Account Executive

Direct2Care; Phoenix (AZ); Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

Hybrid schedule

Remote summers

Health insurance

Dental insurance

Job summary

Direct2Care in Phoenix is seeking an Account Executive to own the full sales cycle from discovery through close, engaging business owners, HR leaders, and benefits decision-makers to understand workforce challenges and demonstrate Direct2Care solutions.

You will partner with SDRs, craft tailored proposals, deliver compelling demonstrations, and build long-term relationships while aiming to exceed revenue targets in a hybrid environment with periodic in-office collaboration.

Qualifications

• Bachelor's degree or equivalent professional experience.
• 3+ years of B2B sales experience, preferably in closing/full-cycle sales.
• Experience conducting discovery calls, presentations, product demos, and negotiations.
• Strong understanding of pipeline management and sales forecasting.

Responsibilities

• Own the sales process from discovery through proposal, negotiation, and close.
• Deliver compelling virtual and in-person presentations and product demonstrations.
• Develop tailored solutions and proposals based on customer needs.
• Navigate multiple stakeholders and build relationships with key decision-makers.

Skills

Consultative selling

Stakeholder management

Discovery conversations

Presentations

Negotiation

Pipeline management

Education

Bachelor's degree or equivalent

Tools

HubSpot

CRM

Job description

We're So Glad You're Here!

At Direct2Care, we're on a mission to make healthcare more accessible and affordable for hardworking Americans- and we're looking for an Account Executive who can turn that mission into meaningful partnerships with businesses across the country.

As an Account Executive, you'll own the sales process from qualified opportunity through close. You'll work with business owners, HR leaders, benefits decision-makers, and other stakeholders to understand their workforce challenges, demonstrate how Direct2Care can help, and guide them toward the right solution.

This isn't about simply pitching a product. We're looking for someone who can listen, uncover business needs, build trust, navigate multiple stakeholders, and confidently move opportunities forward.

If you love consultative selling, take ownership of your pipeline, and are energized by winning new business while solving meaningful customer problems, we'd love to meet you.

What You'll Do

Own the Sales Process

• Manage qualified opportunities from discovery through proposal, negotiation, and close.
• Conduct thoughtful discovery conversations to understand each prospect's business, workforce, healthcare challenges, and goals.
• Deliver compelling virtual and in-person presentations and product demonstrations.
• Develop tailored solutions and proposals based on customer needs.
• Navigate multiple stakeholders and build relationships with key decision-makers.
• Manage follow-up, objections, negotiations, and contracting to move opportunities toward close.

Build & Manage Your Pipeline

• Partner closely with SDRs and Marketing to convert qualified opportunities into new customers.
• Supplement inbound and SDR-generated opportunities with your own strategic prospecting and relationship development.
• Maintain an organized, healthy pipeline with clear next steps and accurate close dates.
• Consistently meet or exceed new business, revenue, and sales performance goals.
• Maintain accurate opportunity, activity, and forecasting information within HubSpot.

Sell Consultatively

• Understand the business and workforce challenges facing prospective customers.
• Clearly articulate Direct2Care's value proposition and business impact.
• Connect customer needs to the appropriate Direct2Care solutions.
• Build business cases that demonstrate value for employers and their employees.
• Position Direct2Care as a strategic partner rather than simply another vendor.
• Confidently address objections and competitive considerations.

Create Seamless Customer Transitions

• Partner with Customer Success to ensure a smooth handoff from closed-won opportunity to implementation.
• Clearly document customer goals, expectations, stakeholders, and commitments.
• Remain engaged as appropriate to help establish strong long-term customer relationships.
• Share market insights and prospect feedback with Product, Marketing, Customer Success, and leadership.

What We're Looking For

Required Qualifications

• Bachelor's degree or equivalent professional experience.
• 3+ years of B2B sales experience, preferably in a closing or full-cycle sales role.
• Demonstrated success meeting or exceeding sales targets.
• Experience conducting discovery calls, presentations, product demonstrations, and negotiations.
• Strong understanding of pipeline management and sales forecasting.
• Experience working within a CRM; HubSpot experience is a plus.
• Excellent verbal, written, and presentation skills.
• Strong business acumen and ability to communicate with decision-makers.
• Comfortable managing multiple opportunities at different stages of the sales cycle.
• Self-motivated with a high degree of ownership and accountability.

You'll Thrive Here If You Are...

• A consultative seller who listens before pitching.
• Competitive and motivated by achieving-and exceeding-and goals.
• Skilled at building relationships and establishing credibility with decision-makers.
• Comfortable asking thoughtful, challenging questions.
• Persistent and disciplined with follow-up.
• Organized and intentional about managing your pipeline.
• Comfortable operating in a fast-paced, growing environment.
• Coachable and continuously looking for ways to improve.
• Collaborative and committed to creating a great experience from prospect through customer.
• Excited about selling a solution that can have a meaningful impact on businesses and their employees.

Preferred Qualifications

• Experience selling SaaS, healthcare, employee benefits, HR technology, or B2B services.
• Experience selling to business owners, HR leaders, benefits leaders, or executive decision-makers.
• Experience navigating multi-stakeholder sales processes.
• Familiarity with HubSpot or a similar CRM.
• Experience working in a growth-stage organization.

Technology You'll Use

• HubSpot
• Microsoft Suite
• Zoom, Teams
• Notion
• Sales prospecting and presentation tools

What Success Looks Like

In this role, you'll:

• Consistently achieve or exceed new business and revenue targets.
• Maintain a healthy, accurately forecasted pipeline.
• Run high-quality discovery conversations that uncover meaningful customer needs.
• Deliver compelling presentations and demonstrations.
• Effectively navigate objections, negotiations, and multiple stakeholders.
• Convert qualified opportunities into long-term Direct2Care customers.
• Create seamless handoffs to Customer Success.
• Build trusted relationships with prospective customers.
• Take ownership of your results and continuously improve your sales approach.

Why You'll Love Working Here

We believe great work happens when people are trusted, supported, and given room to grow.

Here's what you can expect:

• Competitive base salary + variable compensation / OTE with meaningful upside for strong performance and no cap on commission
• Hybrid work schedule with in-office collaboration every Tuesday and Thursday in our Scottsdale office
• Remote Summers - we go fully remote from June through September
• Comprehensive health, dental, and vision insurance
• Opportunity to make a meaningful impact at a growing, mission-driven company
• Collaborative team that values ownership, initiative, accountability, and continuous learning
• Opportunity to grow alongside the organization as Direct2Care continues to scale

If you're a relationship-driven seller who loves solving business problems, winning new customers and helping employers provide better healthcare access to their teams, we'd love to hear from you.