Account & Relationship Management Executive

Job description

Permanent remote role, preferred candidate will be located in CST time zone. The Account Executive is responsible for driving new revenue growth, securing renewals, and expanding Lippincott Solutions adoption across an assigned regional territory. This role develops and executes territory strategies that align Lippincott Solutions to workforce development, nursing education, clinical competency, onboarding, and practice readiness initiatives within healthcare organizations. Success requires disciplined prospecting, consultative selling, executive engagement, effective territory planning, and rigorous opportunity management. The Account Executive must navigate complex, multi-stakeholder buying processes while maintaining strong forecast accuracy and sales process discipline. Key Responsibilities New Business Development Develop and execute a territory plan designed to create qualified pipeline and drive sustainable revenue growth. Identify, prioritize, and pursue high-potential health systems, hospitals, and healthcare organizations. Create opportunities through outbound prospecting, referrals, customer intelligence, events, and strategic account planning. Conduct discovery conversations that identify customer challenges, strategic goals, operational priorities, and business outcomes. Lead consultative sales cycles from qualification through close. Build executive-level relationships with nursing leadership, education leaders, workforce development teams, clinical practice leaders, HR stakeholders, and operational decision makers. Consistently achieve or exceed assigned revenue targets. Account Management, Renewals, and Expansion Retain and grow existing customers through proactive account planning and relationship management. Partner with Clinical Executives and Customer Success teams to maximize adoption and customer outcomes. Identify expansion opportunities across product lines, departments, facilities, and health systems. Conduct strategic business reviews with customers to strengthen executive relationships and uncover future opportunities. Monitor competitive activity and defend existing accounts from displacement risk. Sales Process Excellence Follow a disciplined sales methodology, including MEDDPICC and consultative opportunity management practices. Maintain accurate Salesforce opportunities, forecasts, account plans, and next-step commitments. Deliver accurate weekly, monthly, quarterly, and annual forecasts. Build and maintain sufficient pipeline coverage to achieve future revenue targets. Develop business cases and ROI discussions that support executive decision making. Territory Strategy Maintain a comprehensive understanding of assigned geography, customer segments, contract timing, competitive positioning, and whitespace opportunity. Prioritize accounts based on revenue potential, strategic value, competitive landscape, renewal timing, and customer readiness. Develop annual and quarterly territory plans. Regularly review territory performance and adjust account strategies as needed. Cross-Functional Collaboration Partner effectively with Clinical Executives, Customer Success Managers, Product Management, Marketing, Sales Leadership, Finance, Legal, and Implementation teams. Coordinate internal resources to advance opportunities, resolve customer issues, and improve customer outcomes. Share competitive intelligence and customer feedback with internal stakeholders. Success Measures Revenue Performance: Achievement of annual revenue target, including new business, renewal protection, and expansion revenue. Pipeline Creation: Consistent creation of qualified pipeline and adequate pipeline coverage for future quarters. Forecast Integrity: Accurate, timely, and well-supported forecasts based on qualified opportunities and customer-validated next steps. Account Execution: Strategic account penetration, executive engagement, renewal retention, and expansion planning. Sales Discipline: Salesforce data quality, opportunity hygiene, MEDDPICC execution, and territory planning discipline. Customer Impact: Strong customer relationships, adoption partnership, and demonstrated alignment to customer outcomes. Experience and Qualifications Required Bachelor's degree or equivalent professional experience. Minimum 5 years of consultative B2B sales experience. Documented success achieving or exceeding sales targets. Experience managing complex sales cycles involving multiple stakeholders. Experience building and managing territory plans and sales pipelines. Strong presentation, communication, negotiation, and business acumen skills. Experience using Salesforce or another CRM platform. Preferred Healthcare SaaS experience. Experience selling to hospitals, health systems, academic medical centers, or healthcare providers. Experience engaging CNOs, nursing education leaders, clinical practice leaders, workforce development leaders, and healthcare executives. Experience with MEDDPICC, Challenger, Richardson, or similar enterprise sales methodologies. Experience selling subscription-based software, learning platforms, clinical workflow tools, education solutions, or workforce enablement platforms. Experience managing sales cycles ranging from 6 to 24 months. Core Competencies Prospecting and pipeline generation Business value selling Territory planning Opportunity qualification Strategic account management Forecast management Executive communication Cross-functional collaboration Negotiation Healthcare industry awareness Our Interview Practices To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interview