Account Executive III, Client Growth-Wound Care (Inside Sales Account Executive III)

Accountabilities

• Lead strategic outbound sales initiatives across an assigned portfolio of existing healthcare clients, dedicating approximately 60% of working time to proactive outreach through phone, email, video, digital channels, and in-person meetings.

• Drive adoption and sales of AI-powered and other value-added solutions, newly launched products, and additional product offerings by identifying opportunities aligned with each client's needs.

• Analyze client product ownership, usage data, and product gaps to prioritize accounts, identify expansion opportunities, and recommend the most relevant solutions.

• Develop and execute account-specific sales strategies, multichannel campaigns, and targeted sales initiatives, including engagement with parent organizations, buying committees, and multisite healthcare groups.

• Own the complete sales cycle, from initial outreach and qualification through business case development, negotiation, and contract closure, while achieving new business, expansion, upselling, and renewal targets.

• Manage renewals for an assigned client portfolio, initiating engagement at least 120 days before contract expiration or earlier when appropriate. Maintain healthy pricing, secure timely renewals, and incorporate relevant upsell opportunities into every renewal discussion.

• Partner with Client Success to identify retention risks, uncover expansion opportunities, and address concerns that could affect customer satisfaction or renewal outcomes.

• Build and maintain strong relationships with clinical, financial, and executive stakeholders across wound care centers, physician practices, and hospitals.

• Prepare client-specific ROI analyses, business cases, formal presentations, and executive business reviews that demonstrate the measurable value of proposed solutions.

• Maintain accurate CRM records, document outbound activities and outcomes, appropriately attribute outbound-sourced opportunities, and manage a pipeline equivalent to at least three times the quarterly target.

• Collaborate with Marketing, Product, Client Success, and Sales Development to coordinate campaigns, refine messaging, improve sales handoffs, and share client feedback on emerging products.

• Maintain expertise in healthcare software, wound care workflows, reimbursement practices, quality reporting, and AI-enabled solutions to support consultative selling and create compelling business cases.

• Develop and update quarterly territory plans covering outbound targets, campaign priorities, whitespace opportunities, budget cycles, and short-, medium-, and long-term account strategies.

• Track performance against expansion bookings, outbound-sourced pipeline, renewal rates, gross revenue retention, renewal attachment rates, and forecast accuracy.

• Mentor and coach new Account Executives, contribute to special projects, and travel to client locations for significant sales opportunities, executive meetings, and key renewals, as needed, up to 25%.

Requirements:

• Bachelor's degree or equivalent professional experience.

• At least five years of B2B sales experience, including three or more years in a quota-carrying closing role.

• At least two years of experience selling healthcare SaaS or health IT solutions.

• Demonstrated success in proactive outbound prospecting and account-based selling within an existing client base, including selling new solutions to current customers and achieving documented sales quotas.

• Proven ability to independently manage a territory in a primarily remote sales environment while balancing outbound prospecting, pipeline generation, renewals, and expansion opportunities.

• Strong consultative selling, account planning, negotiation, and relationship-building skills, with the ability to engage clinical, financial, and executive decision-makers.

• Proficiency in ROI modeling, business case development, and formal presentations that communicate the financial, operational, and clinical value of technology solutions.

• Ability to explain AI-powered products and their measurable outcomes in clear, business-focused terms.

• Experience using Salesforce and Microsoft 365, particularly Excel and PowerPoint.

• Excellent communication, analytical thinking, time management, and organizational skills, with a proactive, self-directed, and results-oriented approach.

• Willingness and ability to travel up to 25% for client meetings, executive presentations, and significant sales opportunities.

• Preferred qualifications: Experience selling AI-based solutions or working with wound care centers, physician practices, hospitals, or post-acute care providers; familiarity with wound care reimbursement and quality reporting; and a history of managing an annual sales quota of $600,000 to $1 million.

• Preferred software experience: Outreach or Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, and AI-powered productivity tools.

Benefits:

• Competitive compensation: Annual base salary ranging from $80,000 to $100,000, plus on-target incentives of up to $100,000, depending on performance and applicable compensation terms.

• Remote flexibility: Work-from-anywhere environment within the United States.

• Paid time off: Unlimited paid time off, subject to company policies and applicable requirements.

• Comprehensive healthcare and benefits: Access to a broad benefits package designed to support employee well-being and financial security.

• Professional development: Career advancement opportunities, educational assistance, and ongoing learning support.

• Employee recognition: Employee referral bonus programs and initiatives that recognize contributions and achievements.

• Family support: Progressive parental leave policies.

• Inclusive culture: Employee resource groups, diversity and inclusion initiatives, and opportunities to contribute to a collaborative workplace.

• Employee well-being: Wellness-focused programs, new-hire support, and a culture that prioritizes employee engagement.

• Workplace flexibility: Casual dress code and a supportive, collaborative remote working environment.

• Meaningful impact: The opportunity to contribute to healthcare innovation and help providers improve care delivery and patient outcomes.