Director National Accounts-Health Systems

Ascend Learning; Burlington (MA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible paid time off

401(k) employer matching

Tuition reimbursement

On-site workout facilities

Wellness resources

Job summary

Ascend Learning is seeking a Director of National Accounts based in Burlington, Massachusetts. This role involves introducing new health systems, managing complex sales processes, and working directly with C-suite healthcare executives. A strong background in revenue generation and understanding of healthcare markets is essential, along with excellent negotiation skills.

The position offers remote flexibility within the United States and a range of benefits, including generous paid time off and a 401(k) matching program.

Qualifications

• Minimum of 10+ years of demonstrated revenue generating success with HIT companies.
• Demonstrated success in hunting and developing new prospects.
• Strong interpersonal and negotiation skills are required.
• Understanding of healthcare market processes is crucial.
• Ability to travel around 40%.

Responsibilities

• Introduce new health systems and partner with sales.
• Conduct product demonstrations to healthcare C-suite executives.
• Develop account plans and relationships with prospects.
• Generate senior leader approved contracts and bookings.
• Maintain and update prospect contacts in CRM.

Skills

Revenue generation success

Hunting/developing new prospects

Selling to healthcare C-suite

Interpersonal skills

Negotiation skills

Understanding of healthcare market

Time management

Project management

Tools

HubSpot

Job description

What You'll Do

As the Director of National Accounts for Laudio, the primary responsibility is introducing new health systems, partnering with sales to move opportunities through the pipeline, and assisting in generating high‑quality, well‑priced, multi‑year contracts. You will manage complex consultative sales processes via virtual and in‑person selling, listen, communicate, and persuade effectively with C‑suite healthcare executives, and bring existing relationships. You must excel in all stages of pipeline development and have prior success generating leads.

Where You'll Work

This position offers flexibility to work remotely within the United States.

How You'll Spend Your Time

• New client introductions, particularly to System CHROs, COOs and CNOs. The Director of National Accounts is expected to independently generate introductions to health system leaders.
• Demonstrations of product to health system CNOs, COOs, CHROs, and other C‑suite leaders. The Director of National Accounts is expected to be able to independently identify the operational challenges of each targeted Health System and professionally articulate how HWS products and services could bring value and efficiency to their existing operations. Work with other SMEs at HWS and Sales Solution Consultants to coordinate tailored demos and build trust and relationships that yield sales opportunities in the pipeline and closed new logo business.
• Progressing complex opportunities with many stakeholders is critical. This includes identifying champion(s), prospects, and connections to strategic priorities, budget, approval, ROI, and timeline. The Director of National Accounts is expected to develop account plans and senior peer relationships with prospects with the sales team and be able to quickly access the opportunity relative to each prospect's budget, timeline, and ability to make the ROI case. The Director of National Accounts is expected to be familiar with and to independently use the company's GTM playbook and ROI model and to properly position champions to use this ROI model to make the internal business case for Laudio.
• The Director of National Accounts will be evaluated for generating senior leader approved, signed contracts to generate bookings growth.
• The Director of National Accounts is also responsible for maintaining and updating prospect contacts and notes in Laudio’​s CRM (currently HubSpot). Updating this tool as close to real‑time as possible is both important and essential.
• Work with the Laudio Insights (Laudio's Thought Leadership arm) team members to plan and execute new relationship-building using available thought leadership content, converting them into onsite events and then into opportunities.
• Lead the identification of where existing sales opportunities could be accelerated or supported by a Laudio Insights event. Work with Insights team members to plan and deploy LILA and events in existing opportunities.
• Provide expertise to support the development of national Insights‑based benchmarks. Using available public data and Laudio’s own thought leadership, partner with Insights leadership to develop outside‑in quantification of progress and opportunities with individual health systems.
• Join Insights at regional and national events, as mutually determined, to build the interface between thought leadership and sales/RVPs and lead the process of converting Laudio Insights’ events and content into new sales opportunities.
• Work with the Insights team to communicate, translate, and build on existing thought leadership content (e.g., book, AONL and ASHHRA reports) to make them actionable for RVPs.

What You'll Need

• Minimum of 10+ years of demonstrated revenue generating success with growing HIT companies, preferably with SaaS software offerings.
• Demonstrated success in hunting/developing new prospects.
• Successfully sold new innovative technology to healthcare C‑suite.
• Strong interpersonal skills and the ability to build rapport while quickly and confidently gaining respect. This includes strong virtual and in person presence with selling skills in one‑on‑one and group interactions, and superior listening and probing skills.
• Comfortable with and displays mastery of and ability to trouble shoot tools/platforms needed for successful remote sales.
• Excellent negotiation and communications skills and strong business acumen required.
• Understanding of healthcare market, including in-depth knowledge of clinical and HR processes in acute healthcare settings. Able to have intelligent conversations with healthcare C‑suite. Is viewed as a strategic partner by prospects and clients.
• Must excel in an entrepreneurial environment. Exhibits high energy, has a resilient attitude and a strong work ethic, and displays enthusiasm for Laudio’​s mission and product, aligning with the values of the organization.
• Demonstrates integrity with customers, prospects, and colleagues.
• Solid time management, planning, organizational and project management skills with the ability to multi‑task and assimilate new information quickly.
• Demonstrates a strong commitment to personal growth and actively seeks to learn from experiences.
• Ability to travel around 40%.

Benefits

• Flexible and generous paid time off
• Competitive medical, dental, vision and life insurance
• 401(k) employer matching program
• Parental leave
• Wellness resources
• Charitable matching program
• On‑site workout facilities (Leawood, Gilbert, Burlington)
• Community outreach groups
• Tuition reimbursement

Ascend Learning, LLC is proud to be an equal opportunity employer (M/F/Vets/Disabled). No agency or search firm submissions will be accepted. Applications for U.S.-based positions with Ascend Learning, LLC must be legally authorized to work in the United States, and verification of employment eligibility will be required at the time of hire.