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Parachute Health - Enterprise Account Executive

Remote - U.S. Remote$80k - $165k+ Equity5d ago

Requirements

• 5+ years of enterprise B2B sales experience, with at least 2–3 years selling into health systems, hospital networks, or complex healthcare organizations. • Demonstrated track record of closing large, multi-stakeholder deals — six-figure ACV and above — with long sales cycles in a healthcare or healthcare technology environment. • Deep familiarity with hospital and health system buying processes, including procurement, value analysis committees, IT governance, and clinical sign-off. • Strong understanding of the post-acute care continuum — including HME/DME operations, home health, and supply chain dynamics within integrated delivery networks. • Executive presence and credibility: you can hold your own in a room with a Chief Supply Chain Officer, VP of Post-Acute Operations, or CIO. • Excellent business case and ROI development skills — you can quantify value in terms that resonate with healthcare finance and operations leaders. • Highly disciplined sales process and pipeline management; you use your CRM as a strategic tool, not an afterthought. • Comfortable operating in a startup or growth-stage environment where playbooks are still being written. • Bachelor's degree in Business, Healthcare Administration, or a related field — or equivalent professional experience. • Strongly Preferred • Strongly Preferred • Direct experience selling software or technology platforms into hospital-owned HME departments, post-acute divisions, or health system supply chains. • Existing relationships with decision-makers at health systems, IDNs, or large regional hospital networks. • Familiarity with HME/DME-specific workflows: intake and order management, Medicare/Medicaid billing, prior authorization, resupply, and compliance. • Experience navigating GPO relationships, enterprise contract vehicles, or health system group purchasing dynamics. • Prior experience at a SaaS company serving the post-acute, home health, or healthcare supply chain market. • Understanding payer dynamics, CMS reimbursement policies, and how regulatory changes affect HME operations and purchasing decisions.

Responsibilities

• Pipeline Development & Territory Strategy • Own a defined territory of enterprise prospects — enterprise HMEs, hospital-owned HMEs, and new markets. • Develop and execute a territory plan that identifies the highest-value targets, maps the buying landscape, and builds a multi-quarter pipeline. • Work with BDRs on outbound prospecting efforts into new accounts, leveraging industry relationships, conference presence, referrals, and targeted outreach to build a pipeline from scratch. • Partner with Marketing and Leadership to identify and pursue new market opportunities — including adjacent verticals, emerging care models, and geographies where our platform can expand. • Maintain a disciplined, accurate pipeline in HubSpot with clear stage progression, next steps, and deal timelines. • Enterprise Sales Execution • Run a consultative, solution-oriented sales process tailored to the complexity of hospital and health system buying environments. • Navigate large, matrixed organizations — building relationships and consensus across supply chain, revenue cycle, clinical operations, IT/informatics, and C-suite stakeholders. • Lead discovery deeply enough to understand the operational, financial, and strategic problems the customer is trying to solve — and connect those to our platform's capabilities in a compelling, credible way. • Develop and deliver executive-level presentations, business cases, and ROI analyses that speak the language of health system leadership. • Manage complex, multi-phase RFP and procurement processes, coordinating internal resources (Solutions Engineering, Implementation, Legal, Finance) to move deals forward. • Negotiate contracts, pricing structures, and multi-year agreements, balancing deal economics with long-term customer fit. • Own deal velocity — driving urgency without sacrificing relationship quality, and keeping stakeholders aligned through extended sales cycles. • New Market Development • Serve as a strategic scout and builder for new markets — identifying patterns in buyer needs, competitive dynamics, and platform fit that inform how we expand beyond our core. • Bring market intelligence back to Product, Marketing, and Leadership to help shape positioning, packaging, and go-to-market strategy for new segments. • Build relationships with key industry associations, health system networks, GPOs, and thought leaders that create a long-term pipeline and credibility in new verticals. • Develop repeatable sales plays and discovery frameworks for new market segments as you learn what works. • Cross-Functional Partnership • Partner with Enterprise CSMs on seamless post-sale handoffs, ensuring Customer Success has the context and commitments needed to deliver on what was sold. • Work closely with Solutions Engineering on technical discovery, demo customization, and proof-of-concept engagements for complex accounts. • Collaborate with Marketing on account-based campaigns, event strategy, and enterprise-specific content that supports pipeline development. • Contribute to sales process improvement — sharing deal learnings, win/loss insights, and buyer feedback that make the entire team better.

Benefits

• Medical, Dental, and Vision Coverage: Comprehensive plans with options for low-to-no-cost premiums • Employer HSA Contribution: Company-funded contributions to your Health Savings Account • 401(k) Retirement Plan • Equity Incentive Plan • Annual Company-Wide Bonus: Opportunity for up to 15% bonus based on company performance • Remote-First Culture: We are remote-first with a dedicated NYC office and reimbursement options for co-working spaces • Flexible Vacation Policy • Summer Fridays: 5 additional Fridays off during the summer (separate from PTO) • Monthly Internet Stipend • Annual Learning and Development Stipend • Base Salary Band (based on experience and level) • $80,000-$165,000 Base + Commission • This role carries a competitive on-target earnings structure with uncapped upside. We build compensation plans that reward enterprise sellers who close large, strategic deals — not just volume. • California job applicants may access the Notice of Collection of Personal Information and Privacy Policy with information and rights required by the California Privacy Rights Act (CPRA) the link here.