Enterprise Account Executive

Handtevy-Pediatric Emergency Standards•Davie, FL

5d•$160,000 - $190,000•Hybrid

About The Position

Handtevy is hiring an Enterprise Account Executive to own a named portfolio of the company’s largest and most strategic EMS and hospital health-system accounts, including multi-facility health systems, academic medical centers, and high-volume EMS agencies. The role focuses on a defined list of strategic accounts rather than a geographic territory, where wins can significantly affect Handtevy’s position in a market. The position reports to the Director of Sales. Enterprise sales are strategic, executive-led, and outcome-driven. Buyers include C-suite executives, Chief Medical Officers, Chief Nursing Officers, CFOs, System Medical Directors, and quality and safety leaders. Sales cycles typically span 9 to 18 months and may involve procurement, legal, IT security reviews, and clinical governance committees. The role also partners with Customer Success and Clinical Education on multi-site rollout planning and shares competitive, clinical, and procurement insights with product and marketing. The position is based at Handtevy’s South Florida headquarters in a hybrid arrangement, with three days in the office. Total on-target earnings are $160,000 to $190,000 at plan, with a 60/40 base/variable split and accelerators above 100% attainment.

Requirements

At least 8 years of B2B sales experience, including at least 4 years personally carrying an enterprise quota.
Demonstrated success closing deals of $100,000 or more with buying committees of at least 5 stakeholders, with examples that can be discussed in detail.
Executive selling experience, including using C-suite relationships to advance deals.
A clear, repeatable approach to qualifying long-cycle enterprise deals, with the ability to explain how it changed an outcome.
Forecast discipline, including producing an independent forecast and explaining deal categorization.
Ability to sustain momentum and maintain champion engagement through long sales cycles, including 12-month pursuits.

Nice To Haves

Direct sales experience with hospital health systems, academic medical centers, or large EMS and fire systems.
Familiarity with clinical workflows, including ED operations, pre-hospital care, medication administration, protocols and pathways, and quality and patient safety programs.
Experience with health-system procurement, IT security review, and clinical governance approval processes.
Experience working with Group Purchasing Organizations, state EMS offices, or public-sector cooperative purchasing.
Experience selling in an emerging or newly defined product category.
Track record carrying an annual quota of $700,000 or more at greater than 85% attainment.

Responsibilities

Develop a named-account strategy for each portfolio account, including organizational mapping, entry points, executive sponsorship plans, and competitive positioning.
Build and maintain relationships with C-suite and system leaders, securing an executive sponsor for every active pursuit.
Multi-thread across buying committees, typically involving 5 to 8 stakeholders from clinical, operational, financial, and technical functions.
Apply rigorous qualification to active opportunities, including decision process, paper process, and competitive landscape, and review these weekly.
Create mutual close plans for late-stage opportunities, including timelines, owners, exit criteria, and named executive sponsors on both sides.
Navigate system procurement, legal, IT security, and clinical governance to negotiate and close multi-year, multi-site agreements.
Plan multi-site rollouts with Customer Success and Clinical Education, sequencing implementation across facilities.
Manage public-sector and cooperative purchasing, including state EMS contracts, Group Purchasing Organization agreements, sole-source justifications, and cooperative purchasing vehicles.
Share competitive, clinical, and procurement insights from accounts with product and marketing.