Account & Relationship Management Executive

Wolters Kluwer; Sacramento (CA); Remote; USD 71,000 - 125,000; Full time

Benefits offered by this job

Commission

Job summary

Wolters Kluwer is seeking an Account Executive to drive new revenue, renewals, and expansion of Lippincott Solutions within healthcare organizations across a national territory. The role emphasizes disciplined prospecting, executive engagement, and strong forecast accuracy in a remote CST-time zone context.

The ideal candidate has 5+ years in consultative B2B sales, a proven ability to manage complex sales cycles with multiple stakeholders, and experience using Salesforce to track opportunities

Qualifications

• Bachelor's degree or equivalent professional experience.
• Minimum 5 years of consultative B2B sales experience.
• Proven track record of achieving or exceeding sales targets.
• Experience managing complex, multi-stakeholder sales cycles.
• Experience building and managing territory plans and sales pipelines.
• Strong presentation, communication, negotiation, and business acumen skills.
• Experience using Salesforce or another CRM platform.

Responsibilities

• Develop and execute a territory plan to create qualified pipeline and drive revenue growth.
• Identify high-potential health systems, hospitals, and healthcare organizations.
• Lead consultative sales cycles from qualification through close.
• Build executive-level relationships with nursing leadership and education leaders.
• Perform strategic business reviews to strengthen customer relationships and uncover opportunities.

Skills

Consultative selling

Executive engagement

Territory planning

Forecasting

Sales cycle management

Multi-stakeholder selling

Presentation

Negotiation

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

Permanent remote role, preferred candidate will be located in CST time zone.

The Account Executive is responsible for driving new revenue growth, securing renewals, and expanding Lippincott Solutions adoption across an assigned regional territory. This role develops and executes territory strategies that align Lippincott Solutions to workforce development, nursing education, clinical competency, onboarding, and practice readiness initiatives within healthcare organizations.

Success requires disciplined prospecting, consultative selling, executive engagement, effective territory planning, and rigorous opportunity management. The Account Executive must navigate complex, multi-stakeholder buying processes while maintaining strong forecast accuracy and sales process discipline.

Key Responsibilities

New Business Development

• Develop and execute a territory plan designed to create qualified pipeline and drive sustainable revenue growth.
• Identify, prioritize, and pursue high-potential health systems, hospitals, and healthcare organizations.
• Create opportunities through outbound prospecting, referrals, customer intelligence, events, and strategic account planning.
• Conduct discovery conversations that identify customer challenges, strategic goals, operational priorities, and business outcomes.
• Lead consultative sales cycles from qualification through close.
• Build executive-level relationships with nursing leadership, education leaders, workforce development teams, clinical practice leaders, HR stakeholders, and operational decision makers.
• Consistently achieve or exceed assigned revenue targets.

Account Management, Renewals, and Expansion

• Retain and grow existing customers through proactive account planning and relationship management.
• Partner with Clinical Executives and Customer Success teams to maximize adoption and customer outcomes.
• Identify expansion opportunities across product lines, departments, facilities, and health systems.
• Conduct strategic business reviews with customers to strengthen executive relationships and uncover future opportunities.
• Monitor competitive activity and defend existing accounts from displacement risk.

Sales Process Excellence

• Follow a disciplined sales methodology, including MEDDPICC and consultative opportunity management practices.
• Maintain accurate Salesforce opportunities, forecasts, account plans, and next-step commitments.
• Deliver accurate weekly, monthly, quarterly, and annual forecasts.
• Build and maintain sufficient pipeline coverage to achieve future revenue targets.
• Develop business cases and ROI discussions that support executive decision making.

Territory Strategy

• Maintain a comprehensive understanding of assigned geography, customer segments, contract timing, competitive positioning, and whitespace opportunity.
• Prioritize accounts based on revenue potential, strategic value, competitive landscape, renewal timing, and customer readiness.
• Develop annual and quarterly territory plans.
• Regularly review territory performance and adjust account strategies as needed.

Cross-Functional Collaboration

• Partner effectively with Clinical Executives, Customer Success Managers, Product Management, Marketing, Sales Leadership, Finance, Legal, and Implementation teams.
• Coordinate internal resources to advance opportunities, resolve customer issues, and improve customer outcomes.
• Share competitive intelligence and customer feedback with internal stakeholders.

Success Measures

• Revenue Performance: Achievement of annual revenue target, including new business, renewal protection, and expansion revenue.
• Pipeline Creation: Consistent creation of qualified pipeline and adequate pipeline coverage for future quarters.
• Forecast Integrity : Accurate, timely, and well-supported forecasts based on qualified opportunities and customer-validated next steps.
• Account Execution : Strategic account penetration, executive engagement, renewal retention, and expansion planning.
• Sales Discipline : Salesforce data quality, opportunity hygiene, MEDDPICC execution, and territory planning discipline.
• Customer Impact : Strong customer relationships, adoption partnership, and demonstrated alignment to customer outcomes.

Experience and Qualifications

Required

• Bachelor's degree or equivalent professional experience.
• Minimum 5 years of consultative B2B sales experience.
• Documented success achieving or exceeding sales targets.
• Experience managing complex sales cycles involving multiple stakeholders.
• Experience building and managing territory plans and sales pipelines.
• Strong presentation, communication, negotiation, and business acumen skills.
• Experience using Salesforce or another CRM platform.

Preferred

• Healthcare SaaS experience.
• Experience selling to hospitals, health systems, academic medical centers, or healthcare providers.
• Experience engaging CNOs, nursing education leaders, clinical practice leaders, workforce development leaders, and healthcare executives.
• Experience with MEDDPICC, Challenger, Richardson, or similar enterprise sales methodologies.
• Experience selling subscription-based software, learning platforms, clinical workflow tools, education solutions, or workforce enablement platforms.
• Experience managing sales cycles ranging from 6 to 24 months.

Core Competencies

• Prospecting and pipeline generation
• Business value selling
• Territory planning
• Opportunity qualification
• Strategic account management
• Forecast management
• Executive communication
• Cross-functional collaboration
• Negotiation
• Healthcare industry awareness

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation

$71,300.00 - $124,500.00 USD

This role is eligible for Commission.

Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

Additional Information

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affi rmutive Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.