The Role
Own full sales cycle for new enterprise logos in the Northeast territory, build and manage pipeline using MEDDIC and HubSpot, deliver consultative ROI-driven presentations to C-suite, partner with Sales Engineering/SDR/Marketing/Product, represent company at events, and ensure smooth handoffs and expansion opportunities post-sale.
Summary Generated by Built In
New Business Development & Pipeline Management
- Own the full sales cycle for net-new enterprise logos within an assigned Northeast (Remote) 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.
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.
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.
Skills Required
- 5+ years quota-carrying enterprise SaaS sales experience 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 and ability to build and present ROI-driven business cases to C-suite stakeholders.
- Working knowledge of revenue cycle management fundamentals (patient access, charge capture, coding, claims submission, payer adjudication, denial management, payment posting).
- Experience managing pipeline and forecasting discipline in a modern CRM (HubSpot preferred); familiarity with MEDDIC/MEDDICC or similar frameworks.
- Exceptional written and verbal communication skills; ability 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.
- Prior experience selling into RCM, health system finance, or physician group operations (vendor, payer, or provider-side).
- Existing relationships with EHR/PM vendors (HST Pathways, eClinicalWorks, AdvancedMD, Epic, Athenahealth) or specialty markets.
- 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.
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The Company
What We Do
MedEvolve is a healthcare technology provider specializing in AI-driven revenue cycle automation and analytics. Its primary mission is to empower healthcare organizations to automate processes, reduce labor costs, and improve margins through its Effective Intelligence (Ei) suite, which optimizes the entire revenue cycle process from financial clearance to medical billing.
