Commercial Account Executive

Responsibilities

• Pipeline Development
• Own and develop a robust pipeline of primary care team innovators.
• Identify, prioritize, and pursue high-potential prospects using outbound and inbound strategies.
• Build and execute tailored account plans to open doors and progress opportunities.
• Leverage AI tools (e.g., prospecting assistants, intent data platforms) to identify whitespace, personalize outreach at scale, and prioritize the highest-potential accounts.
• Customer Engagement & Sales Execution
• Lead compelling discovery conversations with physician leaders, administrators, technical, and clinical ops teams.
• Deliver high-impact product demonstrations and presentations that connect Elation's capabilities to clinical, operational, and technical pain points.
• Drive deals through the full sales lifecycle, from initial contact through negotiation and contract execution.
• Excel as a storyteller - crafting narratives that make clinical and operational value viscerally real to both analytical buyers and mission-driven clinical teams.
• Deliver persona-specific narratives for distinct buyer types - physician, COO, CMO, and IT/security - adapting clinical, operational, and technical value frames using AI-assisted content preparation
• Quota & Account Planning
• Develop and execute monthly, quarterly, and annual plans to meet or exceed sales goals.
• Use data and insights to identify whitespace, prioritize accounts, and personalize outreach strategies.
• Attend key industry events and conduct on-site visits to build trust and uncover deeper needs.
• AI-Augmented Selling
• Proactively adopt and champion AI tools to increase personal capacity - from call prep and follow-up drafting to pipeline analysis and presentation personalization.
• Use AI-assisted research to enter every meeting with contextual depth: understanding a practice's patient panel, payer mix, quality gaps, and competitive landscape before the first call.
• Continuously evolve your workflow as new AI capabilities emerge, modeling the adaptability Elation expects from all team members.
• Cross-Functional Collaboration
• Partner with marketing to tailor campaigns and events for the Care Team Innovator segment.
• Relay market feedback to product and implementation teams to improve customer experience and solution fit.
• Coordinate internal resources (SEs, Professional Services, technical experts) to align with customer buying processes.
• Forecasting & Reporting
• Maintain accurate and up-to-date records of opportunities, activities, and forecasts in Salesforce.
• Provide timely pipeline updates and commit forecasts to sales leadership.
• Apply deal scoring and pipeline risk signals to self-manage forecast accuracy and surface at-risk opportunities before leadership review.
• Negotiation & Closing
• Lead pricing, proposal, and contracting conversations with economic buyers.
• Collaborate with internal stakeholders to structure mutually beneficial agreements.
• Drive urgency and close business in a way that sets the foundation for long-term partnerships.

Requirements

• 7+ years of success in a full-cycle, quota-carrying sales role, in a high-growth or innovative healthcare environment to enterprise level customers.
• Direct experience selling Electronic Health Records (EHR) or other clinical workflow solutions.
• Familiarity with value-based care models and how technology supports population health, quality reporting, and care coordination.
• Proven ability to run sophisticated product demonstrations and consultative sales conversations with clinical and operational leaders.
• Exceptional storytelling skills - the ability to translate technical capabilities into narratives that land emotionally and logically with diverse buyer audiences.
• Demonstrated use of AI tools in a sales or professional

Benefits

Additional Information

Our team is committed to enhancing physician and patient quality of life through Elation Health, a SaaS cloud-based clinical platform. Since inception, we've focused on building a delightful, world-class experience that empowers physicians to deliver phenomenal care to patients. Join our mission as we help enable every patient to receive the highest quality of care. We are seeking an experienced Commercial Account Executive to join our expanding Enterprise Sales Team. The primary function of this role is to partner with sales leadership to drive and nurture prospect engagement as we build Elation's Enterprise portfolio. This role requires strategic and critical thinking to gain access to executives across a wide range of healthcare organizations - from mid-market practices to billion-dollar healthcare enterprises. The ideal candidate is more than a closer - they are a compelling storyteller who can translate complex clinical workflows into narratives that resonate with physicians, administrators, and C-suite decision makers alike. They are also AI-native: competent in AI tools that increase their capacity, sharpen their targeting, and elevate the quality of every customer interaction.

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