Account Executive

Job description

About the role The Enterprise Account Executive (EAE) is a frontline, net-new sales hunter responsible for identifying, pursuing, and closing enterprise-level business opportunities within the healthcare industry. This role is critical to establishing Rely Health’s market presence and revenue growth by building relationships in assigned market segments (i.e. health systems, hospital networks, enterprise call centers, and mid-market physician groups). The Enterprise Account Executive owns the full sales cycle from prospecting and pipeline generation through deal structuring, negotiation, and close. Each AE is assigned a market-specific territory and is expected to leverage existing industry relationships and deep domain expertise to drive adoption of Rely Health’s patient navigation solutions. This role offers the opportunity to serve as a founding market leader within an assigned service line, with the intent to build out a team under their vertical over time. The Enterprise Account Executive will serve as a brand ambassador for Rely Health, embodying our values, mission, and culture while engaging healthcare executives at the highest levels. What you'll do Proactively identify, research, and target prospective health system, hospital network, enterprise call center, and mid-market physician group accounts within assigned market segments. Develop and execute outbound prospecting strategies including cold outreach, referral-based selling, conference presence, and digital engagement to consistently generate qualified pipeline. Maintain a minimum 3:1 pipeline-to-quota coverage ratio at all times, ensuring sufficient opportunity volume to meet and exceed quarterly and annual revenue targets. Leverage existing hospital, health system, and enterprise relationships to open doors, secure executive-level meetings, and develop new revenue opportunities. Attend and represent Rely Health at relevant industry conferences, trade shows, and networking events as requested to increase market presence and generate leads. Research and stay current on account-level intelligence including organizational priorities, budget cycles, strategic initiatives, key stakeholders, and competitive positioning. Drive all active opportunities through the Rely Health sales process, from initial discovery through proposal, evaluation, legal review, and close, maintaining disciplined and documented stage advancement. Execute structured discovery conversations with VP- and C-suite-level decision-makers to identify clinical, operational, and financial pain points and align Rely Health solutions to measurable client outcomes. Maintain rigorous CRM (Hubspot) hygiene, documenting all account activity, stakeholder maps, competitive intelligence, buying timelines, and next steps for every active opportunity. Develop and refine market-facing sales materials including one-pagers, solution briefs, ROI calculators, case study templates, and competitive battle cards based on first-hand field learnings, buyer objections, and deal-cycle insights. Translate real-world prospect conversations and win/loss patterns into compelling messaging that articulates the clinical and financial value of Rely Health's patient navigation solutions for specific buyer personas (CNO, CFO, VP Patient Access, etc.). Partner with Marketing to inform and co-develop segment-specific campaigns, targeted email sequences, and event-based outreach programs that generate net new pipeline within the assigned market vertical. Represent Rely Health as a subject matter expert and brand ambassador at targeted healthcare industry conferences, trade events, and executive roundtables, driving lead generation and brand recognition. Plan and execute targeted outreach campaigns pre- and post-conference to maximize event ROI, including personalized follow-up cadences for all qualified contacts made at events. Identify and pursue opportunities for thought leadership engagement including speaking panels, webinar participation, podcast appearances, and co-authored content with health system partners to build credibility in the assigned market segment. Maintain an active, professional LinkedIn presence, consistently sharing market-relevant content, engaging with target accounts' executive teams, and amplifying Rely Health's brand and mission to build awareness and warm inbound interest. Serve as the primary internal advocate for prospective clients during the pre-sales phase, translating client needs and expectations into actionable scoping documents and solution frameworks. Conduct in-depth discovery sessions to define technical requirements, integration dependencies, staffing implications, workflow design, and implementation complexity for each prospective deal. Partner closely with the Product team to assess feature readiness, roadmap alignment, and any customization or configuration requirements relative to prospect needs. Collaborate with Operations and Implementation teams to develop realistic deployment timelines, resource plans, and service delivery commitments to be presented to prospects during the sales cycle. Qualifications Minimum Required Qualifications: Bachelor’s Degree in Business, Marketing, or related field 15+ years of enterprise sales experience specifically in healthcare technology, SaaS, or clinical solutions, with a proven track record of closing net new business 10+ years of full-cycle enterprise sales experience specifically selling to hospital systems, health plans, physician groups, or enterprise healthcare organizations A demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level. Demonstrated track record of meeting or exceeding $1M+ annual quota and closing complex, multi-stakeholder enterprise deals Established