RCM Sales Specialist

Role Overview

• An experienced Revenue Cycle Management Sales Specialist to help our Revenue Team grow bookings and expand adoption of HST’s revenue cycle management services.
• This role will play a crucial part in helping execute revenue cycle management sales cycles.
• Revenue Cycle Sales Support & Deal Execution 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.
• Cross-Functional Collaboration 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.
• Sales Enablement & Market Expertise 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.

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

Benefits

• Remote work environment
• Health benefits paid for employees
• Flexible Paid Time Off Policy
• 11 company holidays per year
• Paid parental leave
• 401K with matching contributions
• Learning and development allowance
• A diverse, inclusive, and fun team!