• Prospect, close and manage a targeted list of the top relationships in the large specialty and ambulatory healthcare markets. 

• The AVP, National Accounts will serve as the primary point of contact for a defined group of accounts which will include complex physician practice management organizations and revenue cycle outsourcing operations 

• This role will coordinate internally with executive sponsors to support a multi-threaded engagement across key opportunities 

• This role will align closely with a cross-functional team including Marketing, Product, Operations, and Legal 

• Effective demonstration of Waystar’s RCM technologies at end user accounts. 

• Create and regularly maintain a 6-12 month strategic account plan including all Waystar solutions for each assigned marquee target 

• Achieve annual sales targets and track opportunities from discovery to close. Ensure solutions are adopted broadly, and that the intended ROI is achieved 

• Effective communication of the company’s value proposition with key executive decision makers to include but not limited to CEO, CFO, CIO, Purchasing and other key department management personnel 

• Prospecting, evaluating opportunities, presenting our products, strong negotiation skills, cold calling, product selection and supporting the customer's purchase. 

• Cultivate new customer relationships and maintain strong focus on the Waystar Experience through effective use of the sales and service organizations. 

• Ability to detail technical product features, benefits and attributes to various staff positions in healthcare customers. 

• Development and execution of territory business plans that employs strategic account segmentation. 

• Management of sales pipeline and forecasting activities through corporate CRM. 

• Execution of a sales process with our business partners. 

• Establishing, building and managing relationships with C Suite level decision makers inside and outside of Waystar 

• Deliver the Enterprise Strategic Account Plans and message to targeted organizations 

• Develops the strategies and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers 

• Track and help build a strong targeted pipeline 

• Manage daily activity within Salesforce CRM system 

• Work well cross-functionally for a best in class go-to-market team 

• Strong working knowledge of Microsoft Office applications Excel, PowerPoint and Word 

• Excellent phone and presentation skills 

• Proven demonstration skills with technical products 

• Successful, documented sales track record of achievement 

• Able to travel up to 70% to customer sites, tradeshows, corporate meetings, etc. 

• Completion of professional sales training courses strongly desired e.g. Miller Heiman, Spin Selling, etc. 

Do you fit our team? 

• Bachelor’s Degree required 

• 10-20 years selling Enterprise software into large healthcare organizations 

• 8-10 years of sales experience in the RCM industry preferred 

• Healthcare billing or healthcare operations experience required preferably in ambulatory markets 

• Excellent written and oral communication skills required.  Must be able to drive an enterprise sales cycle from start to finish