Business Development Executive, Healthcare

Access Information Services•Peabody, MA

2d•Remote

About The Position

The Business Development Executive is a quota-carrying role focused on accelerating growth across North America. The role has a dual mandate: manage and grow an assigned book of existing Access customers through relationship building, renewals, upselling, and cross-selling; and generate new business among hospitals, health systems, and physician groups. The successful candidate has experience selling enterprise software and an understanding of healthcare organizations’ clinical and operational data needs. The Executive conducts discovery, presents and demonstrates Unify Health, and works with pre-sales and product teams to configure appropriate service tiers and build business cases. They manage the full sales cycle, coordinate internal teams to support a smooth customer transition, maintain pipeline and forecast information in Salesforce, and provide market and competitive insights. The position reports directly to the VP of Sales and contributes to the company’s go-to-market approach. The role is remote with a distributed team and requires travel as needed for customer meetings, onsite presentations, and industry conferences.

Requirements

At least 5 years of demonstrated success in B2B sales, including at least 3 years selling SaaS, cloud platforms, or enterprise software.
Experience selling into healthcare, including hospitals, health systems, physician practices, payers, or health IT/technology providers.
Strong understanding of healthcare operations, health information management challenges, and healthcare organizations’ IT and clinical environments.
A record of meeting or exceeding quota in a net-new business capacity and experience managing complex, multi-stakeholder sales cycles.
Excellent interpersonal and communication skills, including the ability to engage technical and clinical buyers as well as executive sponsors.
Ability to translate technical platform capabilities into tangible operational and business value for non-technical audiences.
Proficiency with CRM software; Salesforce is preferred; and familiarity with modern sales productivity tools.
Self-motivation, organization, and comfort working remotely with a distributed team.
Willingness to travel as required for customer meetings, onsite presentations, and industry conferences.

Nice To Haves

Experience selling healthcare data management, document management, or digital transformation solutions.
Familiarity with healthcare data standards such as HL7, FHIR, or DICOM, or clinical coding systems such as ICD-10 or CPT, and related workflows.
Existing relationships in health information management, clinical informatics, or IT functions at healthcare organizations.
Knowledge of healthcare data governance frameworks and regulatory requirements such as HIPAA and HITECH.
Experience with value-based or solution-selling methodologies such as MEDDIC or Challenger.
A degree in Health Information Management, Healthcare Administration, Information Management, Business, or a related field.

Responsibilities

Manage an assigned book of business and build trusted relationships with existing Access customers.
Drive subscription renewals, identify upsell and cross-sell opportunities, and help customers realize value from the platform.
Identify and engage healthcare providers and health systems, generating a self-sourced pipeline through outbound prospecting, industry networks, referrals, and events.
Conduct discovery to understand prospective customers’ data challenges, legacy systems, and digitalization objectives.
Explain how Unify Health’s platform and service tiers address customer needs.
Deliver tailored, value-driven presentations and demonstrations.
Collaborate with pre-sales and product teams to configure customer tiers and services and develop business cases focused on ROI, predictable pricing, and operational efficiency.
Build relationships with HIM Directors, IT Directors, Chief Medical Information Officers, Revenue Cycle leaders, and other stakeholders; serve as an advisor during and after the sales cycle.
Own the complete sales cycle from initial engagement through contract negotiation and coordinate internal departments for customer transition and experience.
Maintain accurate pipeline activity in Salesforce, provide regular forecasts to leadership, and share competitive and market insights to inform product and go-to-market strategy.