Account Executive - Payer

About the Role

As a quota-carrying Field Sales Account Executive, you will be instrumental in driving revenue growth across a designated territory of named or high-potential regional payer accounts. This is a strategic role focused on consultative selling, account planning, and the end-to-end execution of complex sales opportunities, encompassing new logos, expansions, and cross-sell motions. You will operate with considerable autonomy, applying sound judgment to navigate ambiguous, multi-stakeholder deals, and will serve as the central point for coordinating internal resources to achieve measurable customer and business outcomes.

Key Responsibilities

• Own and achieve assigned revenue quota by leading end-to-end sales execution across a defined territory or portfolio of named accounts, with accountability for pipeline health, deal strategy, and closed-won results.
• Develop and execute strategic account and territory plans informed by whitespace analysis, customer segmentation, win/loss insights, and near- and long-term growth opportunities.
• Build and expand executive-level relationships by tailoring engagement strategies across clinical, operational, and financial stakeholders, elevating conversations from feature-based discussions to strategic and transformational value.
• Lead complex, consultative sales opportunities by surfacing explicit and implicit customer needs, aligning PointClickCare solutions to high-impact problems, and facilitating ROI- and outcome-based selling aligned to customer business models.
• Structure and negotiate complex deals within established commercial frameworks by clearly communicating pricing models, business cases, and trade-offs, navigating procurement and legal processes as needed, and balancing customer value with company objectives.
• Utilize approved AI-enabled tools to enhance productivity, prioritization, and the quality of outcomes, ensuring validation of AI-generated outputs, maintaining data accuracy, and adhering to governance requirements.

Required Qualifications

• Demonstrated ability to independently own and close complex, multi-stakeholder sales opportunities.
• Strong consultative selling capabilities, including discovery, objection handling, storytelling, and business case development.
• Ability to develop and execute strategic account plans within a defined territory or portfolio.
• Strong collaboration and influence skills to orchestrate cross-functional partners in support of customer outcomes.
• Proficiency using CRM and sales enablement tools to manage pipeline, forecasting, and performance.

Preferred Qualifications

• Experience selling SaaS or technology solutions, preferably in healthcare, digital health, or care delivery platforms.
• Strong understanding of clinical, operational, and financial buyer dynamics in healthcare systems or post-acute care.
• Experience structuring moderate to high-complexity commercial agreements.
• Demonstrated ability to effectively use approved AI tools to support daily work, including applying judgment to validate outputs, maintain data accuracy, and follow responsible AI and data governance standards.

Compensation & Benefits

• US on-target earnings range (base salary + commissions): $153,900 - $171,000 + benefits.
• Total rewards package includes base salary, commissions, and other benefits.
• Individual compensation is determined by job-related skills, knowledge, relevant experience (including professional and lived experience), and/or work location.