Frontera - Enterprise Transformation Executive
Requirements
• 8+ years of experience in B2B sales or account management, with a focus on enterprise or complex deal cycles; healthcare and behavioral health experience a plus • Proven track record of meeting or exceeding sales targets on larger, multi-stakeholder deals • Strong consultative selling skills and ability to navigate complex organizations and buying processes • Excellent communication and negotiation skills, including comfort engaging clinical and executive stakeholders • Comfortable managing multiple deals and competing priorities across longer sales cycles • Experience selling to multi-site healthcare providers, ABA practices, or similar clinical organizations • Familiarity with CRM tools (HubSpot preferred) • Experience in a startup or early-stage company environment • Traits and Characteristics • Self-motivated and results-driven • Strong communication and interpersonal skills • Customer- and outcome-focused • Comfortable navigating ambiguity and longer deal timelines • Collaborative and able to work cross-functionally with SDRs, CS, and Product • Creative and open-minded, with a willingness to try new approaches and refine your motion based on what you learn • Location • Flexible, with a preference for San Francisco, CA. This role requires up to 30% travel for conferences, events, and in-person client meetings.
Responsibilities
• Full-Cycle Enterprise Sales • Manage the end-to-end sales process for enterprise accounts, including discovery, demos, multi-stakeholder alignment, proposal development, negotiation, and closing • Prospect within defined enterprise target markets, researching and engaging large clinic groups and regional health systems to build a high-quality pipeline • Build strong, consultative relationships with decision-makers across clinical, operational, and executive levels • Understand each customer's priorities and tailor Frontera's value proposition to address what matters most to their organization • Navigate complex buying processes including procurement, legal, and compliance reviews, keeping deals moving without creating friction • Collaborate with SDRs to ensure enterprise leads are effectively qualified and pursued • Pipeline and Forecasting • Maintain accurate records of all sales activity, opportunities, and pipeline in the CRM • Provide regular forecasts and updates to commercial leadership team • Identify risks and opportunities in the pipeline and proactively address them • Market and Customer Insights • Gather insights from enterprise prospects and customers to inform product, marketing, and growth strategies • Represent Frontera at industry events, conferences, and customer meetings • Continuously refine messaging, sales collateral, and approach based on feedback and results
Benefits
• The Enterprise Transformation Executive is a key driver of Frontera's growth, connecting large clinic groups and health systems to our platform so more families can access care. By owning complex, high-impact deals, you'll directly expand our reach, strengthen our market position, and help more children in underserved communities get the support they need. • Opportunity to be at the forefront of innovation in pediatric healthcare. • Work on challenging and impactful projects that leverage cutting-edge technologies. • Collaborate with a talented and passionate team in a fast-paced and dynamic environment. • Make a real difference in the lives of children and families in rural communities. • Competitive salary and benefits package. • Dog-friendly office. • Catered lunch from local Denver restaurants five days a week, plus occasional breakfasts and dinners. • Robust snack program and great coffee options (including cappuccino machine and cold brew cans). • Regular team events and low-key socials. • Up to $150/month commuter stipend, discounted nearby parking, and a discounted Colorado Athletic Club membership. • Thoughtfully designed space for focus, collaboration, and connection. • Competitive health benefits, stock options, 401(k), and generous PTO.
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