Regional Director – HS&H

Role Overview

• Prospects, closes, and manages a targeted list of new and/or existing relationships in Health Systems & Hospital markets
• Primary focus on selling clinical-based revenue cycle solutions with exposure to clinical and mid-cycle workflows within complex healthcare environments
• Serves as the primary point of contact for a defined group of existing client accounts and/or prospects
• Effectively demonstrates, in a detailed and technical manner, Waystar’s end-to-end healthcare payments technology through formal certification protocols
• Achieves annual sales targets and tracks opportunities from discovery to close; ensures solutions are adopted broadly and the intended ROI is achieved
• Works cross-functionally with Client Success, Client Management, and Solution Adoption teams to achieve annual booking plans, ensure renewals are part of the strategic planning process where applicable
• Effectively communicates Waystar’s value proposition with key executive decision makers including but not limited to CEOs, CFOs, CIOs, purchasing departments, and other key and influential personnel
• Develops strategy and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers
• Drives executive-level conversations and has strong negotiation skills
• Develops and executes territory business plans which employ strategic account segmentation and prioritization
• Manages sales pipeline and forecasting; clearly documents sales activities through Salesforce CRM
• Manages a strategic sales process and drives key performance metrics which contribute to individual and team success

Requirements

• Demonstrated sales success in clinical revenue cycle solutions, with specific emphasis on Utilization Management (UM) solutions and Clinical Documentation Integrity (CDI)
• Bachelor’s Degree or equivalent (advanced degree is beneficial)
• 7+ years of Regional (middle-market) to Enterprise (top-of-market) sales experience
• Excellent communication and soft skills
• Able to travel up to 50% to customer sites, tradeshows, corporate meetings, etc.
• Proven ability to demonstrate and navigate within technical sales cycles and experience earning business from larger than average healthcare organizations
• Track record of high performance in an industry that requires a complex sales approach
• Has strong working knowledge of Microsoft Office applications (Excel, PowerPoint, and Word)
• Self-starter with a strong work ethic and willing to go the extra mile; resourceful and adaptable
• BONUS POINTS Healthcare payments/revenue cycle/IT experience strongly desired
• Completion of professional sales training courses strongly desired (e.g., Miller-Heiman, SPI Solution Selling, Spin Selling)
• Documented track record of achieving and/or exceeding multi-million dollar sales quotas

Benefits

• Competitive total rewards (base salary + bonus, if applicable)
• Customizable benefits package (3 medical plans with Health Saving Account company match)
• Generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays
• Flexible time off for our exempt team members + 13 paid holidays
• Paid parental leave (including maternity + paternity leave)
• Education assistance opportunities and free LinkedIn Learning access
• Free mental health and family planning programs, including adoption assistance and fertility support
• 401(K) program with company match
• Pet insurance
• Employee resource groups