Account Executive III, Client Growth-Wound Care (Inside Sales Account Executive III) - REMOTE

Net Health•Pittsburgh, PA

2d•Remote

About The Position

The Account Executive III, Client Growth, sells AI-based and other value-added solutions to Net Health Wound Care’s existing clients, including hospital outpatient department (HOPD) wound centers, private practices, and Tissue Analytics clients. The role is conducted primarily by phone and video and owns opportunities from first outreach through negotiation and close. Add-on and new-product sales represent about 80% of quota, while renewals represent about 20%. Active, strategic outbound selling to the assigned client base is a core requirement and takes about 60% of working time. The remaining time includes renewal work, with add-ons positioned in every renewal conversation. The position calls for ROI analysis, value-based selling, formal presentations, and on-site visits for material opportunities. Travel may be up to 25%. The role also mentors new Account Executives and completes special projects as assigned. Compensation is listed as $80,000–$100,000 USD plus up to $100,000 USD OTI.

Requirements

Bachelor’s degree or equivalent experience.
At least 5 years of B2B sales experience, including 3 or more years in a quota-carrying closing role.
At least 2 years of experience selling healthcare SaaS or health IT.
Demonstrated experience in proactive outbound prospecting or account-based selling into an installed client base, including a track record of selling new solutions to existing clients and documented quota attainment.
Ability to manage a territory independently, primarily through remote selling, and prioritize outbound time and pipeline creation alongside renewals and upselling.
Strong ROI modeling and formal presentation skills with clinical, financial, and executive audiences.
Ability to explain AI-based solutions and their measurable outcomes to buyers.
Ability to travel up to 25%.
Experience using Salesforce.
Experience using Microsoft 365, including Excel and PowerPoint.

Nice To Haves

Experience selling AI-based solutions.
Experience selling to wound centers, physician practices, or post-acute care.
Familiarity with wound care reimbursement and quality reporting.
History of carrying a $600,000 to $1 million annual quota.
Experience with Outreach or Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, and AI productivity tools.

Responsibilities

Conduct active, strategic outbound outreach to existing clients in an assigned territory or named-account portfolio through phone, email, video, in-person, and digital channels, dedicating about 60% of working time to outbound activity.
Drive utilization and adoption of newly released and emerging Net Health products and SKUs, leading with AI-based and value-added solutions and matching solutions to client needs.
Use product-ownership data, SKU whitespace analysis, and usage information to prioritize accounts and select suitable solutions for outbound efforts.
Build and execute account-level outbound plans, multi-touch campaigns, and sales plays, including engagement with parent organizations and multi-site clients, to uncover needs and create and advance qualified pipeline.
Partner with Marketing, Product, Client Success, and Sales Development on campaigns, messaging, hand-offs, and client feedback about new products and SKUs.
Meet or exceed outbound activity, pipeline creation, adoption, new-product and SKU bookings, renewal, and upsell goals; maintain 3x pipeline coverage.
Record outbound activity and outcomes in the CRM and tag outbound-sourced opportunities according to department guidelines.
Mentor and coach new Account Executives.
Complete special projects assigned by the supervisor.
Own renewals for an assigned book, beginning engagement 120 days before term end or earlier as appropriate to the care setting; secure on-time renewals at healthy pricing and position add-ons in every renewal.
Partner with Client Success to identify retention risk and expansion signals and address concerns that could affect on-time renewals.
Develop relationships with clinical, financial, and executive leaders at wound centers, practices, and hospitals.
Own opportunities from first outreach through negotiation and contract close to drive add-on, renewal, and upsell growth.
Serve as a subject matter expert on Net Health software solutions, wound care workflows, reimbursement, and AI-based solutions.
Develop and maintain account plans covering short-, mid-, and long-term strategies for the existing client base, including whitespace, buying committees, and budget cycles.
Build client-specific ROI analyses and business cases and deliver formal presentations and executive business reviews to clinical, financial, and executive leaders.
Travel to client sites for material opportunities, executive meetings, and key renewals, up to 25%.
Stay current on wound care reimbursement and policy changes and use them to create urgency with buyers.
Complete and update the quarterly Sales Territory Plan, including outbound targets and campaign priorities for new products and SKUs.