The Role
The Regional Territory Account Executive drives revenue growth, manages client relationships, collaborates with sales teams, and identifies upsell opportunities.
Summary Generated by Built In
As a Regional Territory AE, you will be responsible for driving revenue growth across a defined territory of ~150–300 accounts. This Account Executive role is a key player on our sales team, with a focus on engaging opportunistic accounts and those under 150 beds. You will introduce new packages and services to existing customers, identify whitespace opportunities, and cultivate long-term relationships that deliver business value.
You will report into a Sales Director and you’ll be working alongside other SDR’s, and Account Executives (AE) to meet sales targets. This team model allows for lots of collaboration and the ability to share stories/best practices.
This role is part of a broader transformation to improve customer experience, align with PCC’s state model, and streamline account transitions. You’ll be a key player in helping customers realize value outcomes while contributing to a scalable and efficient customer engagement model.
Key Responsibilities
- Identify customer needs and develop effective sales strategies via phone, email, and in-person engagement.
- Generate and maintain a consistent pipeline through proactive lead generation and outreach.
- Collaborate with Customer Success Managers post-launch to ensure value delivery and identify upsell opportunities.
- Leverage deep knowledge of PointClickCare’s packages, products and services to identify and communicate cross-sell and add-on opportunities to customers.
- Manage moderate to complex transactions with speed and accuracy in a fast-paced environment.
- Engage with strategic accounts and support training and coaching of other sales reps as needed.
Qualifications & Skills
- 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms.
- Proven track record of building high-value relationships and closing complex, multi-stakeholder deals.
- Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations.
- Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling.
- Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).
At PointClickCare, base salary and commissions are among the many components that make up our total rewards package. The US on target earnings range (base salary + commissions) for this position is $112,000 - $117,000 + benefits. Our ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all US locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.
Travel Expectations: 20%
Internal Band: Sales C P2
Top Skills
360 Insights
Clari
Gong
Salesforce
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The Company
What We Do
PointClickCare is the market leader driving the transformation of healthcare vulnerable and complex populations through a broad, connected care network powered by deep insights with a commitment to value, outcomes and innovation. We connect post-acute and acute care settings, people and systems like no other company. Our steadfast commitment to our culture and to providing growth opportunities to our employees is evidenced by recent recognition of PointClickCare as one of Canada’s best-managed companies and most admired corporate cultures.
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