Senior Account Executive - USA Software Sales (Remote)

Carepatron; New Zealand; Remoto; NZD 211.000 - 316.000; Tempo pieno

Descrizione del lavoro

Carepatron is seeking an experienced Account Executive to close full-cycle deals with US behavioral health practices. You will own discovery, demos, security questions, pricing, and the close, with SDR support for demos and inbound leads from the US weekly.

You will define ICP, messaging, and a scalable playbook while collaborating with product, marketing, and leadership. The role is remote from New Zealand, serving a global customer base with flexible hours.

Competenze

• Several years in B2B SaaS sales with full-cycle closing experience.
• Ability to create and manage pipeline end-to-end.
• Excellent written and spoken English; clear, warm and direct communication.

Mansioni

• Own the full sales cycle: discovery, demos, security/compliance, pricing and close.
• Collaborate with SDR to optimize demo scheduling and messaging.
• Define ICP, messaging, and the e2e sales playbook for US behavioral health buyers.
• Grow accounts post-close with effective onboarding and handover to customer success.

Conoscenze

Full-cycle closing

Pipeline development

English fluency

CRM proficient

US market knowledge

Formazione

Bachelor’s degree or equivalent

Strumenti

Pipedrive

Descrizione del lavoro

Carepatron is the healthcare platform helping more than 100,000 professionals across over 100 specialties care for their clients and get their time back. Therapists, psychologists, counselors, dietitians and whole multidisciplinary clinics in more than 120 countries run their working day on us: scheduling, telehealth, clinical notes, AI scribe, invoicing and insurance claims.

We started Carepatron after watching our own partners, a psychologist and a surgeon, lose their evenings to paperwork. That is still the problem we are solving. Less back-office work, more headspace for care.

The United States is our largest market, and behavioral health is where the need is sharpest. Practices there are losing hours every week to documentation, claims and credentialing, they are paying more each year for software that keeps adding per-clinician fees, and they are actively looking for something simpler. Almost all of our growth so far has come from practitioners finding us and recommending us to each other. We are now putting a real sales motion behind that, and this is the role that starts it.

The role

This is a full-cycle role. You will run the conversations and close the business. You will have an SDR booking demos into your calendar, and inbound arriving from the US every week. What you will not have is a finished playbook. You are the person who builds that.

There are four parts to the job.

The demos.

Your SDR books meetings into your calendar, and your job is to turn them into pipeline. That partnership only works in both directions, so you will feed back honestly on which accounts and messages are converting, and you will still open your own priority accounts yourself rather than waiting on the calendar to fill. Self-serve is also how most practices meet Carepatron, so a real share of your pipeline is people who have already used the product and need a reason to move their whole practice onto it.

Closing.

You own every deal end to end: discovery, demo, security and compliance questions, migration planning, pricing and the close. Solo and small practices decide in weeks. Larger group practices take longer, because they are moving years of client records and putting us through security review. The buyer is usually a practice owner or clinical director who is also seeing clients. Being efficient with their time is part of the pitch.

The playbook.

You will decide what our ICP actually is, which segments convert, which messages land, what a good demo looks like and what belongs in the CRM. Everyone we hire into US sales after you will start from what you wrote.

The market.

You will be closer to the US behavioral health buyer than anyone else at Carepatron. What you learn about billing, payers, migration blockers and competitors has to get back to product, marketing and leadership quickly enough for us to act on it.

What you will own

Closing and revenue

• Carry a new business quota and own the full cycle behind it: discovery, demo, trial, proposal, close.
• Convert the demos your SDR books. Show up prepared on every one, run it properly, and give the meeting the same respect whether it came from a cold call or a referral.
• Run demos that speak to how a US behavioral health practice actually operates: intake and scheduling, notes and treatment plans, telehealth, superbills, electronic claims and ERAs through our clearinghouse integration, and supervising associate clinicians.
• Handle the questions that stall healthcare software deals: HIPAA and security review, migrating years of client records off an incumbent EHR, insurance and billing workflows, and per-clinician pricing.
• Grow accounts after the first signature. Most practices start with a handful of clinicians and add more.
• Work with onboarding and support so the practices you sell actually go live, stay, and tell other practices about us.

