Senior Account Executive responsible for prospecting, managing complex sales cycles, negotiating with executive stakeholders, and closing new-logo, cross-sell, and expansion opportunities. The role requires consultative solution selling, pipeline and forecast management, product demonstrations, competitive positioning, and accurate Salesforce activity tracking. Candidates should bring 10+ years of related sales experience, advanced sales methodology knowledge, and preferably experience in behavioral health, EMR, or SaaS sales.
Senior Account Executive
At Kipu Health, we’re passionate about creating better paths to better patient care. Join us in our work to advance behavioral health care in our communities. Our innovative solutions support providers in treating addiction, eating disorders and many other behavioral health conditions. Our EMR, CRM and revenue cycle solutions help behavioral health facilities succeed in managing their patients’ entire care journey, but it’s through our people that we truly make a difference.
Responsibilities
- Develop and execute strategic prospecting and account-development plans to identify, research, qualify, and advance high-value opportunities within Kipu Health’s target market.
- Lead complex commercial negotiations with senior customer stakeholders, balancing customer requirements, competitive positioning, business objectives, and established company parameters; communicate terms and deal implications to internal stakeholders.
- Maintain expert-level knowledge of Kipu Health’s products, processes, competitive positioning, behavioral healthcare market dynamics, and emerging industry developments; serve as a subject matter resource to customers and internal partners.
- Independently develop and execute prospecting strategies that generate interest in Kipu Health solutions through self-generated outreach, cold calling, referrals, and company-provided leads.
- Identify and lead complex cross-sell and expansion opportunities across the existing client base, developing multi-solution strategies that align Kipu Health’s CRM, RCM, EMR, and related capabilities to customer business needs.
- Build and expand relationships with executive sponsors, senior decision-makers, operational leaders, and other key stakeholders throughout complex, multi-stage sales cycles using phone, email, virtual meetings, and face-to-face visits.
- Enter all activity into Salesforce.
- Maintain accurate up-to-date sales lead tracking and pipeline.
- Independently manage opportunity strategy, pipeline, forecasting, and deal progression, exercising judgment regarding prioritization, resource coordination, risk, and probability of close while consistently meeting or exceeding established targets.
- Apply advanced product, market, and industry expertise to position Kipu Health’s solutions against sophisticated customer requirements and competitive alternatives.
- Lead consultative presentations and solution demonstrations tailored to complex customer requirements, business challenges, and stakeholder priorities; coordinate internal subject matter experts as needed.
- Operate autonomously in developing and executing sales strategies for assigned opportunities, with goals communicated primarily in terms of business outcomes and solution objectives rather than prescribed sales activities.
- Diagnose advanced customer business and operational challenges and apply expert industry and solution knowledge to address sophisticated objections, recommend approaches, and advance complex opportunities.
Basic Qualifications:
- Typically 10+ years of progressively responsible related sales experience, including significant experience independently managing complex solution sales and sophisticated customer relationships. Proven experience managing the entire sales cycle from finding a potential client to securing a deal.
- Proficient in sales methodology such as GAP, Sandler, Challenger, MEDDICC etc.
- Track record of over-achieving established targets.
- Knowledge of market research, sales and negotiating principles.
- Proficiency in MS Office and CRM software (e.g., Salesforce).
- Excellent written and verbal communication skills.
- Ability to build rapport.
- Time management and planning skills.
- Passion for technology and a willingness to learn.
- Demonstrated ability to exercise independent judgment, solve advanced business issues, and influence senior customer and internal stakeholders.
Preferred Qualifications:
- Experience within the Addiction Treatment and Behavioral Health Industry.
- Experience in EMR or general SaaS sales.
Benefits & Compensation
- Highly competitive salary based on your local market’s compensation data.
- Flexible paid time off.
- 11 Paid Holidays.
- Health, Dental, Vision, Disability, and Life Insurance.
- Parental Leave.
- Pet Insurance.
- 401(K) with Company Match.
Mission
Kipu’s mission is to empower caregivers and patients on every step of the recovery journey. By expanding Kipu’s ecosystem of innovative applications and services, Kipu helps treatment centers achieve the best outcomes across all levels of care, improving the individual, community, and public health.
Kipu values and celebrates diversity and is committed to creating an inclusive environment for all employees. We believe creating teams made up of individuals with various backgrounds, experiences, and perspectives inspires innovation, collaboration, and challenges us to produce better solutions.
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