Account Executive – Payer Technologies
Bridgeway Benefit Technologies
full-time
Posted on:
Location Type: Remote
Location: Remote • New York • 🇺🇸 United States
Visit company websiteJob Level
SeniorLead
About the role
- Research and actively sell cost containment and payments/communication solutions to meet our customers’ business needs for Healthcare Benefit Administration within the Taft-Hartley market.
- Provide consultation and savings analysis of claims data for customers with a focus on out-of-network (OON) claims.
- Analyze savings opportunities by reviewing claims history, contract terms (e.g., JAA contracts), No Surprises Act implications, claims editing, and payment accuracy and trends.
- Qualify leads based on a set of criteria to ensure they are potential customers.
- Conduct discovery calls and meetings to understand prospective customers' pain points, requirements, and objectives and present tailored SaaS solutions that align with their business goals.
- Demonstrate the value of SaaS products and services through live demos or presentations.
- Manage the end-to-end sales cycle, including proposal development, negotiations, and closing.
- Gather, coordinate, and communicate information necessary to ensure a smooth implementation.
- Build and maintain strong relationships with key decision-makers within new and existing customer organizations.
- Handle objections and overcome resistance by providing solutions that address customer concerns.
- Meet or exceed quarterly and annual sales targets and KPIs.
- Accurately forecast revenue and sales pipeline activity.
- Report on sales activities, progress, and outcomes to sales leadership and maintain documentation for open deal activity.
- Collaborate closely with sales operations, solution engineering, marketing, and customer success teams to provide a seamless experience for customers.
- Share feedback on product offerings and market trends with the product development team to ensure the SaaS solution meets customer demands.
- Manage contract negotiations, including pricing, terms, and conditions, in line with company policies and practices.
- Close sales and ensure a smooth handoff to the customer success or implementation team.
- Identify upsell and cross-sell opportunities based on customer needs and growth.
- Educate potential customers about the product’s benefits and features.
- Assist customers in the onboarding process, ensuring a positive experience.
- Able to effectively manage long sales cycles, often ranging from several weeks to months.
Requirements
- 8+ years’ complex sales experience, with a preference for candidates in the Taft-Hartley or healthcare payments industry
- Experience in cost containment/management for health plans or TPAs, desired
- Experience selling software solutions or benefits, and a solid track record of exceeding sales quotas, with a 6–12-month sales cycle that includes multiple decision makers/influencers
- Consultative selling skills, with the ability to develop multi-level organizational relationships is a must
- Able to create and effectively deliver sales presentations to “C” level and department users in-person, or virtually
- Proven track record in quickly learning complex processes
- Proficient in Microsoft Office, CRM (Salesforce/HubSpot)
- Bachelor’s degree in a related discipline
Benefits
- This is a remote position with occasional travel. East coast candidates, preferred.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
cost containmentpayments solutionsclaims analysisSaaS solutionssales forecastingproposal developmentcontract negotiationsconsultative sellingsales presentationscustomer onboarding
Soft skills
relationship buildingobjection handlingcommunicationcollaborationproblem-solvingnegotiationorganizational skillsadaptabilitycustomer focuspresentation skills