Regional Director

ABOUT THIS POSITION

A Waystar Regional Director must effectively communicate with target account senior leaders and executives, and coordinate strategy with managers, end users, and partners to ensure our company’s end-to-end healthcare payments technology advantages are clearly understood.

WHAT YOU'LL DO

• Prospects, closes, and manages a targeted list of new and/or existing relationships in the large independent physician, business service, and specialty markets
• Serves as the primary point of contact for a defined group of existing client accounts and/or prospects
• Effectively demonstrates 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
• Drives executive-level conversations and has strong negotiation skills
• Demonstrates ability to implement a consultative solution selling approach
• Demonstrates ability to detail technical solution features, benefits, and attributes to various team members and positions at our target healthcare prospects and clients
• Develops and executes territory business plans which employ strategic account segmentation and prioritization
• In partnership with sales leadership and cross-functional support teams, such as Commercialization, Market Development, Marketing, and others, develops and executes a key account strategy which includes deep account profile and persona building, as well as customized account-based outreach approaches
• Manages sales pipeline and forecasting; clearly documents sales activities through Salesforce CRM
• Follows and executes sales process consistently and adopts Waystar’s ‘Way to Sell’ principles and methodology
• Post-closure, facilitates smooth hand-off to Solution Adoption in close collaboration with Client Success and Client Management teams
• Manages a strategic sales process and drives key performance metrics which contribute to individual and team success
• Utilizes existing experience, relationships, and knowledge of selling with specific knowledge of Waystar’s business, industry, and operations
• Possesses a deep understanding of the healthcare payments landscape and its ambulatory market, including independent physician, business service, and specialty groups
• Has strong working knowledge of Microsoft Office applications such as Excel, PowerPoint, and Word
• Excellent communication and soft skills
• Self-starter with a strong work ethic and willing to go the extra mile; resourceful and adaptable
• Able to travel up to 70% to customer sites, tradeshows, corporate meetings, etc.
• Defines and executes regional and enterprise strategic account plans
• Develops strategy and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers; sales cycles are typically longer and require a managing level of specificity unique to the segment
• 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
• · Embraces and aligns with Waystar core values and excels at cultivating strong relationships
• · Collaborates with team members, sales leadership, and cross-functional peers on shared successes, needs, and ideas

WHAT YOU'LL NEED

• Bachelor’s Degree or equivalent (advanced degree is beneficial)
• At least 5 years of Regional (middle-market) to Enterprise (top-of-market) sales experience

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 quota

ABOUT WAYSTAR

Through a smart platform and better experience, Waystar helps providers simplify healthcare payments and yield powerful results throughout the complete revenue cycle.

Waystar’s healthcare payments platform combines innovative, cloud-based technology, robust data, and unparalleled client support to stre