C-suite and VP-level relationships within health systems, hospital networks, or enterprise healthcare organizations Experience managing and accurately forecasting a multi-deal pipeline in a CRM environment Strong negotiation skills with experience structuring complex, multi-year enterprise contracts Preferred Qualifications: Existing book of hospital, health system, or physician group relationships within an assigned market segment Health plan, Health System, and/or physician group sales experience with deal sizes of $100K+ Experience as a founding or early-stage sales hire at a high-growth healthcare startup, including building GTM playbooks and sales processes from scratch Experience selling AI-powered, technology-enabled services, or care navigation solutions to healthcare organizations Experience selling into both provider (health system/hospital) and payer or employer markets Experience building and presenting executive-level business cases, ROI models, and commercial proposal Competencies (Knowledge/Skills/Abilities): Required skills: expertise in Windows and Google environments with proficiency in the Microsoft Office Suite, Google Suite, including Word/Google Docs, Excel/Google Sheets, Outlook/Gmail, and PowerPoint/Google Slides. Advanced technical competencies; Active use of AI tools in everyday practice Strong business acumen and financial understanding. Strong leadership and team management skills. Excellent time management and organizational skills, with the ability to handle multiple accounts simultaneously. Successful record of managing multiple projects with demonstrated ability to work independently in rapidly changing environments. Successful record of managing multiple projects with demonstrated ability to work independently in rapidly changing environments. Ability to establish and maintain positive and effective work relationships with a diverse network of administrative leadership and staff Advanced problem solving and analytical Skills – Mathematical/analytical aptitude, ability to translate operational concepts into measurable results, and vice versa Advanced ability to analyze data sets and manipulate for story-telling and talk-track competencies Advanced ability to drive high performance, process improvement, culture and employee engagement effectively Change Management- Ability to help counterparts through difficult transitions to a new process, workflow or situation Interpersonal Skills - The ability to establish oneself as a peer or trusted partner Motivation/Drive - Self-starter and a desire for continuous learning. Going beyond what is asked to take on new challenges and create innovative solutions is critical to success, and the ability to inspire others to do the same. Dynamic communication skills – Able to lead and work closely with all levels of management and effectively manage challenging conversations with the most demanding of clients Ability to work collaboratively across departments Demonstrate ability to handle detailed work accurately and quickly, work to deadlines on multiple projects, and work as a team member in a collaborative and participatory manner. Demonstrate ability to interact both in person and over the phone with a courteous and professional demeanor. Competent with translating abstract ideas into manageable and appropriate action items and help provide direction if tasks are unclear Strong and effectively managed communication across all program stakeholders and levels of management to effectively create buy-in, engagement and clarity. Ability to identify specific action steps to advance programs that enable the client-based clinical and non-clinical teams to execute strategic plans Excellent phone skills and customer service orientation Basic knowledge of medical terminology Travels as needed to practice locations for implementation, reporting, or program support. The above statements are intended to describe the general nature and level of the work being performed by people assigned to this job. They are not exhaustive lists of all duties, responsibilities, knowledge, skills, abilities, and working conditions associated with it. Rely Health does not discriminate against any person on the basis of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information (including family medical history), veteran status, marital status, pregnancy or related condition, or any other basis protected by law. Rely Health is committed to complying with all applicable national, state and local laws pertaining to nondiscrimination and equal opportunity. Working Conditions Requires frequent use of the telephone and computer. Prolonged periods of sitting at the desk, computer work and reading can be anticipated. Ability to travel 25% of the time Benefits 401(k) Dental insurance Health insurance Vision insurance LT/ST Disability and Life Insurance Technology reimbursement Paid time off (Vacation, Sick, Holiday) Paid Parental leave Professional development Technology Reimbursement About Rely Health At Rely Health, we leverage a comprehensive suite of technology tools to ensure every patient receives personalized support throughout their healthcare journey. Our patient care navigators utilize advanced AI-driven solutions, multi-channel communication platforms, and real-time data analytics to provide high-quality, cost-effective, and accessible care to diverse communities across the United States. By combining human empathy with cutting-edge technology, Rely Health ensures comprehensive, efficient, and accessible care navigation for all patients, regardless of their location or circumstances. Our solution not only reduces worry and frustration for patients and their families but also improves overall health outcomes and reduces the total cost of care