Director, Payer Sales

About the Role

Impact you will make

The Account Director serves as a strategic technology solutions expert to prospects and clients. This position is responsible for uncovering and articulating prospect business issues, problems, power relationships, etc. As an Account Director, your job is to differentiate and set FinThrive apart from the competition and ensure consistent achievement of revenue and margin quotas

What you will do

• Target, open, and close net new logo named accounts across key sub-segments of the Professional Services vertical
• Leverage the Salesforce CRM to manage and accelerate the sales process
• Ensure ongoing proficiency with FinThrive's Technology solutions through education, role-playing, course completion, and assessments
• Prioritize dedicated time each week to refine selling skills and prospecting
• Maintain extensive knowledge of territory accounts
• Build an effective territory sales strategy by planning each week's activities in advance based upon prospect prioritization, market research, and competitive intel
• Leverage Salesforce and other tools to build a personalized strategy for each key prospect, uncover and understand potential business problems, manage key contacts, manage sales stages, etc.
• Navigate complex health care organizations to identify key decision-makers and build a sales plan to uncover and address business issues with speed to value with the right influencers and buyers across multiple intersections
• Ensure a healthy funnel by actively prospecting and managing a funnel of opportunities through Salesforce, building strong follow up plans, and organizing daily activity to ensure appropriate coverage across each part of the sales cycle
• Build an effective prospecting plan with a documented approach for daily activity including cold calling and warm lead cultivation
• Prepare a formal weekly status report of this activity to review with territory management
• Conduct market and competitive research; meet with current customers to understand the strengths and opportunities of the product line; participate in renewals that may require a value proposition discussion and collaborate with cross-functional teams, including Client Success, in the protection of existing revenue while identifying growth opportunities
• Grow territory by networking in the market, including attendance at relevant association events, and engaging with hospital C-Suite executives to develop and deepen strategic relationships and provide a consultative approach to designing FinThrive Technology solution sets that drive optimal results and value
• Identify clients that are targets and build strategic prospecting plans to ensure a full pipeline to drive steady growth
• Collaborate with internal business partners and leverage internal resources as sales accelerators
• Partner with product management to help shape future roadmap in order to best serve these new industries
• Collaborate with Marketing on industry specific content needs and targeted demand generation campaigns

What you will bring

• 5+ years of field selling experience involving complex and/or enterprise solutions; ideally with SaaS sales expertise or large-scale technology solutions in the front, middle or back-end revenue cycle
• An Entrepreneurial Mindset with the ability to take a "CEO" approach to running your territory
• A Hunter mentality - an appetite for targeting, pursuing, and closing new accounts
• Ability to identify and sell around strategic business initiatives
• Dynamic Presentation Skills - Ability to engage & hold the attention of c-level executives for 30-90 minutes both virtually and live
• Experience managing 6-9-month sales cycles targeting c-level executives
• Proven ability to close six and seven-figure contracts
• Commitment to being a lifelong learner
• Demonstrated ability to successfully create an account-by-account action plan
• Demonstrated ability to understand client challenges and customize appropriate offerings
• Demonstrated ability to consistently achieve revenue targets
• Demonstrated ability to drive results and achieve desired metrics
• Experience collaborating successfully between both internal cross-functional teams and external clients, as part of a solutions-based team sales process
• Required Travel: Up to 75%

What we would like to see

• Bachelor's Degree
• Experience selling into the Payer market
• HFMA Certification
• Salesforce CRM knowledge