Regional Named Account Executive

Key Responsibilities

• Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities.
• Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns.
• Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment.
• Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers.
• Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities.
• Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch and to ensure long-term account value realization.
• Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems.
• Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities and the “Packaging for Optimal Value” model to support sales efforts within each client’s financial and care delivery model.
• Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value.
• Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends (e.g., CMS, state regulations) relevant to the assigned region.
• Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory.
• Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust.
• Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounting.
• Confidently navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements (BAAs), to accelerate deal closure while protecting company interests.
• Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development.
• Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools.
• Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention, aligning with value-based selling principles and long-term customer outcomes.
• Synthesize complex product and business information into compelling, client-relevant stories that speak to both clinical and financial audiences.
• Differentiate between hard vs. soft savings, articulating impact through the lens of client priorities and industry language.
• Guide internal debriefs with POD team members post-client meetings to refine messaging and identify gaps or follow-up actions.
• Act as the primary account owner, orchestrating a cross-functional POD (including Solution Architects, CSMs, and Product SMEs) to deliver cohesive client value.
• Coordinate and contribute to Success Reviews, Success Plans, and Executive Briefings to ensure increased utilization and value realization across the client lifecycle.
• Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing.
• Maintain strong performance across core metrics, including monthly bookings, Net Revenue Retention (NRR), client expansion, and NPS.

Minimum Requirements

• 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms.
• Proven track record of building high-value relationships and closing complex, multi-stakeholder deals.
• Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations.
• Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling.
• Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).