The Account Executive is responsible for managing the full software sales cycle for small-to-mid market clients, from prospecting and discovery through contract execution and implementation handoff. This role partners with prospective customers to understand their financial and operational objectives, demonstrating how the Lucie Platform delivers measurable value through cost containment, risk mitigation, and administrative efficiency. The Account Executive collaborates cross-functionally with Solutions Architecture, Product, and Services teams to develop ROI-driven proposals, deliver compelling platform demonstrations, and ensure a seamless customer onboarding experience while maintaining accurate CRM records and serving as the voice of the customer. This position also ensures compliance with all applicable laws and regulations and performs other duties as assigned.
Primary Duties and Responsibilities
- Manage the full software sales cycle for small-to-mid market clients, from outbound prospecting and discovery to contract execution.
- Leverage business acumen to understand a prospect's broader corporate financial goals, positioning our tech platform as a tool for cost-containment, risk mitigation, and administrative efficiency.
- Conduct compelling, data-driven platform demonstrations of the Lucie Platform.
- Maintain meticulous records of all sales activities, pipeline stages, and client communication within our CRM.
- Partner with internal solution architects and product teams to build and present comparative cost models that demonstrate clear ROI and software value to prospective clients.
- Act as a liaison between customer and Lucie to provide feedback including product features and overall satisfaction
- Work closely with the Services team to ensure a smooth onboarding and implementation experience.
- Compliance with all applicable laws and regulations
- Other duties as assigned
Qualifications
Work experience:
3+ years of professional sales experience
Foundational understanding of the Affordable Care Act (ACA) Market
Strong understanding of Field Market Organization (FMO’s)/General Agents (GA’s) and Agent workflows and behaviors
Work experience:
- 5+ years of consultative B2B sales experience, preferably in SaaS, HR technology, benefits administration, or healthcare technology.
- Experience selling to insurance agencies, brokers, Field Marketing Organizations (FMOs), General Agencies (GAs), or employer groups.
- Working knowledge of CRM platforms (e.g., Salesforce, HubSpot) and sales engagement tools.
- Experience presenting software demonstrations and communicating complex technical solutions to diverse audiences.
- Demonstrated success building business cases and articulating ROI through data-driven sales presentations.
- Familiarity with the individual health insurance market, ACA enrollment processes, and broker technology platforms.
- Proven ability to collaborate effectively with cross-functional teams, including Product, Solutions Engineering, and Customer Success.
Education:
- Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent combination of education and experience.
Skills Required
- At least 3 years of professional sales experience
- At least 5 years of consultative B2B sales experience, preferably in SaaS, HR technology, benefits administration, or healthcare technology
- Foundational understanding of the Affordable Care Act market
- Strong understanding of Field Marketing Organizations, General Agencies, and agent workflows
- Experience selling to insurance agencies, brokers, FMOs, GAs, or employer groups
- Working knowledge of CRM platforms such as Salesforce or HubSpot and sales engagement tools
- Experience presenting software demonstrations and explaining complex technical solutions
- Demonstrated success building business cases and articulating ROI through data-driven presentations
- Familiarity with the individual health insurance market, ACA enrollment processes, and broker technology platforms
- Ability to collaborate with Product, Solutions Engineering, and Customer Success teams
- Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent education and experience
What We Do
IHC Specialty Benefits, Inc. is a licensed insurance agency and national brokerage that connects individuals, families, and small businesses to health and supplemental insurance products. The company works with producers, affinity groups, and membership associations, providing the technology and support needed to navigate the health insurance landscape. It operates as a technology-driven, full-service marketing and distribution firm focusing on small employer and individual consumer products.
