Healthcare Account Executive (Mid-Market)

We are at an exciting stage of growth: our CEO has already sold the first few million in ARR by developing a repeatable, consultative sales motion into healthcare operators. The motion is working. Now we are looking for an AE who can help scale it, sharpen it, and turn the crank with discipline.
This AE role is core to Ember’s growth motion. You’ll own deals end-to-end with PE-backed, multi-site provider groups, running a consultative sales process with CFO, COO, and revenue cycle leadership, guiding technical and operational stakeholders, and driving clear next steps to close.
This is not “order taking.” You’ll diagnose revenue cycle pain, quantify impact, and help operators align on a plan to reduce A/R days and claim denials fast.
OTE: $150K–$250K (base + commission, depending on experience)
What You’ll Do
Own a pipeline of PE-backed clinic groups from first meeting through close

Run structured discovery with CFO/VP Rev Cycle

Map the buying committee (finance, revenue cycle, IT/EMR, ops) and manage a multi-stakeholder process

Build ROI narratives tied to denials, A/R aging, cash acceleration, staffing load

Coordinate evaluation steps (data access, sample pulls, security review, workflow fit)

Deliver crisp demos and executive readouts that drive decisions

Maintain rigorous CRM hygiene: close plans, next steps, risks, mutual action plans

Partner with founders on messaging, pricing, packaging, and objection handling

Support conferences/trade shows: pre-book meetings, work leads, and close follow-up loops

Who You Are
You’re a high-judgment, high-output AE who can credibly engage senior operators and keep complex deals moving.
You likely:
Write and speak clearly with an executive tone

Can run discovery that surfaces real pain and buying triggers

Are comfortable with multi-threading and navigating ambiguity

Can translate product capabilities into operational + financial outcomes

Take pride in clean pipelines, accurate forecasting, and strong handoffs

Must-Haves
3+ years closing experience in B2B SaaS or healthcare services/tech

Proven ability to run a multi-step sales process (3–6+ stakeholders)

Strong discovery + qualification discipline (fit, pain, urgency, process)

Comfort selling to CFO/COO/Rev Cycle leadership

Strong CRM rigor and forecasting habits

Nice-to-Haves
Experience in RCM, claims, denials management, billing workflows

Experience selling into PE-backed healthcare / multi-site groups

Familiarity with EMRs, clearinghouses, practice management systems

Conference-driven pipeline motion

How we measure success (first 90–180 days)
Consistent pipeline creation (with BDR + self-sourced)

High meeting-to-opportunity conversion via strong qualification

Clear close plans on active deals (no “hope-casting”)

Closed-won revenue and fast time-to-first-logo

Interview process
Coffee chat with a member of the Ember team

Written exercise: outbound + follow-up + meeting recap

Live discovery roleplay (CFO + Rev Cycle leader)

Deal cycle deep dive (walk us through a real close)

Pipeline/forecasting walkthrough (how you run your week)