Account Executive III, Client Growth-Wound Care (Inside Sales Account Executive III)

JOB OVERVIEW

The Account Executive III, Client Growth, sells AI-based and other value-added solutions to Net Health Wound Care’s existing clients, including HOPD wound centers, private practices and Tissue Analytics clients. Working primarily by phone and video, the incumbent owns each opportunity from first outreach through close; add-on and new product sales make up about 80% of quota and renewals about 20%. Active, strategic outbound selling into the assigned client base is a core requirement of this role and represents about 60% of working time: the incumbent proactively engages existing clients to grow utilization and adoption of Net Health’s newly released and emerging products and SKUs. The remaining time covers renewals, where add-ons are part of every renewal conversation. The role requires ROI analysis, value selling, formal presentations and on-site visits for material opportunities, with travel up to 25%.

RESPONSIBILITIES AND DUTIES

Conduct active, strategic outbound outreach to existing clients in an assigned territory or named-account portfolio (phone, email, video, in-person and digital channels) and dedicate about 60% of working time to outbound activity.
Drive utilization and adoption of Net Health’s newly released and emerging products and SKUs leading with AI-based and value-added solutions, across the assigned client base, selling every available solution that fits each client’s needs rather than a single product.
Use client product-ownership data, SKU whitespace analysis and usage information to prioritize accounts and select the highest-fit solution or solutions for each outbound effort.
Build and execute account-level outbound plans, multi-touch campaigns and sales plays, including parent-organization and multi-site engagement, that uncover client needs and create and advance qualified pipeline for new products and SKUs.
Partner with Marketing, Product, Client Success and Sales Development to align outbound campaigns, messaging and hand-offs, and provide client feedback on new products and SKUs.
Meet or exceed defined outbound activity, pipeline creation, adoption and bookings goals for new products and SKUs, including an outbound-sourced bookings target, in addition to renewal and upsell targets; maintain 3x pipeline coverage.
Record all outbound activity and outcomes in the CRM, and tag outbound-sourced opportunities per department guidelines so results can be measured and reported
Mentor and coach new Account Executives
Complete special projects assigned by supervisor
Own renewals for an assigned book: start engagement 120 days before term end or earlier based on care setting, secure on-time renewals at healthy pricing, and position add-ons in every renewal.
Partner with Client Success to spot retention risk and expansion signals early and to triage concerns that could affect on-time renewals.
Develop strong client relationships with clinical, financial and executive leaders at wound centers, practices and hospitals.
Own each opportunity from first outreach through negotiation and contract close to drive add-on, renewal and upsell growth
Serve as a subject matter expert on Net Health software solutions, including wound care workflows, reimbursement and AI-based solutions
Develop and maintain account plans that include short, mid and long-term strategic plans for our current client base, including whitespace, buying committees and budget cycles.
Build client-specific ROI and business cases and deliver formal presentations and executive business reviews to clinical, financial and executive leaders.
Travel to client sites for material opportunities, executive meetings and key renewals (up to 25%).
Stay current on wound care reimbursement and policy changes and use them to create urgency with buyers.
Complete and update quarterly Sales Territory Plan, including outbound targets and campaign priorities for new products and SKUs
KEY PERFORMANCE MEASURES

Add-on and expansion bookings against annual quota
Outbound-sourced add-on bookings and pipeline creation, with about 60% of working time spent on outbound activity
On-time renewal rate and gross revenue retention
Add-on attach rate at renewal
Pipeline coverage (3x quarterly target) and forecast accuracy

QUALIFICATIONS

Education: Bachelor’s degree or equivalent experience
Minimum 5 years of B2B sales experience, including 3+ years in a quota-carrying closing role
Minimum 2 years selling healthcare SaaS or health IT
Demonstrated experience in proactive outbound prospecting or account-based selling into an installed client base, including a track record of selling new solutions to existing clients, with documented quota attainment
Ability to manage a territory independently, primarily through remote selling, and to prioritize outbound time and pipeline creation alongside renewal and upselling responsibilities
Strong ROI modeling and formal presentation skills with clinical, financial and executive audiences
Ability to explain AI-based solutions and their measurable outcomes to buyers
Ability to travel up to 25%
Preferred: experience selling AI-based solutions, or selling to wound centers, physician practices or post-acute care
Preferred: familiarity with wound care reimbursement and quality reporting; history carrying a $600K to $1M annual quota