Account Executive

Tishman Speyer Properties; Tampa (FL); On-site; USD 70,000 - 110,000; Full time

Job summary

Qualifacts, a leading provider of behavioral health software and SaaS, is seeking an Account Executive to drive new business in the Tampa area. This outside sales role focuses on understanding client needs, building relationships, and moving opportunities through a full sales cycle.

You will prospect, qualify, present demos, and close deals while collaborating with cross-functional teams. Successful candidates bring SaaS sales experience, C-level communication skills, and the discipline to

Qualifications

• Bachelor's degree or equivalent work experience.
• 2+ years of demonstrated success in SaaS or behavioral healthcare sales.
• Experience engaging external prospects and C-level buyers.

Responsibilities

• Manage a full sales cycle including prospecting, qualification, demo and close.
• Exceed quarterly and annual quota targets.
• Build and maintain a high-quality sales pipeline with lead generation and managed accounts.
• Design, plan, and execute effective demo programs aligned to client needs.

Skills

SaaS sales

CRM tools

C-level communication

Lead generation

Negotiation

Pipeline management

Education

Bachelor's Degree

Tools

Salesforce

Job description

Job Description: Job Description Qualifacts is a leading provider of behavioral health software and SaaS solutions for clinical productivity, compliance and state reporting, billing, and business intelligence. Its mission is to be an innovative and trusted technology and end-to-end solutions partner, enabling exceptional outcomes for its customers and those they serve. Qualifacts’ comprehensive portfolio, including the CareLogic® , Credible™ , and InSync® platforms, spans and serves the entire behavioral health, rehabilitative, and human services market supporting non-profit Certified Community Behavioral Health Clinics (CCBHC) as well as for-profit large enterprise and small business providers. Qualifacts has a loyal customer base, with more than 2,500 customers representing 75,000 providers serving more than 6 million patients. Qualifacts was recognized in the 2022 and 2023 Best in KLAS: Software and Services report as having the top ranked Behavioral Health EHR solutions. The Account Executive position is an outside sales opportunity. Focus will be on understanding total market opportunity, identifying potential clients, developing relationships, driving the sales process, and closing new business. Successful candidates will possess excellent communication and organizational skills, a proven sales track record of success or leadership experience in Behavioral Health, and the demonstrated ability to work both independently and within a team.

Responsibilities

• Manage a full sales cycle including prospect identification, qualification, demo & close.
• Exceed quota on a quarterly and annual basis.
• Continuously build and maintain a high-quality sales pipeline – lead generation (including cold calling) required while also pursuing and managing leads provided by inside sales lead team.
• Design, plan, and implement a quality and needs-driven sales demonstration program (to include determining sales/demo objectives and designing demo scenarios to meet internal and external requirements)
• Develop and maintain effective working relationships with coworkers in a team selling environment.
• Attend key trade shows in your region along with building relationships with current customers and state key influencers in behavioral health to drive overall market penetration strategy.
• Maintain detailed notes on deal progress using Salesforce.com.
• Communicate effectively with C-level prospects and customers.
• Demonstrated ability to learn new information, follow designated methodologies.
• Must have desire/willingness to adopt and execute lead generation and sales processes including cold calling activities.

Knowledge & Application

• Demonstrates ability to uncover and access underlying business needs and develop compelling solution/sales messaging.
• Excellent influencing and negotiation skills.
• High attention to details, diligent in documentation and very organized.
• Competitive drive, self-starter, resourceful, collaborative, and coachable.
• Strong software skills, Word, Excel, and PowerPoint.
• Strong strategic planning and activity implementation skills (critical thinking, researching, organization, prioritization, and action orientation) required to create and deliver robust territory plans including call activity, marketing campaigns, top account identification, quarterly forecasting, and pipeline management.
• A new customer acquisition sales mindset (versus account management) with evidence of exceeding sales quotas or other aggressive business goals for several years.
• Familiar with standard computer technologies (SaaS) and architecture fundamentals.
• Working knowledge of Salesforce or other CRM/Sales management tools.

Minimum Degree and Experience

• Bachelor’s Degree or equivalent work experience
• At least two years demonstrated success working directly with behavioral/mental health organizations with strong knowledge/understanding around Electronic Health Records and demonstrated ability to develop business relationships and opportunities through relationship building and influence at the C-level.
• May consider individuals outside of behavioral health if they have successfully sold other types of enterprise level technology solutions into new markets (ideally complex, high value SaaS deals with long sales cycles in a healthcare vertical).
• Experience proactively engaging external prospects/leads, donors, or other “buyers” at both the staff/user and executive level.
• Experience in handling complex projects with many internal coordination points, multi-level/ multi-department external stakeholders and extended timelines.
• Demonstrated success in SaaS sales or behavioral healthcare leadership roles.

Qualifacts is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. For more than 20 years, Qualifacts has delivered thoughtful innovation, technology, support, and services to the behavioral health and human services market. Most recently, Qualifacts has been on a mission to expand its portfolio to support the patient continuum, from the initial appointment request to final billing and reporting, and everything in between. Qualifacts has headquarters in Nashville and Tampa with employees across the globe, many with strong healthcare and clinical backgrounds to help bring you the best solutions possible.