PointClickCare

Regional Named Account Executive – Great Lakes

PointClickCare

full-time

Posted on:

Location Type: Remote

Location: Pennsylvania • United States

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Salary

💰 CA$163,000 - CA$178,000 per year

About the role

  • Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities.
  • Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns.
  • Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment.
  • Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers.
  • Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities.
  • Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch to ensure long-term account value realization.
  • Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems.
  • Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities to support sales efforts within each client’s financial and care delivery model.
  • Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value.
  • Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends relevant to the assigned region.
  • Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory.
  • Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust.
  • Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging.
  • Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development.
  • Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools.
  • Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention.
  • Act as the primary account owner, orchestrating a cross-functional team to deliver cohesive client value.
  • Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing.

Requirements

  • 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms.
  • Proven track record of building high-value relationships and closing complex, multi-stakeholder deals.
  • Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations.
  • Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling.
  • Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).
Benefits
  • Base salary and commissions are among the many components that make up our total rewards package.
  • Benefits.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaS salesobjection handlingpersonalized storytellingbusiness case developmentcollaborative selling
Soft Skills
relationship buildingconsultative approachcommunicationstrategic thinkingcross-functional collaboration