision-making structures, and buying cycles in at least one of our primary verticalsExisting relationships in the Eastern U.S. healthcare market that can be leveraged immediatelyExperience with consultative/solution selling methodologies (e.g., SPIN, Challenger, MEDDIC)Proficiency with CRM systems (HubSpot preferred, Salesforce acceptable)Bachelor's degree in business, healthcare administration, psychology, or related fieldPreferred QualificationsSTRONG PREFERENCES — These will accelerate your success:Experience selling psychological assessments, clinical software, or diagnostic tools — understanding of test administration, scoring, and interpretationBackground in behavioral health technology (EHR, clinical decision support, patient engagement platforms)Familiarity with healthcare compliance requirements (HIPAA, accreditation standards, clinical documentation)Experience selling into PE-backed healthcare organizations — understanding of roll-up dynamics and standardization prioritiesKnowledge of accreditation bodies (CARF, Joint Commission) and how they drive assessment requirementsMaster's degree or clinical background in psychology, counseling, or related field (not required)Ideal Candidate ProfileThe ideal candidate is currently selling clinical software, healthcare IT, or SaaS solutions to behavioral health organizations and can hit the ground running. You've sold into substance abuse treatment centers or large psychiatric practices. You understand the difference between a Clinical Director and a CFO — and you can speak to both about assessment validity AND ROI. You're not afraid of complex sales cycles with multiple stakeholders, and you've navigated healthcare procurement processes, including RFPs, vendor evaluations, and compliance reviews. You have a network of contacts in the Eastern US healthcare market that you can leverage from day one.90-Day Onboarding PlanDays 1-30: FoundationPAR orientation and system setup (HubSpot, PARiConnect, internal tools)Product training with Subject Matter Experts (Product Specialist, PhD)Healthcare vertical certification — Substance Abuse, Inpatient Psychiatrics, Multi-ClinicianShadow calls with existing team, role-play exercisesMilestone: Demo to VP of Customer Success and Associate Director of Sales Operations , 25 target accounts identifiedFluid understanding of PAR’s Knowledge Hub resource.Complete understanding of Outgrow and EOS systemsDays 31-60: ActivationBegin prospecting in the assigned territoryFirst 10+ discovery calls conductedFirst solo demos delivered50% of activity targets metMilestone: 5 demos completed, pipeline >$100KDays 61-90: AccelerationFull activity standards in placeIndependent pipeline managementDrive deals toward close100% of activity targets metMilestone: First Closed Won opportunityDay 91+: Full accountability to standard KPIs and revenue targets #J-18808-Ljbffr