Healthcare Account Executive (Mid-Market)

We are at an exciting stage of growth: our CEO has already sold the first few million in ARR by developing a repeatable, consultative sales motion into healthcare operators. The motion is working. Now we are looking for an AE who can help scale it, sharpen it, and turn the crank with discipline. This AE role is core to Ember’s growth motion. You’ll own deals end-to-end with PE-backed, multi-site provider groups, running a consultative sales process with CFO, COO, and revenue cycle leadership, guiding technical and operational stakeholders, and driving clear next steps to close. This is not “order taking.” You’ll diagnose revenue cycle pain, quantify impact, and help operators align on a plan to reduce A/R days and claim denials fast. OTE: $150K–$250K (base + commission, depending on experience) What You’ll Do Own a pipeline of PE-backed clinic groups from first meeting through close Run structured discovery with CFO/VP Rev Cycle Map the buying committee (finance, revenue cycle, IT/EMR, ops) and manage a multi-stakeholder process Build ROI narratives tied to denials, A/R aging, cash acceleration, staffing load Coordinate evaluation steps (data access, sample pulls, security review, workflow fit) Deliver crisp demos and executive readouts that drive decisions Maintain rigorous CRM hygiene: close plans, next steps, risks, mutual action plans Partner with founders on messaging, pricing, packaging, and objection handling Support conferences/trade shows: pre-book meetings, work leads, and close follow-up loops Who You Are You’re a high-judgment, high-output AE who can credibly engage senior operators and keep complex deals moving. You likely: Write and speak clearly with an executive tone Can run discovery that surfaces real pain and buying triggers Are comfortable with multi-threading and navigating ambiguity Can translate product capabilities into operational + financial outcomes Take pride in clean pipelines, accurate forecasting, and strong handoffs Must-Haves 3+ years closing experience in B2B SaaS or healthcare services/tech Proven ability to run a multi-step sales process (3–6+ stakeholders) Strong discovery + qualification discipline (fit, pain, urgency, process) Comfort selling to CFO/COO/Rev Cycle leadership Strong CRM rigor and forecasting habits Nice-to-Haves Experience in RCM, claims, denials management, billing workflows Experience selling into PE-backed healthcare / multi-site groups Familiarity with EMRs, clearinghouses, practice management systems Conference-driven pipeline motion How we measure success (first 90–180 days) Consistent pipeline creation (with BDR + self-sourced) High meeting-to-opportunity conversion via strong qualification Clear close plans on active deals (no “hope-casting”) Closed-won revenue and fast time-to-first-logo Interview process Coffee chat with a member of the Ember team Written exercise: outbound + follow-up + meeting recap Live discovery roleplay (CFO + Rev Cycle leader) Deal cycle deep dive (walk us through a real close) Pipeline/forecasting walkthrough (how you run your week)