Senior Account Executive

Description

POSITION SUMMARY 

As Senior Account Executive, you will be responsible for building pipeline and developing new business within the venture capital community focused on healthcare technology and digital health—selling into VC firms and their portfolio companies to achieve an annual sales quota. Healthcare cybersecurity and compliance is all Clearwater does, and you will position our services to help digital health and health IT companies prove they take security, privacy, and compliance seriously—turning HIPAA, HITRUST, and SOC 2 obligations into a competitive advantage that protects portfolio equity value. You will execute all phases of the sales process, including sourcing new leads, cultivating relationships with VC partners and their operating teams, developing qualified sales opportunities, establishing value propositions, partnering with consulting services to develop winning proposals, and negotiating and closing deals. Target deal ranges are in the $200K - $500K TCV (Total Contract Value) range.  Preference will be given to candidates on the West Coast or in the Pacific Time Zone.

SPECIFIC JOB RESPONSIBILITIES 

• Create and update a territory business plan to penetrate venture capital firms investing in healthcare technology and digital health, and to win and develop their portfolio companies as new accounts.
• Consistently meet or exceed sales goals.
• Exercise disciplined adherence to the Company’s sales process, pricing policies, procedures, standards, templates, activity goals and expectations during the performance of duties.
• Devise and execute focused, value-add communications to prospective clients within the sales process, and consistently update all activities and results in Salesforce.com CRM database in accordance with the Company’s internal guidelines.
• Continually identify outbound outreach and networking activities across the healthcare VC ecosystem—including venture and operating partners, portfolio-company leadership, and referral sources—qualify and develop new sales leads within assigned territory; build partnerships and relationships that generate warm introductions and a pipeline adequate to achieve assigned quota.
• Build and maintain a pipeline that is 3-4x annual quota.
• Attend appropriate healthcare technology, digital health, and venture capital Conferences, Trade Shows and networking opportunities (e.g., HLTH, ViVE, HIMSS, JPM Healthcare) with a view to attracting new prospective clients, expanding the Company’s audience and building a pipeline.
• Identify and make connections with potential contacts at events and conferences.
• Meet with manager one-on-one to review performance plan and present progress to leadership as requested.
• Ad hoc duties, as assigned

Requirements

EXPERIENCE REQUIRED 

• A minimum of 7 years of direct experience in selling complex managed and consulting services and software, which requires highly consultative sales processes—preferably into healthcare technology, digital health, or other VC-backed companies  
• Experience utilizing a detailed, prescriptive sales process
• High degree of experience utilizing Salesforce CRM
• Experience selling into, or in partnership with, venture capital firms and their portfolio companies, ideally within healthcare technology or digital health

QUALIFICATIONS, SKILLS, & KNOWLEDGE 

• A Bachelor’s degree in Business or a related field is preferred.
• Preference given to candidates on the West Coast or in the Pacific Time Zone
• Verifiable sales success working at start-up and/or growth stage companies, ideally selling to or within the healthcare technology and digital health ecosystem
• Existing relationships within the healthcare technology, digital health, or venture capital community are a strong plus.
• Highly motivated with an impeccable work ethic.
• Willing to invest the time and do the work to exceed goals.
• Creative thinker, intelligent, and analytical.
• Possesses strong business acumen.
• Must be ready, willing and able to learn and stay knowledgeable about healthcare cybersecurity and compliance trends, the digital health and healthcare technology markets, the venture capital landscape, and regulatory frameworks such as HIPAA, HITRUST, and SOC 2.
• Must possess the ability, and have the experience, required to comfortably converse with executives at all levels, including VC partners and the founders and security, compliance, and product leaders of digital health and health IT companies.
• A pure hunter who is not going to wait for leads to be handed to him or her. Philosophically aligned that prospecting is core to building pipeline.
• Track record of closing a signi