RCM Sales Specialist

Healthcare Systems and Technologies, LLC•Nashville, TN

2d•Remote

About The Position

HST Pathways is on a mission to transform healthcare with innovative software technology that enables surgery centers to provide more cost-efficient patient care and better outcomes. Our suite of solutions spans the entire case lifecycle, including scheduling, care coordination, clinical documentation, revenue cycle, supply chain and analytics. We are the fastest growing ASC software company and serve over 1,600 clients, but we’re just getting started and have plans to 10X the value we offer. However, our big ambitions are only as strong as the team behind them, which is why we’re looking to build our team with the best. What We’re Looking For: You are inspiring, authentic, highly motivated, results-driven, and a continuous learner. You want to work for a company with a positive work culture that is fast-paced and evolving. You believe that working for a diverse and inclusive organization is best and holds the values of One Team, Inclusion, Transparency, Agility, Empathy, Growth Mindset and Proactivity — and you’re ready to be an ambassador who exemplifies these qualities. You are a revenue cycle management expert who understands the operational, financial, and reimbursement challenges facing ambulatory surgery centers. You can confidently engage with revenue cycle teams, physician owners, business office leaders, and administrators to benchmark performance, quantify opportunities, and position HST’s revenue cycle management services as a strategic solution. You are comfortable partnering with sales executives in a specialist capacity, helping drive complex RCM conversations, supporting deal strategy, and bringing subject matter expertise to both new business and existing customer opportunities. You are data driven, consultative, and adept at breaking down the RCM process in a simple and easy-to-understand manner.

Requirements

5+ years of healthcare revenue cycle management experience, preferably with ambulatory surgery centers, surgical practices, physician groups, or outpatient healthcare providers.
Experience in sales, business development, solution consulting, client-facing RCM leadership, or a similar commercial role preferred.
Strong understanding of the revenue cycle, including patient access, coding, charge capture, billing, claims submission, payment posting, denials management, collections, A/R management, and reporting.
Demonstrated ability to communicate with executive, financial, operational, and business office stakeholders.
Ability to translate complex RCM issues into clear business value and financial impact.
Experience supporting complex sales cycles with multiple stakeholders.
Strong presentation, discovery, consultative selling, and relationship-building skills.
Experience using CRM systems; Salesforce preferred.
Comfortable partnering cross-functionally with sales, operations, customer success, implementation, and product teams.

Nice To Haves

ASC, RCM outsourcing, healthcare services, or healthcare SaaS experience is strongly preferred.
Bachelor’s degree is a plus.

Responsibilities

Support Account Executives in selling HST’s revenue cycle management services into the Ambulatory Surgery Center market, serving as the RCM subject matter expert throughout the sales process.
Help qualify RCM opportunities within both new logo prospects and existing customer accounts, and partner with sellers to develop account strategies, opportunity plans, business cases, and deal execution plans.
Lead RCM-focused discovery conversations to understand billing operations, collections performance, denial trends, staffing challenges, payer issues, cash acceleration, and overall revenue cycle performance.
Present HST’s RCM services in a clear, consultative, and value-oriented manner, helping prospects and customers understand how improved revenue cycle performance can drive financial outcomes, operational efficiency, and better business visibility.
Quantify customer pain points and articulate the financial and operational impact of improving revenue cycle performance, bringing credibility and depth to discovery, solution positioning, and executive-level discussions.
Partner closely with Account Executives, sales leadership, demand generation, and operations teams to build and advance pipeline, support proposal development, pricing conversations, RFP responses, and executive presentations.
Follow and help improve HST’s sales methodology as it relates to consultative RCM selling, while maintaining accurate opportunity notes, activities, and pipeline information in Salesforce.
Collaborate with internal revenue cycle operations, implementation, customer success, product, and sales teams to align proposed solutions with customer needs.
Partner with internal teams to ensure prospect and customer feedback is communicated clearly and used to improve positioning, solution design, and go-to-market execution.
Work with a Revenue Team that prioritizes coaching, practice, and continuous improvement.
Provide input into sales enablement materials, talk tracks, discovery guides, objection handling, and competitive positioning for RCM services.
Train and coach sellers on how to identify RCM opportunities, ask effective discovery questions, and position HST’s RCM value proposition.
Stay current on ASC revenue cycle trends, payer dynamics, reimbursement challenges, outsourcing trends, and competitive offerings.