Account Executive, Enterprise

Francisco Partners; New York (NY); On-site; USD 115,000 - 155,000; Full time

Benefits offered by this job

Unlimited Vacation

Health benefits for employee

Commuter Benefits

401(k) with employer match

Wellness programs

Sabbatical leave

Parental leave

Cell phone reimbursement

Employee Resource Groups

Great Place to Work Certified

Job summary

Zocdoc, the leading healthcare marketplace, is seeking an Account Executive to own and grow a portfolio of the company’s largest clients. You will expand partnerships by diagnosing business problems, building ROI cases, and aligning stakeholders for a close on multi-million deals.

In this role, you will lead consultative conversations with executives, navigate buying committees, and partner with cross-functional teams to deliver measurable value.

Qualifications

• 5-7 years of full-cycle selling into complex, multi-stakeholder organizations.
• Self-generated pipeline with multi-threaded, C-suite-level wins; executive engagement.
• Fluency in value/solution-selling and MEDDPICC or MEDDIC.
• Ability to build and present ROI business cases quantified in customer economics.
• Proven track record of building and maintaining C-Suite client relationships.
• Experience with PowerPoint, Excel, and Tableau.

Responsibilities

• Self-sourcing and building a pipeline of new and expansion opportunities across your book, including provider expansion and upsell.
• Running consultative discovery to quantify the cost of not solving a problem and tying our value to that number.
• Multi-threading across accounts, building relationships and stakeholder-specific business cases up to the executive level.
• Qualifying and driving deals with a disciplined MEDDPICC/MEDDIC approach; secure economic buyers and champions.
• Forecasting growth across longer, multi-stakeholder sales cycles.
• Leading business review discussions with client leads and decision-makers to surface expansion opportunities.

Skills

Full-cycle selling

Executive engagement

Value selling

MEDDPICC

ROI case development

C-Suite relationships

Tools

PowerPoint

Excel

Tableau

Job description

Our Mission

You call. You wait. You call again. In every other part of your life, you book in seconds. In healthcare, you’re blocked.

We’re here to give power to the patient.

For nearly 20 years, we’ve built the leading healthcare marketplace - helping tens of millions of people find and book the care they need. Now, we’re going further: building our infrastructure beyond Zocdoc’s marketplace topower access to care wherever patients search, from provider websites and insurance directories to search engines, AI platforms, and more.

Healthcare still lacks something every other major consumer industry takes for granted: a seamless way to go from seeking to getting. We don’t want to own the front door to care; there isn't one. We want to make sure all of those doors open when patients are knocking.

Fixing healthcare starts with fixing access to it. And we're still just getting started.

Your Impact on our Mission

Zocdoc's most important asset is our people. As an Account Executive, you will own and grow a portfolio of Zocdoc's largest clients, and you will grow it by creating opportunity, not just maintaining it. Managing a book of business between $5-10M in revenue, your core job is to expand these partnerships: uncover where each client is leaving growth on the table, build the business case, and drive it to a close. You do this consultatively, leading with the client's business problem, quantifying it in their own economics, and aligning multiple stakeholders behind the solution. Working closely with internal teams, you make sure our largest clients are set up for success and growing on our platform.

You’ll enjoy this role if you…

• Enjoy owning your own book of business and hunting for expansion within it — not waiting on renewals
• Excel at leading consultative, executive-level conversations that reframe how a client sees their own business
• Can navigate a buying committee, building a different, tailored case for the CEO, the CMO, the Doctor-Owner, etc.
• Leverage data to quantify the cost of inaction and turn it into actionable insight that drives client strategy
• Get satisfaction from asking for the business and closing, not just advising
• Have an interest in healthcare or consumer technology
• Are motivated by clear metrics and targets

Your day to day is…

• Self-sourcing and building a pipeline of new and expansion opportunities across your book, including provider expansion and upsell
• Running consultative discovery that gets the client to put a number on the cost of not solving a problem, then tying our value to that number
• Multi-threading across each account, building relationships and stakeholder-specific business cases across all functional areas (Operations, Marketing, Strategy, Finance) up to the executive level
• Qualifying and driving deals with a disciplined methodology (e.g., MEDDPICC / MEDDIC), confirming the economic buyer, developing a champion, and creating a compelling event
• Forecasting growth accurately across longer, multi-stakeholder sales cycles
• Preparing for and leading business review discussions with client leads and decision-maker/executive teams, using them to surface and advance expansion, with clear next steps and a time-bound ask
• Developing and executing operational and commercial account strategies while holding clients accountable for their side of the partnership
• Mobilizing internal partners to win and grow, and providing guidance to the Client Success team supporting your accounts

You’ll be successful in this role if you have…

• 5-7 years of full-cycle selling into complex, multi-stakeholder organizations, carrying and hitting a new-business or expansion number (not a renewals/retention-only book)
• A proven track record of self-generated pipeline and multi-threaded, C-suite-level wins; deals with several decision-makers, executive engagement, and a real business case
• Fluency in a value/solution-selling and qualification methodology (MEDDPICC strongly preferred)
• The ability to build and present an ROI business case that quantifies value in the customer’s own economics
• A proven track record of building and maintaining C-Suite level client relationships
• Experience with Microsoft PowerPoint, Excel, and Tableau
• Exceptional written and oral presentation skills
• Strong analytical skills

Benefits:

• Unlimited Vacation
• 100% paid employee health benefit options (including medical, dental, and vision)
• Commuter Benefits
• 401(k) with employer funded match
• Corporate wellness programs through Wellhub
• Sabbatical leave (for employees with 5+ years of service)
• Competitive paid parental leave and fertility/family planning reimbursement
• Cell phone reimbursement
• Employee Resource Groups and ZocClubs to promote shared community and belonging
• Great Place to Work Certified

Zocdoc is committed to fair and equitable compensation practices. Salary ranges are determined through alignment with market data. Base salary offered is determined by a number of factors including the candidate’s experience, qualifications, and skills. Certain positions are also eligible for variable pay and/or equity; your recruiter will discuss the full compensation package details.

NYC Base Salary Range

$114,800 — $155,300 USD

About us

Zocdoc is the country’s leading digital health marketplace that helps patients easily find and book the care they need. Each month, millions of patients use our free service to find nearby, in-network providers, compare choices based on verified patient reviews, and instantly book in-person or video visits online. Providers participate in Zocdoc’s Marketplace to reach new patients to grow their practice, fill their last-minute openings, and deliver a better healthcare experience. Founded in 2007 with a mission to give power to the patient, our work each day in pursuit of that mission is guided by our six core values.

Zocdoc is a mission-driven organization dedicated to building teams as diverse as the patients and providers we aim to serve. In the spirit of one of our core values - Together, Not Alone, we are a company that prides itself on being highly collaborative, and we believe that diverse perspectives, experiences and contributors make our community and our platform better. We’re an equal opportunity employer committed to providing employees with a work environment free of discrimination and harassment. Applicants are considered for employment regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity, gender expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or any other class protected by applicable laws. Job Applicant Privacy Notice