Enterprise Account Executive, Strategic Pursuits

xCures Inc.

5d•$140,000 - $175,000•Remote

About The Position

This role is for individuals who enjoy tackling challenging accounts that have been difficult to close and are trusted to find solutions. It offers significant autonomy, as there is no predefined playbook for this territory, allowing the individual to define their own approach. The position is ideal for someone who wants to be a go-to resource for critical deals and enjoys solving problems that have a meaningful impact on people's lives and well-being. The role also offers opportunities for rapid growth and the chance to influence strategy and execution. The team consists of experienced professionals with backgrounds in software systems, molecular biology, clinical oncology, and clinical and regulatory operations.

Requirements

At least 8 years in enterprise sales, business development, or strategic partnerships, preferably in SaaS or tech-driven industries
Consistent attainment against a $1.5M or larger annual quota
Demonstrated record of landing net-new enterprise logos with no inbound and no inherited relationship
Strong understanding of the healthcare ecosystem across payer, provider, diagnostics, and life sciences markets
Consultative selling skills with senior decision-makers, including CIO, CMIO, CMO, CFO, and COO
Ability to earn credibility inside a peer's account quickly, and to leave that relationship intact
Comfort operating with ambiguity, wide latitude, and personal accountability for the result
Written and verbal communication strong enough to brief an executive team on what you found and what it means
Sound judgment on where to spend the week when every account claims to be the priority
Fluency in a value-based selling methodology such as MEDDIC, Challenger, or SPIN

Nice To Haves

Experience on a pursuit team, capture team, or a similar small unit formed for hard deals
Experience building sales enablement content out of your own field work
Undergraduate degree in a health sciences or technical field
Graduate degree in a relevant subject area
Customer management experience using a CRM system like HubSpot
Previous professional experience in the SaaS or healthcare domain
Strong technical skill sets

Responsibilities

Own an assigned portfolio of enterprise accounts that carry no active pipeline, and build entry from nothing
Design the entry strategy account by account, without inbound, marketing air cover, or an existing relationship to inherit
Deploy into live enterprise deals as the specialist the owning account executive pulls in when the stakes are highest
Run discovery and executive conversations inside accounts where you do not own the relationship, and protect that relationship while you do it
Sell business value to C-suite and executive stakeholders across clinical, technical, financial, and operational functions
Navigate multi-threaded sales motions involving legal, IT, procurement, security, and executive sponsors
Turn every pursuit into a reusable asset: entry plays, objection handling, supporting evidence, and executive narratives
Brief Product, Product Marketing, and Sales on what you learn in the field, with enough specificity to act on
Use your pricing and structuring latitude, and defend the calls you make
Manage pipeline, forecasting, and activity in HubSpot with the discipline a small team depends on
Meet and exceed quarterly and annual targets across both owned and assisted revenue