Senior Account Executive - US Remote

Lumiata•San Mateo, CA

4d•Remote

About The Position

Lumiata is an Artificial Intelligence (AI) company purpose-built for predictive healthcare analytics. Powered by a data asset with over 120 million patient records, Lumiata enriches partners’ and customers’ analytic and predictive capabilities with a platform that helps manage costs, risk, and opportunity. A company’s journey to deploy AI to deliver predictive insights is accelerated through Lumiata’s: Predictive Applications; and Lightning Model Builder. We are currently looking for a resourceful, driven, team player with a competitive spirit, and strong business acumen to help our payer prospects and customers reach new levels of success. A successful Senior Account Executive at Lumiata will have experience doing deep levels of discovery and objection handling at every level. They are engaged with their customers throughout the sales cycle, from account planning, through the development of the deal, to the close of business, and beyond. The Senior Account Executive will collaborate with their Solution Engineer to identify and understand client business requirements and make recommendations that leverage our capabilities, resulting in a win-win relationship. They are trusted advisors to the C-Suite and committed to utilizing our CRM tool to its full capacity to help drive the business and exponential growth. Lumiata is transforming the healthcare enterprise through the application of AI. Bringing predictive power within reach of data science teams and business users, we're driving predictability and precision at scale — empowering providers and payers to reduce risk and manage costs and move out of reliance on flat data into a future of insights for core business functions. Lumiata data science productivity tools and pre-trained models comprise a scalable platform purpose-built for healthcare. Lumiata products are built from more than 120 million patient records, in-depth clinical knowledge, and its proprietary clinical IP. Lumiata enables healthcare organizations to explore use cases such as underwriting and care management. Lumiata is proud to be backed by Blue Venture Fund and Khosla Ventures. Team Lumiata is distributed across Silicon Valley, Dallas, and Guadalajara, Mexico.

Requirements

At least 10 years of professional sales experience
Experience in healthcare and/or software enterprise sales with particular focus on SaaS and disruptive technologies
Strong verbal and written communication
Experience selling to C-level and senior executives
Consistent track record of exceeding ARR and net new logo quotas
Highly organized and the ability to track activities, opportunities and contacts within the customer relationship management system on a daily basis
Experience managing a sales funnel and delivering accurate forecasts with a maniacal focus on excellence in pipe generation and opportunity progression
Comfort in a dynamic atmosphere of a technology-based, solution-oriented team with a rapidly expanding customer base

Responsibilities

The Senior Account Executive has responsibility for attainment of monthly pipeline generation and sales goals.
The right candidate must be able to develop and maintain or leverage existing relationships with Senior Executives (C-Suite, VP, etc.) within our target payer markets.
The candidate must be able to develop and execute a targeted sales plan within prospective accounts, including target identification, prospecting, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations.
Execute a sales plan with a focus on exceeding individual ARR goals
Build and maintain a healthy pipeline of new business
Conduct outbound outreach, including phone, email, and social media
Engage prospects through a deep discovery process
Develop and deliver demonstrations of the Lumiata offering to C-level executives
Structure deals to maximize customer retention and revenue
Negotiate complex deals with C-level & senior executives