Sr. Sales Executive, Hospitals & Health Systems Job Opening

Sr. Sales Executive, Hospitals & Health Systems

Waystar

• Duluth, Georgia
Category: Sales Executive
Waystar modernizes the healthcare revenue cycle through innovative, cloud-based technology. We provide the highest-rated client experience to more than 450,000 providers, 22,000 healthcare organizations and 750 health systems and hospitals around the country. Together, our technology, data and client support streamline workflows and improve financials for our clients, so that they can focus on their patients. We are deeply committed to living out our organizational values: honesty; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic and fun.

Our Purpose

We simplify and unify the healthcare revenue cycle. Waystar leads the RCM industry provides best in class cloud-based RCM solutions that allow clients to collect more with less cost and less stress, so they can focus on their goals, patients, and communities.

What is the purpose of this position?

A Waystar Sr. Sale Executive 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.

Key Responsibilities Include
  • Prospect, close and manage a targeted list of the top 60 relationships in the large hospital and health system market.
  • Sr. CRE will serve as the primary point of contact for a defined group of accounts which will include IDN’s (Marquee accounts), Academic Medical Centers, and other accounts as assigned
  • The Sr. CRE will serve as the primary point of contact for all strategic sales opportunities, upsell and cross-sell for targeted account owned and affiliated entities and manage relationships after implementation in careful coordination with Client Success (CSX) teams.
  • Effective demonstration of Waystar’s RCM technologies at the hospitals, health systems and end user accounts.
  • Create and regularly maintain a 24-36 month strategic account plan including all Waystar solutions for each assigned marquee target.
  • Achieve annual sales targets and track opportunities from discovery to close. Insure solutions are adopted broadly, and that the intended ROI is achieved.
  • Work cross-functionally with CSX and Solution Adoption to achieve annual booking plans, insure renewals are planned as a part of the strategic planning process.
  • 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 current customers 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.
  • Provide sales support to national value added resellers, regional distributors, integrated solution providers and OEM Partners.
  • 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 through and with our business partners.

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 Hospital RCM.
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 and payments will be necessary to lead a successful team.
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/Hospital organizations in the U.S.

Looking for some details?

  • 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-function for a best in class go-to-market team of professionals
  • Track record of experience in an industry that requires a complex sales
  • Experience interacting with key decision makers in situations with highly complex related solution as part of a sales process
  • 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?

  • 4-year Degree or equivalent experience
  • 15-20+ years selling Enterprise software in hospitals, large hospital and health systems
  • 8-10 years of sales management in the RCM industry preferred
  • Healthcare billing or healthcare operations experience required preferably institutional and provider billing knowledge
  • Excellent written and oral communication skills required. Must be able to drive an enterprise sales cycle from start to finish


In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.