Drive revenue for named healthcare accounts across the Northeastern US through strategic account planning, consultative selling, and cross-functional collaboration. Build executive relationships, develop ROI-driven business cases, manage complex deal structures, and leverage PCC platform and sales enablement tools to meet quota, expand accounts, and ensure long-term value realization alongside Customer Success.
We are seeking a dynamic and results-oriented Named Regional Account Executive to join our high-performing team. This role is responsible for driving revenue growth through strategic account planning, consultative selling, and strong collaboration with internal teams. The ideal candidate will be skilled in identifying customer needs, building strategic relationships, and executing sales strategies that deliver measurable value to healthcare clients. The territory is in the Northeastern US.
Key Responsibilities
1. Strategic Account Planning & Pipeline Development
· Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities (including Develop & Retain accounts in our RADO model)
· Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns.
· Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment.
2. Customer Engagement & Relationship Management
· Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers.
· Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities.
· Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch and to ensure long-term account value realization.
3. Consultative Selling & Opportunity Management
· Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems.
· Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities and the “Packaging for Optimal Value” model to support sales efforts within each client’s financial and care delivery model.
· Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value.
4. Product Knowledge & Cross-Selling
· Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends (e.g., CMS, state regulations) relevant to the assigned region.
· Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory.
· Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust.
5. Negotiation & Deal Structuring
· Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounting.
· Confidently navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements BAAs, to accelerate deal closure while protecting company interests. (Nice-to-have)
· Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development.
· Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools.
· Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention, aligning with value-based selling principles and long-term customer outcomes.
6. Communication & Influence
· Synthesize complex product and business information into compelling, client-relevant stories that speak to both clinical and financial audiences.
· Differentiate between hard vs. soft savings, articulating impact through the lens of client priorities and industry language.
· Guide internal debriefs with POD team members post-client meetings to refine messaging and identify gaps or follow-up actions.
7. Leadership & Collaboration
· Act as the primary account owner, orchestrating a cross-functional POD (including Solution Architects, CSMs, and Product SMEs) to deliver cohesive client value.
· Coordinate and contribute to Success Reviews, Success Plans, and Executive Briefings to ensure increased utilization and value realization across the client lifecycle.
· Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing.
Maintain strong performance across core metrics, including monthly bookings, Net Revenue Retention (NRR), client expansion, and NPS.
Minimum Requirements
- 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms.
- Proven track record of building high-value relationships and closing complex, multi-stakeholder deals.
- Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations.
- Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling.
- Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).
Travel:
50% travel expected. Territory is Northeastern US-based, with occasional travel to headquarters in Toronto, Canada.
At PointClickCare, base salary and commissions are among the many components that make up our total rewards package. The US on target earnings range (base salary + commissions) for this position is $189,000 - $210,000 + benefits. Our ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all US locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.
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