Account Executive
About The Position
At Paradigm, we're revolutionizing home care through innovative technology. As the fastest-growing tech company in this sector, we empower home care agencies with cutting-edge solutions in billing automation, growth education, authorization management, and beyond. We believe that by streamlining agency operations with third-party payers like the Department of Veterans Affairs and Medicaid, we ultimately enhance the quality of care for seniors, veterans, and underserved communities. We foster a dynamic and collaborative work environment where new ideas are welcome, and creativity thrives. Joining our team means becoming part of a supportive community that values continuous learning and excellence. We're on a mission to revolutionize home care and are looking for passionate individuals to help us make a lasting, positive impact.
Requirements
- Minimum of 2 to 4 years of quota-carrying sales experience with closing responsibility in SaaS, healthcare technology, or home health or home care services required
- Demonstrated experience with a structured, problem-centric or customer-centric sales methodology, such as SPIN Selling, SPICED, Challenger, Sandler, MEDDIC/MEDDPICC, or a similar framework required
- Experience selling to small and mid-sized businesses where the owner also runs daily operations
- Experience selling to first-time technology buyers or replacing manual, paper-based processes
- Familiarity with VA, Medicaid, waiver programs, or revenue cycle management
- Experience selling a combined software and services offering
- Ability to follow up consistently on routed leads while also building your own pipeline
- Track record of meeting or exceeding sales targets, with attainment numbers you can share
- Hands-on CRM experience managing deals from first contact to close; HubSpot experience strongly preferred
- Experience building and running sales sequences and using engagement data to prioritize follow-up
- Ability to research and understand complex government and payer documentation
- Strong discovery and listening skills, and comfort discussing costs, pricing, and ROI
- Excellent communication, interpersonal, and negotiation skills
- Empathy for the daily operational challenges home care agencies face
- Comfortable working at a growing company with a product that continues to evolve
- Self-motivated to meet activity goals without close supervision
- Willingness to study industry resources and build expertise in VA and Medicaid programs
Responsibilities
- Work qualified leads routed from across the business
- Self-source additional pipeline through outbound prospecting, referral partners, and event follow-up
- Maintain strong pipeline coverage against your quarterly quota at all times
- Build and maintain territory account plans covering your top target agencies
- Work routed and self-sourced leads against defined fit and interest criteria; disqualify quickly and document why
- Advance deals on evidence, not optimism; each stage has exit criteria that must be satisfied and logged before a deal moves forward
- Conduct structured discovery that surfaces the agency's current billing workflow, denial and A/R pain, payer mix, and the cost of the status quo
- Multi-thread every deal (agency owner, billing lead, and operations) rather than relying on a single champion
- Build and maintain a mutual action plan with the buyer on every late-stage opportunity
- Conduct in-person and virtual sales presentations to prospective clients
- HubSpot is our single system of record and must be kept current daily with activities logged, next steps dated, and deal stages accurate
- Build, run, and iterate on outbound cadences using HubSpot Sequences and associated sales cadencing and workflow tooling
- Submit an accurate weekly forecast and defend it in pipeline review
- Partner with Implementation, Billing, Operations, and Customer Success to hand off clean, well-qualified accounts
- Feed competitive intelligence, pricing pressure, and product gaps back to Marketing and Product
- Attend trade shows and other events to network and promote Paradigm, with approximately 10% annual travel expected
- Keep up to date with industry trends and the competitive landscape to identify opportunities and challenges
- Other duties as assigned
Benefits
- Medical, dental, and vision benefits
- 401k retirement plan
- Paid time off
- Professional development support
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
