Enterprise Account Executive

Responsibilities

The Enterprise Account Executive is responsible for acquiring net-new enterprise customers by developing and executing strategic sales plans across the healthcare market. This role manages the entire sales cycle, from initial discovery and solution strategy to commercial negotiation and closing complex agreements.

Requirements

Candidates must have at least 7 years of progressive B2B consultative sales experience, specifically selling complex SaaS or technology solutions to large healthcare organizations. A bachelor's degree in business or a healthcare-related field is required, along with proficiency in Salesforce and enterprise sales methodologies.

Skills

• B2B consultative sales
• SaaS sales
• Enterprise account strategy
• Salesforce
• Pipeline creation
• Executive discovery
• Solution strategy
• Commercial negotiation
• MEDDPICC
• Stakeholder mapping
• Value-based selling
• Healthcare market knowledge
• Business case development
• Relationship development
• Forecasting
• Cross-functional collaboration

Benefits

• Health insurance
• Wellness benefits package
• 401k match
• Flexible PTO program
• Parental leave policy
• Flexible work environment
• Employee resource groups
• Onboarding program
• Professional development
• Free coffee and pastries

About this role

Company Description
Are you looking for a high energy, strategic, and fast-paced position with an impactful and mission-driven company? Join Relias, the company changing lives throughout the world by helping healthcare organizations improve their clinical and financial outcomes!
For 11,000+ health care and human service organizations, Relias helps clients deliver better clinical and financial outcomes by elevating the performance of teams. We help organizations across the continuum of care get better at maintaining compliance, developing staff and promoting consistent, high-quality care. Our platform employs assessments to reveal specific gaps in skills and addresses them with personalized and engaging learning, choosing from 7,000+ online courses that meet accrediting board, state and federal requirements. We are passionate about our products and our clients; what we deliver and the impact we have on the world is truly something you can be proud to represent. Join us and make a difference.
WHAT CAN RELIAS OFFER YOU?
Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
Active Employee Resource Groups open to all employees!
Comprehensive onboarding program – a great introduction to our company, customers and culture!
Growth and career advancement opportunities!
Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
Professional development gained from conference attendance and participation in organizations like NC Tech
Onsite 321 Coffee Shop providing free coffee and pastries to employees
Job Description
The Enterprise Account Executive is a quota-carrying individual contributor responsible for acquiring net-new enterprise customers across the healthcare market. The role develops and executes account strategies across complex provider organizations and care settings, aligning Relias solutions to enterprise-wide workforce, compliance, clinical, quality, operational, and business priorities. The role owns the complete new-logo sales cycle from market and account prioritization through executive discovery, solution strategy, business-case development, competitive positioning, commercial negotiation, and close.

WHAT YOU’LL BE DOING:
Enterprise Territory and Account Strategy
Own a defined portfolio of named net-new enterprise accounts and develop a prioritized, insight-led pursuit strategy for each.
Create annual and quarterly territory plans balancing market potential, account fit, competitive position, timing, executive access, and probability of conversion.
Build account maps covering organizational structure, business units, initiatives, buying centers, stakeholders, technology, competitive footprint, and enterprise use cases.
Coordinate with leadership, business development, Marketing, partnerships, and market experts to generate access and accelerate engagement.
Pipeline Creation and Executive Access
Create pipeline through strategic outbound prospecting, account-based marketing, executive outreach, industry events, referrals, partnerships, and relationship development.
Engage senior clinical, compliance, quality, nursing, HR, learning, operations, finance, IT, procurement, and executive stakeholders.
Develop multi-threaded relationships and establish credible executive sponsorship early in the pursuit.
Maintain sufficient pipeline coverage and progression to support consistent achievement of revenue objectives.
Complex Discovery and Solution Strategy
Lead executive-level discovery to uncover strategic priorities, operational challenges, workforce risks, desired outcomes, decision criteria, financial impact, and urgency.
Translate customer needs into a coordinated, multi-solution strategy tied to measurable clinical, compliance, workforce, quality, operational, and financial outcomes.
Partner with Solutions, Product, Services, Client Success, and subject-matter experts to design differentiated recommendations.
Create compelling value narratives, presentations, demonstrations, proposals, and business cases for diverse stakeholders.
Opportunity Leadership and Sales Execution
Own the end-to-end enterprise sales cycle from qualification through close with clear next steps, stakeholder alignment, mutual commitments, and an evidence-based path to decision.
Apply MEDDPICC or the designated methodology, stakeholder mapping, mutual action planning, risk identification, and competitive strategy.
Lead internal deal strategy and mobilize executives and cross-functional resources at the right points in the pursuit.
Navigate procurement, RFP, security, privacy, legal, integration, clinical validation, financial approval, and multi-entity decision processes.
Commercial Strategy, Negotiation, and Close
Develop commercial strategies aligning scope, solution mix, services, implementation, term, pricing, and value.
Lead proposal development and negotiation with Sales leadership, Finance, Legal, Deal Desk, Security, and other partners.
Manage concessions deliberately, document tradeoffs, secure approvals, and convert complex opportunities into executable agreements.
Support an effective transition to implementation and Client Success.
Forecasting, CRM Discipline, and Business Management
Maintain accurate opportunity, account, contact, activity, next-step, risk, and forecast information in Salesforce.
Provide evidence-based forecasts and clearly communicate deal health, decision process, commercial risk, competitive dynamics, and support needs.
Use pipeline and performance data to adjust priorities, prospecting, executive engagement, and pursuit strategy.
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About Bertelsmann-Jobs

IT Services and IT Consulting · 1,001-5,000 employees · headquartered in Gütersloh, Nordrhein-Westfalen