National Account Executive - Healthcare & Education

National Account Executive - Healthcare & Education

Job Description

Location: Flexible Reports to: SVP of Sales Type: Full-Time Travel: 40-60% (regional & national healthcare / education accounts) Compensation: Base + Commission + Performance-Based SPIFFs

Role Overview

We are recruiting a National Account Executive (SAE) to lead growth across Healthcare and Education verticals, including hospital systems, outpatient networks, higher education, and K-12 districts.

This role owns two core sales motions:

• Expansion of existing healthcare and education clients across additional campuses, facilities, and service lines
• New-logo acquisition through Account-Based Marketing (ABM), targeted outreach, and RFP-led pursuits

This is a senior individual contributor role with high autonomy, supported by centralized National Sales Enablement and Marketing resources. The SAE is expected to operate as a vertical quarterback, coordinating clinical, facilities, procurement, and executive stakeholders.

Team Structure

• National Account Executive (You) Own full-cycle sales, vertical strategy, executive engagement, and account expansion
• National Sales Enablement Administrator (Support) Manages Salesforce hygiene, proposal workflows, vertical playbooks, and enablement asset tracking

Key Responsibilities

• Own the full sales cycle: prospecting, discovery, solution design, pricing, proposals, and contract execution
• Drive wallet-share expansion within existing healthcare systems and education portfolios (multi-campus, multi-site)
• Lead new-logo acquisition through ABM campaigns and vertical GTM initiatives
• Navigate complex buying committees, including:
• Facilities & Environmental Services
• Supply Chain & Procurement
• Safety / Infection Control / Compliance
• Finance and Executive Leadership
• Manage and respond to RFPs and procurement-led sourcing events
• Partner with Marketing, Operations, and Finance to ensure:
• Proposal accuracy
• Margin discipline
• Operational readiness
• Maintain disciplined Salesforce usage, forecasting accuracy, and deal inspection rigor

Ideal Candidate Profile

• 10+ years of complex B2B sales experience in healthcare services, facilities management, environmental services, or education support services
• Proven success selling $500K-$5M+ ACV, multi-site, multi-year agreements
• Deep familiarity with:
• Healthcare compliance environments (infection prevention, safety, accreditation)
• Education procurement and public-sector buying processes
• Strong command of SLAs, service-level risk, and operational readiness in regulated environments
• High executive presence and ability to lead multi-stakeholder sales cycles
• Advanced proficiency in Salesforce and structured sales execution

Performance Metrics

• Quota: ~$7M ACV annually
• Win Rate: ≥30% of qualified opportunities
• Pipeline Coverage: 3× minimum
• CAC Payback: ≤12 months
• Margin Target: ≥12-14% gross margin
• KPIs:
• Forecast accuracy
• Proposal-to-close conversion
• Vertical penetration growth
• Multi-site expansion velocity

Why This Role Matters

Healthcare and Education are National growth pillars requiring disciplined execution, regulatory fluency, and executive credibility.

This role is designed for a proven seller who can:

• Operate independently
• Lead complex pursuits
• Protect margin
• Expand national footprints

For the right leader, this is a high-visibility, leadership-track role with direct impact on enterprise growth.

Candidate Evaluation Checklist: National AE - Healthcare & Education

Must-Haves

• 7-10+ years of B2B field sales in healthcare, education, facilities, or outsourced services
• Track record with $500K-$5M+ ACV, multi-site contracts
• Demonstrated success in procurement-led RFP cycles
• Strong CRM discipline (Salesforce) and forecasting rigor
• Ability to own quota while coordinating cross-functional teams

Should-Haves

• Experience with ABM or vertical GTM campaigns
• Strong understanding of GM%, CAC, payback, and close-rate economics
• Direct selling experience into:
• Hospital systems
• Outpatient networks
• Universities or K-12 districts
• Familiarity with proposal automation tools (Conga, Seismic)
• Exposure to PE-backed or growth-stage environments

Nice-to-Haves

• Background in janitorial, EVS, FM, or compliance-driven services
• Experience influencing GTM strategy or sales process improvements
• Familiarity with sales intelligence tools (Gong, ZoomInfo, Convex)
• Demonstrated ability to expand enterprise accounts over time