Account Executive, Alumni Services
At Kipu Health, we’re passionate about creating better paths to better patient care. Join us in our work to advance behavioral health care in our communities. Our innovative solutions support providers in treating addiction, eating disorders and many other behavioral health conditions. Our EMR, CRM and revenue cycle solutions help behavioral health facilities succeed in managing their patients’ entire care journey, but it’s through our people that we truly make a difference.
Role Summary
The Account Executive (AE) is responsible for new customer acquisition within the behavioral health market. This role owns the sales process from first conversation through close, ensuring prospects clearly understand the ROI, operational lift, and outcomes impact of our alumni engagement platform.
This is not a transactional SaaS sale. Successful AEs sell change—helping treatment centers rethink alumni engagement, outcomes tracking, and post-discharge continuity of care. The AE must operate as a consultative seller who can diagnose gaps, connect technology to real-world workflows, and set clean expectations for implementation and activation.
Responsibilities:
1. New Client Acquisition & Business Development
- Identify, prospect, and engage behavioral health providers including treatment centers, detox programs, residential facilities, outpatient programs, and sober living organizations.
- Conduct research on prospective clients’ businesses, operational needs, alumni engagement gaps, and growth opportunities.
- Generate interest in solutions through cold calling, outbound prospecting, follow-up on company-provided leads, email outreach, and face-to-face meetings.
- Build, nurture, and maintain strong relationships with prospects and existing clients throughout the sales process.
- Cross-sell additional CRM, RCM, and platform solutions within the existing client base.
2. Consultative Discovery & Solution Design
- Lead structured, discovery-driven sales conversations to understand client workflows, discharge processes, alumni program maturity, operational challenges, and revenue goals.
- Clearly articulate how the company’s platform, consulting services, CRM, and RCM solutions address client pain points and improve outcomes.
- Design and position tailored solutions aligned with each client’s readiness, resources, and long-term business strategy.
- Educate prospects on product features, benefits, and measurable ROI through presentations and live demonstrations.
3. Product, Industry & Subject Matter Expertise
- Become a subject matter expert on the company’s products, services, processes, and operations while staying current on behavioral health industry trends and news.
- Develop a deep understanding of the platform’s ability to drive alumni activation, outcomes tracking, operational efficiency, and revenue growth.
- Confidently communicate with operators, admissions leaders, marketers, and executive teams.
- Quickly learn and apply new product information in customer-facing scenarios while effectively handling objections and positioning value.
4. Full Sales Cycle Management
- Manage the complete sales cycle from prospecting and discovery through demo, proposal, negotiation, and close.
- Negotiate contract terms with clients and communicate finalized agreements to internal stakeholders.
- Coordinate with implementation and operational teams to ensure smooth client onboarding, aligned expectations, and successful handoffs.
- Maintain discipline around deal scope, pricing, and discount authority while ensuring a high-quality client experience.
5. Pipeline Management, Forecasting & Revenue Performance
- Build and maintain a healthy sales pipeline aligned with monthly and quarterly revenue targets.
- Consistently meet or exceed sales quotas while contributing directly to ARR growth and predictable forecasting.
- Maintain accurate, up-to-date CRM records, including activity tracking, lead management, pipeline hygiene, and forecasting within Salesforce.
- Demonstrate a proven ability to manage forecasts accurately and achieve established performance metrics.
Basic Qualifications:
- 2 to 4 years of work experience as a business development professional, sales executive, or a relevant role.
- Proven experience managing the entire sales cycle from finding a potential client to securing a deal.
- Proficient in a sales methodology such as GAP, Sandler, Challenger, etc.
- Track record of over-achieving established targets.
- Knowledge of market research, sales and negotiating principles.
- Experience in customer support is a plus.
- Proficiency in MS Office and CRM software (e.g., Salesforce).
- Excellent written and verbal communication skills.
- Ability to build rapport.
- Time management and planning skills.
- Passion for technology and a willingness to learn.
- The desire to grow and succeed.
Preferred Qualifications:
- Experience within the Addiction Treatment and Behavioral Health Industry.
- Experience in EMR or general SaaS sales.
Benefits & Compensation
- Highly competitive salary based on your local market’s compensation data.
- Flexible paid time off.
- 11 Paid Holidays.
- Health, Dental, Vision, Disability, and Life Insurance.
- Parental Leave.
- Pet Insurance.
- 401(K) with Company Match.
Mission
Kipu’s mission is to empower caregivers and patients on every step of the recovery journey. By expanding Kipu’s ecosystem of innovative applications and services, Kipu helps treatment centers achieve the best outcomes across all levels of care, improving the individual, community, and public health.
Kipu values and celebrates diversity and is committed to creating an inclusive environment for all employees. We believe creating teams made up of individuals with various backgrounds, experiences, and perspectives inspires innovation, collaboration, and challenges us to produce better solutions.
