Enterprise Account Executive

🕒 il y a 11 jours

🇺🇸 États-Unis – Télétravail

💵 $80 000 - $165 000 / an

⏰ Temps Plein

🟡 Intermédiaire

🟠 Senior

🧑‍💼 Ingénieur d'affaires

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Parachute Health

Site WebLinkedInTous les Emplois

201 - 500 employés

Fondée en 2015

💼 Conseil

📦 Logistique

🏥 Santé

Consulting • Logistics • Healthcare

Parachute Health est une entreprise de technologie de la santé qui fournit une plateforme SaaS pour numériser et rationaliser la commande d'équipements médicaux durables (DME) et la prescription électronique. Sa plateforme connecte les cliniciens, les fournisseurs DME/HME et les payeurs pour accélérer la saisie des commandes, automatiser l'intégration (y compris la numérisation de fax basée sur l'IA), s'intégrer avec les EHR et les ERP, et améliorer la précision des commandes et la conformité. Parachute met l'accent sur la sécurité et la conformité réglementaire (HIPAA, SOC 1/2, HITRUST) tout en servant les clients B2B dans le secteur de la santé tout au long du continuum de soins.

Description

• Own a defined territory of enterprise prospects — enterprise HMEs, hospital-owned HMEs, and new markets. • Develop and execute a territory plan that identifies the highest-value targets, maps the buying landscape, and builds a multi-quarter pipeline. • Work with BDRs on outbound prospecting efforts into new accounts, leveraging industry relationships, conference presence, referrals, and targeted outreach to build a pipeline from scratch. • Partner with Marketing and Leadership to identify and pursue new market opportunities — including adjacent verticals, emerging care models, and geographies where our platform can expand. • Maintain a disciplined, accurate pipeline in HubSpot with clear stage progression, next steps, and deal timelines. • Run a consultative, solution-oriented sales process tailored to the complexity of hospital and health system buying environments. • Navigate large, matrixed organizations — building relationships and consensus across supply chain, revenue cycle, clinical operations, IT/informatics, and C-suite stakeholders. • Lead discovery deeply enough to understand the operational, financial, and strategic problems the customer is trying to solve — and connect those to our platform's capabilities in a compelling, credible way. • Develop and deliver executive-level presentations, business cases, and ROI analyses that speak the language of health system leadership. • Manage complex, multi-phase RFP and procurement processes, coordinating internal resources (Solutions Engineering, Implementation, Legal, Finance) to move deals forward. • Negotiate contracts, pricing structures, and multi-year agreements, balancing deal economics with long-term customer fit. • Own deal velocity — driving urgency without sacrificing relationship quality, and keeping stakeholders aligned through extended sales cycles. • Serve as a strategic scout and builder for new markets — identifying patterns in buyer needs, competitive dynamics, and platform fit that inform how we expand beyond our core. • Bring market intelligence back to Product, Marketing, and Leadership to help shape positioning, packaging, and go-to-market strategy for new segments. • Build relationships with key industry associations, health system networks, GPOs, and thought leaders that create a long-term pipeline and credibility in new verticals. • Develop repeatable sales plays and discovery frameworks for new market segments as you learn what works. • Partner with Enterprise CSMs on seamless post-sale handoffs, ensuring Customer Success has the context and commitments needed to deliver on what was sold. • Work closely with Solutions Engineering on technical discovery, demo customization, and proof-of-concept engagements for complex accounts. • Collaborate with Marketing on account-based campaigns, event strategy, and enterprise-specific content that supports pipeline development. • Contribute to sales process improvement — sharing deal learnings, win/loss insights, and buyer feedback that make the entire team better.

🎯 Exigences

• 5+ years of enterprise B2B sales experience, with at least 2–3 years selling into health systems, hospital networks, or complex healthcare organizations. • Demonstrated track record of closing large, multi-stakeholder deals — six-figure ACV and above — with long sales cycles in a healthcare or healthcare technology environment. • Deep familiarity with hospital and health system buying processes, including procurement, value analysis committees, IT governance, and clinical sign-off. • Strong understanding of the post-acute care continuum — including HME/DME operations, home health, and supply chain dynamics within integrated delivery networks. • Executive presence and credibility: you can hold your own in a room with a Chief Supply Chain Officer, VP of Post-Acute Operations, or CIO. • Excellent business case and ROI development skills — you can quantify value in terms that resonate with healthcare finance and operations leaders. • Highly disciplined sales process and pipeline management; you use your CRM as a strategic tool, not an afterthought. • Comfortable operating in a startup or growth-stage environment where playbooks are still being written. • Bachelor's degree in Business, Healthcare Administration, or a related field — or equivalent professional experience.

🏖️ Avantages

• Medical, Dental, and Vision Coverage: Comprehensive plans with options for low-to-no-cost premiums • Employer HSA Contribution: Company-funded contributions to your Health Savings Account • 401(k) Retirement Plan • Equity Incentive Plan • Annual Company-Wide Bonus: Opportunity for up to 15% bonus based on company performance • Remote-First Culture: We are remote-first with a dedicated NYC office and reimbursement options for co-working spaces • Flexible Vacation Policy • Summer Fridays: 5 additional Fridays off during the summer (separate from PTO) • Home Office and Wellness Stipend • Monthly Internet Stipend • Annual Learning and Development Stipend