Overview
The Executive Sales Manager (Healthcare Software) is responsible for driving revenue growth through the strategic sale of complex technology solutions, including SaaS and enterprise software platforms, as well as a strong focus on behavioral health, public health systems, and value-based care environments. This role leads enterprise technology level business development initiatives, manages high value client key client relationships, oversees the full sales lifecycle from prospecting through contract negotiations and renewals and executes go to market strategies aligned with organizational growth objectives.
This position requires strong requires strong knowledge of the US healthcare ecosystem including Medicaid/Medicare driven networks, behavioral health organizations, integrated delivery stems, and payer-provider collaborations, consultative selling expertise, technical acumen, strategic thinking and a proven track record of exceeding revenue targets within the IT industry. A primary focus of this role is the generation and expansion of Annual Recurring Revenue (ARR) through new customer acquisition, contract renewals and account expansion initiatives.
Duties
Revenue Growth & Strategic Sales Execution:
1. Lead, develop, and manage sales on selling healthcare software and SaaS solutions to hospitals, healthcare systems, physician groups, and related healthcare organizations.
2. Develop and execute strategic sales initiatives to drive new business acquisition and recurring SaaS revenue within government, public sector and behavioral health markets.
3. Manage and oversee complex, multi-stakeholder healthcare sales cycles, including state agencies, community mental health organizations and health systems.
4. Translate complex healthcare challenges into structured solution conversations.
5. Manage and monitor sales pipeline activities, forecasting, and quota goals to reach maximum revenue growth and customer sustainability.
6. Lead pricing strategy discussions, delivery of software demonstrations, proposals, RFP responses, and support contract negotiations.
7. Analyze market trends, competitor activity, and industry developments to refine sales strategies and positioning.
Healthcare Software Subject Matter Expertise (SME):
1. Serve as a subject matter expert (SME) in healthcare IT solutions, including ERM/EHR platforms such as Epic, community health information (CHI) systems, and behavioral technology solutions identifying operational and IT challenges.
2. Demonstrate in-depth knowledge of electronic medical records (EMR), electronic health records (EHR), interoperability standards, and data exchange requirements.
3. Apply expertise in healthcare reimbursement model, payer structures, and benefits administration frameworks impacting system selection and implementation.
4. Interpret healthcare regulations, federal and state compliance requirements, and policy changes affecting healthcare technology procurement and utilization.
Government & Behavioral Health Market Expansion & Engagement:
1. Develop strategic relationships with government agencies, Medicaid/Medicare funded programs, behavioral health networks, and US and community-based healthcare providers ecosystems.
2. Navigate public-sector procurement processes, compliance standards, and funding models specific to behavioral health and government agency healthcare systems.
3. Identify opportunities across behavioral healthcare organizations, community mental health networks, IDNs, ACOs, and payer-driven environments.
4. Build long-term strategic relationships with healthcare executives (CEOs, CMOs, CIOs, CFOs and Clinical Directors).
5. Align software solutions with regulatory mandates, reporting requirements, and outcomes-based care initiatives.
Cross-Functional Collaboration:
1. Collaborate cross-functionally with Marketing, Product Implementation and Customer Success teams to ensure and support successful solution alignment with client requirements.
2. Support onboarding and adoption efforts to promote long-term customer satisfaction and recurring revenue growth.
3. Monitor project progress, proactively identify implementation challenges, and drive timely, effective resolution.
Compliance Knowledge & Industry Representation:
1. Ensure all sales activities adhere to HIPAA, Hitech (Health Information Technology for Economic & Clinical Health) Act, CMS (Centers for Medicare & Medicaid Services) guidelines/regulations, and applicable state and federal healthcare regulations.
2. Maintain awareness of evolving healthcare policies, reimbursement reform, value-based care initiatives, and behavioral health funding structures.
3. Monitor industry trends and competitive landscape to inform positioning and growth strategy.
4. Represent the organization at the US healthcare conferences, industry events, and professional forums.
5. Participate in thought leadership efforts through active involvement in webinars and executive roundtable discussions.
Qualifications
1. 10-15 years of progressive B2B technology sales experience.
2. 5-10 years in a senior or leadership-level and customer facing/customer success role.
3. Demonstrated history of exceeding annual revenue quotas ($5M+annual portfolio management) required.
4. Experience managing full sales lifecycle: prospecting through contract negotiations and renewal.
5. Proven experience selling complex IT solutions such as:
· SaaS platforms
· Cloud infrastructure
· Enterprise software (CRM, ERP, EHR/EMR)
6. Ability to articulate technical concepts to executive and non-technical stakeholders.
7. Technical knowledge of characteristics of various applications.
8. Understanding of Data Center infrastructure.
9. Ability to communicate effectively and professionally.
10. Demonstrated strong understanding of:
· US healthcare reimbursement models
· Medicaid/Medicare and state-funded behavioral health systems
· Value-based frameworks
· Regulatory and compliance standards (HIPAA, CMS guidelines, etc..)
11. Prior exposure to behavioral healthcare or public health environments is strongly preferred.
12. Proven ability to close mid-to-large enterprise deals.
13. Sense of urgency, initiative, responsiveness and attention to detail.
14. Maintain highest level of confidentiality.
15. Exhibits a high level of positive energy, and teamwork.
16. Interpersonal, solid analytical, and problem-solving skills.
17. Ability to work independently and in teams.
Application Question(s):
- Do you have direct sales experience selling IT healthcare software solutions to healthcare providers, government healthcare or behavioral healthcare organizations. Please describe.
- What annual recurring revenue (ARR) quota have you carried in a healthcare SaaS sales role?
- Have you led complex healthcare software sales cycles involving hospital systems, payer organizations or government agencies? Please explain.
Work Location: On the road
