Regional Sales Executive, Healthcare Startup

3 weeks ago

Vancouver, Canada Recruiting From Scratch Full time

Who is Recruiting from Scratch:
Recruiting from Scratch is a premier talent firm that focuses on placing the best product managers, software, and hardware talent at innovative companies. Our team is 100% remote and we work with teams across the United States to help them hire. We work with companies funded by the best investors including Sequoia Capital, Lightspeed Ventures, Tiger Global Management, A16Z, Accel, DFJ, and more.

**Our Client**

Our client is in the healthcare and fintech space. They are seeking an experienced, enterprise, healthcare technology sales professional to join their team to help shape the future of the healthcare industry. You will have the opportunity to work alongside a motivated team that values and encourages diversified perspectives and ideas to best equip customers with the most innovative and comprehensive AI solutions that automate, and de-risk claims’ adjudication.

**Job Summary**

As Regional Sales Executive (RSE), you will be responsible for driving top-line revenue growth across your given region of providers, payers, and partners. This role will own and execute a regional sales plan and consistently deliver on revenue targets, through direct and indirect sales motions, while thinking strategically about long-term customer adoption of our suite of solutions. This role is responsible for building executive relationships and owning deal execution across healthcare payers and providers, including executives in Revenue Cycle, Health Information Management, Finance and Treasury, IT, Security, and the C-suite.

**Desired Characteristics**
- A network of industry relationships, deep knowledge of the healthcare system, experience working with industry-specific technology providers and MSOs, specifically related to revenue cycle management (RCM), and a passion for improving the industry.
- Direct and indirect sales experience and who demonstrated proficiency developing and scaling business in new markets. We value those who are self-starters with a strong entrepreneurial spirit and prepared to work in a fast-paced, often ambiguous environment to execute against ambitious goals.
- You should be able to think strategically about customer needs, outcomes, solutions, and technical challenges, with the ability to build and convey compelling value propositions across stakeholders.
- A high degree of timely decision making is required, and business judgment is critical.

**Essential Responsibilities**
- Meet or exceed revenue targets
- Develop and execute a comprehensive, regional sales plan, including accurate forecasting
- Maintain and manage a robust sales pipeline, via Salesforce, while facilitating all stages of a sale
- Engage with C-level leaders across providers, payers, and partners to develop a pipeline and win opportunities
- Work with marketing and partners to develop and execute go-to-market initiatives, including formal case studies and other forms of references
- Hold product demonstrations for customers and partners
- Lead the negotiation and closing of contracts
- Partner with internal specialist and implementation teams to assist with onboarding and lead adoption, accelerate customer value, and reduce churn, and grow the partnership
- Analyze customer data in relation to their business goals to identify opportunities to maximize customer value
- Aid in product design and product development through prospect and customer feedback

**Basic Qualifications**
- 10+ years’ experience in technology-related, direct sales, partner sales (indirect co-selling), or business development focused on large, complex healthcare providers and/or payers (revenues of at least $1B+) with a successful track record achieving sales targets and organizational key performance metrics
- 5+ years’ experience working with healthcare industry third parties through account management, product management, program management, and/or business development engagements
- 5+ years’ experience creating and implementing long-term account strategies in a customer-facing role with a track record of material account portfolio growth and value realization
- Extensive network of executive relationships at large providers and payers
- Demonstrated ability to engage and influence executives across large providers and payers
- Excellent communication and presentation skills, both written and verbal, with the ability to articulate complex concepts to cross-functional internal and external stakeholders
- Highly organized and able to multi-task
- Self-driven and proactive
- Demonstrated leadership qualities
- High technology literacy, ability to learn new software, and understanding of AI
- 25% to 50% travel
- Bachelor’s degree (B.A or B.S.) in business, health ‘sciences’, computer science, engineering, or related field

**Preferred Qualifications**
- Master’s in business administration
- Experience leading a team of sellers or large strategic account team
- Experience working at a FinTech and/or in t

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