Enterprise Account Executive, Strategic Pursuits at xCures Inc. in Remote (United States)

Job description

• Being handed the accounts nobody has been able to move, and being trusted to figure out why.
• Latitude. There is no playbook for this territory, and we are not going to write you one
• Being the person a peer calls when a deal is too important to run alone
• Solving problems that make a real difference in people's lives and well being
• Rapid growth and the ability to make a personal, directional impact on strategy and execution
• Teammates with decades of prior work in software systems, molecular biology, clinical oncology, and clinical and regulatory operations
• Strategic Pursuits is a small team built for the enterprise accounts that have not moved.
• Some of those accounts have no pipeline, no inbound, and no warm path in. You will own them outright, and you will decide how to open them. Others are live deals that belong to another account executive, where the stakes justify a second seller in the room. You will deploy into those, do the hardest part of the work, and hand the account back stronger than you found it.
• This is a seat with unusual latitude and matching accountability. You will report to the Chief Revenue Officer, carry direct access to executive sponsors, and hold pricing and structuring authority within defined limits. Nobody will tell you how to spend your week. You will be measured on whether the accounts move.
• The team is also how the rest of the organization gets smarter. What you learn in a hard pursuit becomes the entry play, the executive narrative, and the objection handling the rest of the sales team uses next quarter.

Responsibilities

• Own an assigned portfolio of enterprise accounts that carry no active pipeline, and build entry from nothing
• Design the entry strategy account by account, without inbound, marketing air cover, or an existing relationship to inherit
• Deploy into live enterprise deals as the specialist the owning account executive pulls in when the stakes are highest
• Run discovery and executive conversations inside accounts where you do not own the relationship, and protect that relationship while you do it
• Sell business value to C-suite and executive stakeholders across clinical, technical, financial, and operational functions
• Navigate multi-threaded sales motions involving legal, IT, procurement, security, and executive sponsors
• Turn every pursuit into a reusable asset: entry plays, objection handling, supporting evidence, and executive narratives
• Brief Product, Product Marketing, and Sales on what you learn in the field, with enough specificity to act on
• Use your pricing and structuring latitude, and defend the calls you make
• Manage pipeline, forecasting, and activity in HubSpot with the discipline a small team depends on
• Meet and exceed quarterly and annual targets across both owned and assisted revenue

Requirements

• At least 8 years in enterprise sales, business development, or strategic partnerships, preferably in SaaS or tech-driven industries
• Consistent attainment against a $1.5M or larger annual quota
• Demonstrated record of landing net-new enterprise logos with no inbound and no inherited relationship
• Strong understanding of the healthcare ecosystem across payer, provider, diagnostics, and life sciences markets
• Consultative selling skills with senior decision-makers, including CIO, CMIO, CMO, CFO, and COO
• Ability to earn credibility inside a peer's account quickly, and to leave that relationship intact
• Comfort operating with ambiguity, wide latitude, and personal accountability for the result
• Written and verbal communication strong enough to brief an executive team on what you found and what it means
• Sound judgment on where to spend the week when every account claims to be the priority
• Fluency in a value-based selling methodology such as MEDDIC, Challenger, or SPIN
• Experience on a pursuit team, capture team, or a similar small unit formed for hard deals
• Experience building sales enablement content out of your own field work
• Undergraduate degree in a health sciences or technical field
• Graduate degree in a relevant subject area
• Customer management experience using a CRM system like HubSpot
• Previous professional experience in the SaaS or healthcare domain
• Strong technical skill sets

Skills

Required

• Enterprise sales
• Business development
• Strategic partnerships
• Consultative selling
• Communication (written and verbal)
• Judgment and prioritization
• CRM usage (HubSpot)

Preferred

• Pursuit team or capture team experience
• Sales enablement content creation
• Customer management with CRM (HubSpot)
• SaaS or healthcare domain experience
• Strong technical skill sets

Benefits

• Great work deserves great support. We believe our people are our greatest asset, and we’re committed to supporting them with a strong, competitive benefits package. Our goal is to be a place where people genuinely want to build their careers, and our benefits are designed to support our team in the ways that matter most.
• Remote-First
• Paid Time Off and 13 Company Holidays
• Equity Package
• Paid Parental Leave
• Medical, Vision, and Dental
• Employer HSA Contribution
• Employer 401(k) Match
• STD, LTD, Life Insurance and Critical Illness Plans
• Employee Assistance Program
• Adoption Assistance
• Company Offsites
• Monthly Internet Allowance
• Professional Development Funds
• And more!
• The anticipated base salary range for this role is $140,000 to $175,000, plus performance initiatives