ABOUT THIS POSITION
A Waystar AVP, National Accounts must effectively communicate with target account C-Suite Leadership, and coordinate strategy with managers, end users, and partners to ensure that the company’s revenue cycle technology advantages are clearly understood.The successful candidate will be able to manage the strategic sales process, drive metrics for the team, help close business, and be the expert in RCM for this segment.
Individuals in this position will be expected to utilize their existing experience, relationships and knowledge of selling into enterprise healthcare accounts with specific knowledge of Waystar's business, industry, and operations. A deep understanding of healthcare specific billing requirements, reimbursement, enrollment, and patient billing/payments will be necessary to lead a successful effort.
This position represents a significant opportunity to participate in a high growth, fast-paced, truly cloud based innovative organization. The successful candidate will also have the opportunity to interact with some of the most successful Enterprise organizations in the U.S.
WHAT YOU'LL DO
Prospect, close and manage a targeted list of the top relationships in the large health system & hospital markets.
The AVP, National Accounts will serve as the primary point of contact for a defined group of accounts
This role will coordinate internally with executive sponsors to support a multi-threaded engagement across key opportunities
This role will align closely with a cross-functional team including Marketing, Product, Operations, and Legal
Effective demonstration of Waystar’s RCM technologies at end user accounts.
Create and regularly maintain a 6-12 month strategic account plan including all Waystar solutions for each assigned marquee target
Achieve annual sales targets and track opportunities from discovery to close. Ensure solutions are adopted broadly, and that the intended ROI is achieved
Effective communication of the company’s value proposition with key executive decision makers to include but not limited to CEO, CFO, CIO, Purchasing and other key department management personnel
Prospecting, evaluating opportunities, presenting our products, strong negotiation skills, cold calling, product selection and supporting the customer's purchase.
Cultivate new customer relationships and maintain strong focus on the Waystar Experience through effective use of the sales and service organizations.
Ability to detail technical product features, benefits and attributes to various staff positions in healthcare customers.
Development and execution of territory business plans that employs strategic account segmentation.
Management of sales pipeline and forecasting activities through corporate CRM.
Execution of a sales process with our business partners.
WHAT YOU'LL NEED
- Establishing, building and managing relationships with C Suite level decision makers inside and outside of Waystar
- Deliver the Enterprise Strategic Account Plans and message to targeted organizations
- Develops the strategies and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers
- Track and help build a strong targeted pipeline
- Manage daily activity within Salesforce CRM system
- Work well cross-functionally for a best in class go-to-market team
- Strong working knowledge of Microsoft Office applications Excel, PowerPoint and Word
- Excellent phone and presentation skills
- Proven demonstration skills with technical products
- Successful, documented sales track record of achievement
- Able to travel up to 70% to customer sites, tradeshows, corporate meetings, etc.
- Completion of professional sales training courses strongly desired e.g. Miller Heiman, Spin Selling, etc.
Do you fit our team?
- 10-20 years selling Enterprise software into large healthcare organizations
8-10 years of sales experience in the RCM industry preferred
Healthcare billing or healthcare operations experience required preferably in health system or hospital markets
Excellent written and oral communication skills required. Must be able to drive an enterprise sales cycle from start to finish.
ABOUT WAYSTAR
Through a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle.
Waystar’s healthcare payments platform combines innovative, cloud-based technology, robust data, and unparalleled client support to streamline workflows and improve financials so providers can focus on what matters most: their patients and communities. Waystar is trusted by 1M+ providers, 1K+ hospitals and health systems, and is connected to over 5K commercial and Medicaid/Medicare payers. We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic & fun.
Waystar products have won multiple Best in KLAS® or Category Leader awards since 2010 and earned multiple #1 rankings from Black Book™ surveys since 2012. The Waystar platform supports more than 500,000 providers, 1,000 health systems and hospitals, and 5,000 payers and health plans. For more information, visit waystar.com or follow @Waystar on Twitter.
WAYSTAR PERKS
- Competitive total rewards (base salary + bonus, if applicable)
- Customizable benefits package (3 medical plans with Health Saving Account company match)
- We offer generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid holidays
- Paid parental leave (including maternity + paternity leave)
- Education assistance opportunities and free LinkedIn Learning access
- Free mental health and family planning programs, including adoption assistance and fertility support
- 401(K) program with company match
- Pet insurance
- Employee resource groups
Waystar is proud to be an equal opportunity workplace. We celebrate, value, and support diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, marital status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
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What We Do
Waystar provides market-leading technology that simplifies and unifies healthcare payments. Our cloud-based platform streamlines workflows and improves financials for healthcare providers of all kinds, and brings more transparency to the patient financial experience. The Waystar platform is used by more than 450k providers, 750 health systems and hospitals, and 5k health plans—and integrates with all major HIS and practice management systems. The financial and administrative challenges facing healthcare providers are daunting. Waystar’s technology platform simplifies and unifies healthcare payments across the revenue cycle. We empower healthcare organizations to automate manual work, gain insight into processes and performance, and ultimately collect more revenue. At Waystar, we know there’s a better, more efficient way forward. Let’s climb the mountain ahead of us to reach new heights in healthcare.
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