Enterprise Account Executive (Utah)

## Description
**New Business Development & Pipeline Management**

• Own the full sales cycle for net-new enterprise logos within an assigned Utah territory — prospecting, discovery, solution design, proposal, negotiation, and close.
• Build and manage a qualified pipeline sufficient to consistently exceed quarterly and annual quota, using MEDDIC/MEDDICC to qualify and forecast opportunities in HubSpot.
• Partner with the SDR Center of Excellence to convert outbound-sourced meetings into Sales Accepted Opportunities (SAOs) and self-source additional pipeline through outbound prospecting and channel relationships.
• Maintain accurate, up-to-date pipeline hygiene and forecasting in HubSpot to support weekly deal coaching and leadership reporting.

**Value-Based, Consultative Selling**

• Articulate MedEvolve's "Touch Tax" framework and Operational Intelligence positioning to quantify the cost of manual, non-actionable touches in a prospect's revenue cycle.
• Leverage the Touch Tax Seller Tool and ROI/pricing workbook to build compelling, data-driven business cases tailored to each buyer persona (CFO, VP RCM, COO, PE Operating Partner).
• Deliver polished, executive-level presentations and proposals to C-suite and operational stakeholders, positioning Ei Suite, PowerAnalytics 2.0, and prior authorization automation against the prospect's specific pain points.
• Partner with Sales Engineering to scope technical requirements, integration needs, and proof-of-concept workflows that de-risk the buying decision.

**Cross-Functional Collaboration**

• Work closely with the Chief Revenue Officer and fellow Account Executives on deal strategy, objection handling, and competitive positioning.
• Partner with Marketing on account-based campaigns, reference calls, and proof-point customer stories (e.g., MODOC, Arrowhead, OBHG) to accelerate deal velocity.
• Provide structured field feedback to Product and Marketing on prospect objections, competitive intelligence, and messaging effectiveness.
• Represent MedEvolve at industry trade shows, conferences, and regional healthcare finance events.

**Customer Transition & Retention**

• Lead smooth handoffs to Implementation and Customer Success post-signature, ensuring all commercial and technical commitments are documented.
• Identify and cultivate expansion and upsell opportunities within closed accounts in partnership with Customer Success.

## Qualifications
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| **REQUIRED QUALIFICATIONS** |

• 5+ years of quota-carrying enterprise SaaS sales experience, with a demonstrated track record of exceeding quota in healthcare IT, RCM, or digital health.
• Proven success closing complex, multi-stakeholder deals of $100K+ ACV with health systems, physician groups, specialty practices, or RCM services organizations.
• Strong consultative selling skills, with the ability to build and present ROI-driven business cases to C-suite stakeholders (CFOs, COOs, VPs of RCM, PE Operating Partners).
• Working knowledge of revenue cycle management fundamentals: patient access, charge capture, coding, claims submission, payer adjudication, denial management, and payment posting.
• Experience managing pipeline and forecasting discipline in a modern CRM (HubSpot preferred); familiarity with MEDDIC/MEDDICC or similar qualification frameworks.
• Exceptional written and verbal communication skills, with the polish to run executive-level meetings independently.
• Based in or willing to travel regularly across the assigned territory; ability to travel to prospect and customer sites as needed.
• Bachelor's degree or equivalent professional experience.

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• | **PREFERRED QUALIFICATIONS** |

• Prior experience selling into RCM, health system finance, or physician group operations, either as a vendor, payer, or provider-side operator.
• Existing relationships with EHR/PM vendors (HST Pathways, eClinicalWorks, AdvancedMD, Epic, Athenahealth) or specialty markets (orthopedics, GI, dermatology, ophthalmology, OB/hospitalist).
• Experience selling AI/ML-powered analytics, workflow automation, or prior authorization solutions in a healthcare context.
• Familiarity with value-based care models, MSSP/ACO structures, or PE-backed platform operating models.
• Experience partnering with an SDR or BDR function in a structured outbound motion.