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