Strategic Account Executive, Health Systems

Company Description

Today, when you go to your doctor and get referred to a specialist (e.g., for sleep apnea), your doctor sends out a referral and tells you, “They’ll be in touch soon.” So you wait. And wait. Sometimes days, weeks, or even months. Why? Because too often specialists and medical services are overwhelmed with referrals and the painstakingly manual process it takes to qualify your referral prevents them from getting around to it on time, or sometimes at all. Tennr prevents these delays and denials by making sure every referral gets where it needs to go, with the right info, at the right time. Powered by RaeLM™ Tennr reads, extracts, and acts on every piece of patient information so providers can capture more referrals, slash denials, and reduce delays.

Role Description

As a Strategic Account Executive, Health Systems you will own the enterprise sales process end-to-end from net-new account prospecting through close, across complex, multi-threaded sales cycles (6–12+ months).

You will break into large health systems and academic medical centers, mapping complex stakeholder environments and orchestrating buying groups across operational, financial, and clinical priorities. You will shape decision criteria, construct compelling ROI narratives, and navigate enterprise politics to drive aligned buying decisions.

This is a senior, high-autonomy role. We are looking for a disciplined value architect who can personally drive complex, seven-figure enterprise deals to a close.

Responsibilities

• Own Complex Enterprise Cycles: Lead multi-threaded sales motions from initial outreach through negotiation and close, breaking into net-new health systems and building executive relationships that cultivate a durable pipeline.

• Drive Value-Based Selling: Conduct deep discovery into clinical, operational, and financial workflows, and translate insights into executive and board-level business cases.

• Navigate Stakeholder Complexity: Map buying committees, manage competing incentives, and shape evaluation frameworks to align diverse stakeholders toward a unified decision.

• Structure & Close Strategic Deals: Negotiate high-value, multi-year enterprise agreements while maintaining disciplined forecasting, documented win plans, and clear expansion pathways.

Candidate Qualifications

• 10+ years of enterprise software sales experience, including selling into large integrated delivery networks and academic medical centers.

• Proven track record of personally closing seven-figure deals with 6–12+ month sales cycles and high stakeholder complexity.

• Demonstrated ability to break into net-new enterprise accounts without heavy reliance on inbound leads.

• Strong gravitas and fluency with operational, financial, and clinical audiences, adapting messaging without losing credibility.

• Experience building and defending complex ROI models tied to enterprise-wide operational and revenue impacts.

• Builder mindset with experience operating in startup or high-growth environments, combining autonomy with disciplined pipeline management.