Strategic Account Executive

PAR is seeking a Strategic Account Executive to drive new business development across healthcare verticals in the Eastern United States. This is a hybrid  role — you will be responsible for identifying, qualifying, and closing new accounts with organizations that rely on psychological assessments for clinical decision-making, patient screening, and treatment planning – as well as working the Outgrow system to expand existing business and accounts

Healthcare represents $1.2M of PAR's 2026 revenue target. The Eastern US has a concentration of substance abuse treatment centers, PE-backed behavioral health groups, and multi-clinician practices — all segments where PAR's assessments are proven and differentiated.

You will work closely with our Subject Matter Experts, Customer Service , and Customer Success teams to bring clinical expertise and technical depth to every opportunity.

These are your core markets. You must understand the clinical workflows, buying cycles, and decision-making structures.

Market Size: $143B | 17,561 facilities nationwide

What You Need to Know:

• Accreditation requirements drive assessment adoption — CARF, Joint Commission, and state licensure all require standardized screening for trauma history, co-occurring disorders, and risk assessment
• PE-backed consolidation is accelerating — groups like BHG (Baymark Health Group), AAC (American Addiction Centers), and regional operators are standardizing protocols across multiple facilities
• Eastern US concentration: FL, NY, PA, and NJ have high densities of treatment facilities
• Key PAR products: SASSI-4 (substance abuse screening), PAI/PAI Plus (personality, psychopathology), TSI-2 (trauma symptoms), DAPS (post-traumatic stress)

Market Size: $195B | Hospital-based and freestanding psychiatric facilities

What You Need to Know:

• Assessments inform admission, treatment planning, and discharge readiness — clinical teams need objective measures for mood disorders, psychosis risk, and cognitive function
• Large health systems dominate: Academic medical centers, regional health networks, and integrated delivery systems
• Eastern targets: Hackensack Meridian Health, Penn Medicine, Yale New Haven, Mount Sinai, Jefferson Health
• Western targets: Kaiser Permanente, Sutter Health, Providence, CommonSpirit Health
• Key PAR products: PAI/PAI Plus (psychiatric assessment), BRIEF2 (executive function), NAB (neuropsychology battery), PARiConnect (digital administration)

Market Size: $89B | Groups with 10+ clinicians, often PE-backed

What You Need to Know:

• Standardization is the pain point — when practices scale beyond 10 clinicians, inconsistent protocols create compliance risk and quality variability
• PE-backed groups are acquiring rapidly — they need scalable assessment frameworks across multiple locations
• Flagship example: LifeStance Health (300+ locations) — uses PAR assessments for ADHD, anxiety, depression evaluations
• Key PAR products: PAI (comprehensive personality), BRIEF2 (executive function), RIAS-2 (intelligence), NEO-PI-3 (personality traits)

Opportunistic pursuit when leads emerge. Product Specialist provides deep expertise for these specialties.

• Bariatrics: Pre-surgical psychological evaluations — PAI Bariatric Score Report
• Pain Management: Chronic pain clinics, pre-surgical screening — PAI, MMPI-3 referrals
• Transplant: Pre-transplant psychological evaluations — PAI, TSI-2
• Fertility/Surrogacy: Psychological screening for donors/surrogates — PAI, clinical interviews
• Forensics: Court-ordered evaluations, custody assessments — PAI, specialized forensic measures

All activities are logged daily in HubSpot. Weekly scorecard review with Associate Director of Sales Operations .

Activity

Weekly Target

Discovery Calls Conducted

6+ per week

Demos / Presentations

4+ per week

Proposals / Quotes Sent

2+ per week

Pipeline Coverage

2x target minimum

MUST-HAVES — Non-negotiable requirements for this role:

• 3-5+ years of B2B sales experience in healthcare with demonstrated quota attainment
• Direct experience selling to behavioral health, substance abuse treatment, OR multi-clinician practices — you must understand the clinical workflows, decision-making structures, and buying cycles in at least one of our primary verticals
• Existing relationships in the Eastern U.S. healthcare market that can be leveraged immediately
• Experience with consultative/solution selling methodologies (e.g., SPIN, Challenger, MEDDIC)
• Proficiency with CRM systems (HubSpot preferred, Salesforce acceptable)
• Bachelor's degree in business, healthcare administration, psychology, or related field

STRONG PREFERENCES — These will accelerate your success:

• Experience selling psychological assessments, clinical software, or diagnostic tools — understanding of test administration, scoring, and interpretation
• Background in behavioral health technology (EHR, clinical decision support, patient engagement platforms)
• Familiarity with healthcare compliance requirements (HIPAA, accreditation standards, clinical documentation)
• Experience selling into PE-backed healthcare organizations — understanding of roll-up dynamics and standardization priorities
• Knowledge of accreditation bodies (CARF, Joint Commission) and how they drive assessment requirements
• Master's degree or clinical background in psychology, counseling, or related field (not required)

The ideal candidate is currently selling clinical software, healthcare IT, or SaaS solutions to behavioral health organizations and can hit the ground running. You've sold into substance abuse treatment centers or large psychiatric practices. You understand the difference between a Clinical Director and a CFO — and you can speak to both about assessment validity AND ROI. You're not afraid of complex sales cycles with multiple stakeholders, and you've navigated healthcare procurement processes, including RFPs, vendor evaluations, and compliance reviews. You have a network of contacts in the Eastern US healthcare market that you can leverage from day one.

• PAR orientation and system setup (HubSpot, PARiConnect, internal tools)
• Product training with Subject Matter Experts  (Product Specialist, PhD)
• Healthcare vertical certification — Substance Abuse, Inpatient Psychiatrics, Multi-Clinician
• Shadow calls with existing team, role-play exercises
• Milestone: Demo to VP of Customer Success and Associate Director of Sales Operations , 25 target accounts identified
• Fluid understanding of PAR’s Knowledge Hub resource.
• Complete understanding of Outgrow and EOS systems

• Begin prospecting in the assigned territory
• First 10+ discovery calls conducted
• First solo demos delivered
• 50% of activity targets met
• Milestone: 5 demos completed, pipeline >$100K

• Full activity standards in place
• Independent pipeline management
• Drive deals toward close
• 100% of activity targets met
• Milestone: First Closed Won opportunity

Day 91+: Full accountability to standard KPIs and revenue targets