Founding Sales Executive (Health System Sales)

The Health Management Academy (THMA) brings together health system leaders and innovators to collectively address the industry’s biggest challenges and opportunities. By assisting executives in cultivating peer networks, understanding key strategic trends, establishing pragmatic partnerships, and developing next-generation leaders, our members are better positioned to lead industry transformation.  

The Health Management Academy offers a dynamic atmosphere with significant opportunities for employees. If you are interested in contributing to a member-centric, creative, and collaborative workforce while deeply influencing top leaders and institutions in healthcare, THMA could be the right place for you!

Position Summary:

The Founding Account Executive will own the full sales cycle—from sourcing and prospecting to pitching, negotiating, and closing complex enterprise deals. The successful candidate will be comfortable running point on complex, multi-stakeholder enterprise opportunities, selling a product that is rapidly evolving, and collaborating tightly with product and leadership to refine messaging, packaging, and roadmap. This is a zero-to-one builder role that will require high trust, high autonomy, and high impact.

This is an individual contributor role.

Primary Job Duties:

• Partner with a BDR and own the entire sales cycle: → discovery → demo → pilots → negotiation → close.
• Navigate complex healthcare buying groups, including clinical, operational, IT, finance, and innovation stakeholders.
• Build and manage a healthy early pipeline, prioritizing high-value health system opportunities.
• Conduct tailored 1:1 and small-group presentations, onsite and remote, inspired by consultative selling models.
• Write and share outbound scripts, talk tracks, objection-handling frameworks, and follow-up notes that will be used to train others.
• Cultivate deep relationships with CXO and VP-level leaders across health systems, industry partners, and your own network.
• Provide structured feedback to product on feature gaps, customer needs, and workflow realities.
• Collaborate to shape pricing, packaging, contracting structure, and our early GTM playbook.
• Sell credibly even when product details are evolving or incomplete.
• Ensure strong partnership and alignment with broader THMA Member Development team given close company relationships with health systems. Must be willing to work in close collaboration with THMA health system sales and account management teams in scheduling sales visits and managing active pipeline.
• Partner with leadership to shape our commercial strategy, ICP, segmentation, and repeatable sales motions.
• Engage with development partners: listening closely and helping them envision what’s possible with us.
• Serve as a cultural and operational force-multiplier on a small, ambitious team.

Minimum Qualifications:

• 7–12 years of experience in enterprise software sales (preferably in workforce tools)
• Track record of meeting or exceeding complex quota targets.
• Experience selling to health systems (clinical, operational, innovation, or IT stakeholders).
• Prior success in startup, early-stage, or ambiguous environments strongly preferred.
• CRM experience (Salesforce or similar).
• Skilled negotiator who builds principled deals aligned to mutual success.
• Willingness to travel for customer meetings and industry events.

Interpersonal Skills & Attributes:

• Low ego, ownership-first mindset.
• Exceptional written communicator—concise, persuasive, and clear.
• Comfortable being “the only one” in sales at the beginning.
• Collaborative, generous, team-oriented—no lone wolves.
• Highly organized, self-directed, and rigorous in execution.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is required talk and hear. Specific vision abilities required by the job include close vision, and distance vision. Ability to travel long distances including air travel.

Notice of Equal Opportunity Employment:

The Academy is committed to providing equal employment opportunity to all persons regardless of age, color, national origin, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, The Academy will provide reasonable accommodations for qualified individuals with disabilities. The Academy’s goal is for our people to reflect the communities in which we live and serve and to ensure representation of women, people of color, veterans and individuals with disabilities in our organization.