Senior Account Executive

POSITION SUMMARY 

As Senior Account Executive, you will be responsible for building pipeline and developing new business within the venture capital community focused on healthcare technology and digital health—selling into VC firms and their portfolio companies to achieve an annual sales quota. Healthcare cybersecurity and compliance is all Clearwater does, and you will position our services to help digital health and health IT companies prove they take security, privacy, and compliance seriously—turning HIPAA, HITRUST, and SOC 2 obligations into a competitive advantage that protects portfolio equity value. You will execute all phases of the sales process, including sourcing new leads, cultivating relationships with VC partners and their operating teams, developing qualified sales opportunities, establishing value propositions, partnering with consulting services to develop winning proposals, and negotiating and closing deals. Target deal ranges are in the $200K - $500K TCV (Total Contract Value) range.

SPECIFIC JOB RESPONSIBILITIES 

• Create and update a territory business plan to penetrate venture capital firms investing in healthcare technology and digital health, and to win and develop their portfolio companies as new accounts.
• Consistently meet or exceed sales goals.
• Exercise disciplined adherence to the Company’s sales process, pricing policies, procedures, standards, templates, activity goals and expectations during the performance of duties.
• Devise and execute focused, value-add communications to prospective clients within the sales process, and consistently update all activities and results in Salesforce.com CRM database in accordance with the Company’s internal guidelines.
• Continually identify outbound outreach and networking activities across the healthcare VC ecosystem—including venture and operating partners, portfolio-company leadership, and referral sources—qualify and develop new sales leads within assigned territory; build partnerships and relationships that generate warm introductions and a pipeline adequate to achieve assigned quota.
• Build and maintain a pipeline that is 3-4x annual quota.
• Attend appropriate healthcare technology, digital health, and venture capital Conferences, Trade Shows and networking opportunities (e.g., HLTH, ViVE, HIMSS, JPM Healthcare) with a view to attracting new prospective clients, expanding the Company’s audience and building a pipeline.
• Identify and make connections with potential contacts at events and conferences.
• Meet with manager one-on-one to review performance plan and present progress to leadership as requested.
• Ad hoc duties, as assigned

EXPERIENCE REQUIRED 

• A minimum of 7 years of direct experience in selling complex managed and consulting services and software, which requires highly consultative sales processes—preferably into healthcare technology, digital health, or other VC-backed companies  
• Experience utilizing a detailed, prescriptive sales process
• High degree of experience utilizing Salesforce CRM
• Experience selling into, or in partnership with, venture capital firms and their portfolio companies, ideally within healthcare technology or digital health

QUALIFICATIONS, SKILLS, & KNOWLEDGE 

• A Bachelor’s degree in Business or a related field is preferred.
• Verifiable sales success working at start-up and/or growth stage companies, ideally selling to or within the healthcare technology and digital health ecosystem
• Existing relationships within the healthcare technology, digital health, or venture capital community are a strong plus.
• Highly motivated with an impeccable work ethic.
• Willing to invest the time and do the work to exceed goals.
• Creative thinker, intelligent, and analytical.
• Possesses strong business acumen.
• Must be ready, willing and able to learn and stay knowledgeable about healthcare cybersecurity and compliance trends, the digital health and healthcare technology markets, the venture capital landscape, and regulatory frameworks such as HIPAA, HITRUST, and SOC 2.
• Must possess the ability, and have the experience, required to comfortably converse with executives at all levels, including VC partners and the founders and security, compliance, and product leaders of digital health and health IT companies.
• A pure hunter who is not going to wait for leads to be handed to him or her. Philosophically aligned that prospecting is core to building pipeline.
• Track record of closing a significant amount of quota from leads developed through prospecting.
• Excellent written and verbal communications skills with the ability to write thoughtful, concise, and professional proposals.
• Proactive, organized, and disciplined, with consistently utilized time management skills.
• Good command of Microsoft Word, Excel and PowerPoint.
• Naturally and genuinely curious.
• High emotional intelligence.
• Constant situational awareness. 
• Highly competitive - hates to lose more than loves to win.
• Ability to embrace Clearwater’s CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.

PROFESSIONAL DEVELOPMENT EXPECTATIONS 

• Build and maintain a valuable professional network by actively connecting with peers, mentors, and leaders across the healthcare technology, digital health, and venture capital community, attending at least one industry networking event per quarter. 
• Expand your sales expertise and industry knowledge by dedicating time each week to read thought leadership articles, market reports, and competitor updates on healthcare cybersecurity and compliance, the digital health and healthcare technology markets, and venture capital activity to stay ahead of trends and client needs. 
• Stay current on the tools that drive performance by setting aside time monthly to explore updates or new features by attending webinars or training sessions on emerging platforms. 
• Strengthen your credibility through pursuing certifications in areas like sales methodology, CRM tools, or healthcare cybersecurity and compliance frameworks (e.g., HIPAA, HITRUST, SOC 2). 
• Invest in ongoing learning and self-improvement by setting quarterly learning goals, such as completing a sales course, joining a professional community, or participating in a peer learning group. 

The base salary range for this role is $150,000 to $160,000. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law. 

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed. 

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process. 

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.