Pipeline and partnership

• Work as one unit with your SDR. Agree the target list together, brief them on what a good meeting looks like, review booked demos before they happen, and tell them quickly when a segment or a message is not landing.
• Open your own accounts too. The best AEs here will not sit on a quiet calendar, and some doors only open when the person who can close walks through them.
• Target US behavioral health practices, weighted toward group practices with three or more clinicians, across calls, email, LinkedIn and industry events.
• Work the inbound properly. Trials, free-plan practices and demo requests arrive from the US every week, and the ones with room to grow are some of our best conversations.
• Research accounts and buyers before you reach out. A practice owner can tell within one sentence whether you understand their week.
• Run nurture for the practices that are not ready yet, and reopen the conversations that went quiet.
• Keep the CRM accurate enough that a forecast means something. We run on Pipedrive.

Building the function

• Write the first version of our US sales playbook: ICP, cadences, discovery questions, demo flow, objection handling and competitive positioning, for you and for the SDR working alongside you.
• Test channels honestly, measure them, and without waiting to be told, kill the ones that are not working.
• Bring evidence back to product and marketing on what is winning and losing deals, and what we would need to build or say to change that.
• Help us hire. As the team grows you will interview, onboard and set the standard for the people who follow you.

What success looks like

• In your first 30 days. You can demo Carepatron without help and explain how a US insurance claim moves through it. You have spoken to enough practice owners to hold your own view of the ICP rather than ours, and your SDR has that view too because you gave it to them. There is pipeline in the CRM from both of you.
• By 90 days. You are closing. The first written version of the playbook exists, you know which channel and which segment are working, and you can show the numbers behind that instead of a feeling.
• Within 12 months. You are consistently at or above quota, the motion is repeatable enough that the next hire can run it, and US behavioral health group practices are a predictable source of revenue rather than a hope.

What you will bring

• Several years in B2B SaaS sales, including a full-cycle closing role where you carried a quota. Tell us your numbers and how you got them.
• Evidence that you can create pipeline yourself and close what you created. Self-sourced pipeline and the revenue that came out of it matter more to us than logos.
• Excellent written and spoken English. Clear, warm and direct, with no filler.
• Real listening and real curiosity. The best discovery calls here are mostly the practice owner talking.
• A competitive streak, and the ambition to beat the number rather than land on it.
• Resilience and pace. You will be told no often, and the job is to iterate rather than stall.
• Comfort in ambiguity. No playbook yet, and little brand recognition in the US yet. Some people find that energizing and some find it exhausting, and it is worth being honest with yourself about which you are.
• The instinct to work well with an SDR rather than around one. Coaching them, briefing them and closing the loop with them is part of your job, not a favor.
• Comfort with software. You can learn a deep product quickly and demo it confidently, including the billing and compliance detail that healthcare buyers always ask about.
• Discipline with your CRM and your own numbers. You know your conversion rates without having to look them up.
• Willingness to work US business hours and give US practices reliable coverage, with some overlap with our team in New Zealand.
• A bachelor’s degree or equivalent experience. We care about what you can do, not where you studied.
• You have sold into US behavioral health, mental health or allied health practices, or sold practice management, EHR or medical billing software.
• Working knowledge of US insurance workflows: claims and clearinghouses, ERAs, superbills, credentialing, or the psychotherapy CPT codes practices bill every day.
• You have been an early or founding account executive somewhere and built the motion from scratch.
• You have sold against SimplePractice, TherapyNotes, Jane, Valant, or platforms like Headway, Alma and Grow Therapy, and you can articulate where Carepatron fits better.
• Experience selling a product with a free or self-serve tier, where the job is expansion rather than introduction.
• Hands-on with Pipedrive, and with the outbound stack around it.

How we work

• We are a global, remote, mission-driven team, and we hire people who do not need to be managed into caring. Four things we hold to:
• Radical accessibility. Beautiful software should be accessible to every health practitioner around the world.
• Collaboration. People do their best work when they do it together.
• Customization. Practitioners deserve to work according to their own needs, not someone else’s.
• Modern technology. Technology can change the future of healthcare for both patients and practitioners.
• In practice that means independent thinkers, high standards, real ownership and direct communication.
• You will work closely with leadership who have built products at Xero, EzyVet, Halter and Serato, and you will get the access and the latitude that comes with being an early hire in a new market.