Founding Sales Executive (Health System Sales)

The Health Management Academy • Arlington, VA

40d

About The Position

The Health Management Academy (THMA) brings together health system leaders and innovators to collectively address the industry’s biggest challenges and opportunities. By assisting executives in cultivating peer networks, understanding key strategic trends, establishing pragmatic partnerships, and developing next-generation leaders, our members are better positioned to lead industry transformation. The Health Management Academy offers a dynamic atmosphere with significant opportunities for employees. If you are interested in contributing to a member-centric, creative, and collaborative workforce while deeply influencing top leaders and institutions in healthcare, THMA could be the right place for you! Position Description: The Founding Account Executive will own the full sales cycle—from sourcing and prospecting to pitching, negotiating, and closing complex enterprise deals. The successful candidate will be comfortable running point on complex, multi-stakeholder enterprise opportunities, selling a product that is rapidly evolving, and collaborating tightly with product and leadership to refine messaging, packaging, and roadmap. This is a zero-to-one builder role that will require high trust, high autonomy, and high impact. This role is an individual contributor position.

Requirements

• 7–12 years of experience in enterprise healthcare software sales (preferably in workforce tools)
• Track record of meeting or exceeding complex quota targets.
• Experience selling to health systems (clinical, operational, innovation, or IT stakeholders).
• Prior success in startup, early-stage, or ambiguous environments strongly preferred.
• CRM experience (Salesforce or similar).
• Skilled negotiator who builds principled deals aligned to mutual success.
• Willingness to travel for customer meetings and industry events.
• Low ego, ownership-first mindset.
• Exceptional written communicator—concise, persuasive, and clear.
• Comfortable being “the only one” in sales at the beginning.
• Motivated by building something important, not just comp.
• Collaborative, generous, team-oriented—no lone wolves.
• Highly organized, self-directed, and rigorous in execution.

Nice To Haves

• Prior success in startup, early-stage, or ambiguous environments strongly preferred.

Responsibilities

• Own the entire sales cycle: prospect → discovery → demo → pilots → negotiation → close.
• Navigate complex healthcare buying groups, including clinical, operational, IT, finance, and innovation stakeholders.
• Build and manage a healthy early pipeline, prioritizing high-value health system opportunities.
• Conduct tailored 1:1 and small-group presentations, onsite and remote, inspired by consultative selling models.
• Write and share outbound scripts, talk tracks, objection-handling frameworks, and follow-up notes.
• Cultivate deep relationships with CXO and VP-level leaders across health systems, industry partners, and your own network.
• Provide structured feedback to product on feature gaps, customer needs, and workflow realities.
• Collaborate to shape pricing, packaging, contracting structure, and our early GTM playbook.
• Sell credibly even when product details are evolving or incomplete.
• Ensure strong partnership and alignment with broader THMA Member Development team given close company relationships with health systems
• Partner with leadership to shape our commercial strategy, ICP, segmentation, and repeatable sales motions.
• Engage with development partners: listening closely and helping them envision what’s possible with us.
• Serve as a cultural and operational force-multiplier in a small, ambitious team.

Benefits

• THMA offers a comprehensive slate of benefits including health insurance, dental insurance, vision insurance, 401(k) matching, cell phone and commuter reimbursements, generous paid time off, and paid parental leave.
• We also offer non-monetary benefits designed to support team members fully including learning and development programs, coaching for working parents and caregivers, free therapy and professional coaching sessions, one-on-one financial coaching, and free legal support services.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed