Regional Account Executive, SMB

Bertelsmann-Jobs; Morrisville (NC); Hybrid; USD 90,000 - 150,000; Full time

Benefits offered by this job

Health benefits

401(k) match

Flexible PTO

Job summary

Relias in Morrisville, NC is seeking a Regional Account Executive to acquire new SMB customers. You will build pipeline, conduct discovery, and manage the full sales cycle from prospecting to close in a disciplined, data-driven environment.

Ideal candidates have 2+ years in quota-carrying B2B SaaS sales, with CRM experience and a focus on value-based selling. This role offers a flexible hybrid work setup and growth opportunities within the revenue organization.

Qualifications

• 2+ years of quota-carrying B2B SaaS or technology sales experience.
• Proven ability to build pipeline and manage a full sales cycle.
• Experience with Salesforce or a comparable CRM and a defined sales methodology.
• Knowledge of B2B SaaS selling, territory planning, pipeline creation, qualification, discovery, value articulation, negotiation, and closing.
• Ability to travel up to ~25%.

Responsibilities

• Territory and Pipeline Development: develop and execute a territory plan with target accounts and bookings goals.
• Generate self-sourced pipeline through disciplined prospecting, referrals, events, partner channels, and campaigns.
• Maintain pipeline data and account information in Salesforce.
• Lead discovery to identify needs, business impact, decision criteria, stakeholders, timeline, and budget.
• Position Relias solutions through demonstrations, business cases, and value-based recommendations.

Skills

B2B SaaS sales

Pipeline development

CRM (Salesforce)

Negotiation

Forecasting

Communication

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

Are you looking for a high energy, strategic, and fast-paced position with an impactful and mission-driven company? Join Relias, the company changing lives throughout the world by helping healthcare organizations improve their clinical and financial outcomes!

For 11,000+ health care and human service organizations, Relias helps clientsdeliverbetter clinical and financial outcomes by elevating the performance of teams. We help organizations across the continuum of care get better at maintaining compliance, developing staff and promoting consistent, high-quality care. Our platform employs assessments to reveal specific gaps in skills and addresses them with personalized and engaging learning, choosing from 7,000+ online courses that meet accrediting board, state and federal requirements. We are passionate about our products and our clients; what we deliver and the impact we have on the world is truly something you can be proud to represent. Join us and make a difference.

WHAT CAN RELIAS OFFER YOU?

• Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
• Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
• Active Employee Resource Groups open to all employees!
• Comprehensive onboarding program – a great introduction to our company, customers and culture!
• Growth and career advancement opportunities!
  • Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
  • Professional development gained from conference attendance and participation in organizations like NC Tech
  • Onsite 321 Coffee Shop providing free coffee and pastries to employees

Job Description

The Regional Account Executive, SMB is a quota-carrying sales professional responsible for acquiring new small and medium-sized business customers within an assigned territory. The role builds pipeline, conducts consultative discovery, connects Relias solutions to customer priorities, and manages the full sales cycle from prospecting through negotiation and close. Success requires disciplined territory execution, consistent CRM practices, value-based selling, and effective partnership across the revenue organization.

WHAT YOU’LL BE DOING:

Territory and Pipeline Development

• Develop and execute a territory plan that prioritizes market opportunity, target accounts, pipeline creation, and attainment of assigned bookings goals.
• Generate self-sourced pipeline through disciplined prospecting, referrals, events, partner channels, and coordinated campaigns.
• Maintain sufficient pipeline coverage and accurate account, contact, activity, and opportunity data in Salesforce.
• Lead discovery that identifies customer needs, business impact, decision criteria, stakeholders, timeline, and budget.
• Position Relias solutions through relevant demonstrations, business cases, and value-based recommendations.
• Use the established sales process and qualification methodology to advance opportunities with clear customer commitments and next steps.

Commercial and Forecast Discipline

• Develop proposals and lead pricing, negotiation, and contracting in accordance with approval requirements.
• Maintain evidence-based opportunity stages, close dates, risks, and forecast calls.
• Identify deal risks early and engage leadership or specialists appropriately.

Customer and Cross-Functional Partnership

• Coordinate with Sales Development, Marketing, Solutions Consulting, Customer Success, Legal, Finance, and Revenue Operations to improve customer experience and execution.
• Ensure clear and accurate handoffs following sale.

Continuous Learning and Technology Adoption

• Build product, industry, competitive, and commercial knowledge through ongoing learning and coaching.
• Use approved AI, CRM, sales-engagement, and revenue-intelligence tools to improve research, preparation, productivity, and execution while applying sound judgment.

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 2+ years of quota-carrying B2B SaaS or technology sales experience with responsibility for new customer acquisition.
• Demonstrated success building pipeline and managing a full sales cycle.
• Experience using Salesforce or a comparable CRM and a defined sales methodology.
• Knowledge of B2B SaaS selling, territory planning, pipeline creation, qualification, discovery, value articulation, negotiation, and closing.
• Ability to manage a higher-velocity sales cycle while maintaining customer focus, process discipline, and data quality.
• Ability to communicate with business and operational stakeholders and translate needs into relevant solution value.
• Skill in prioritization, objection handling, commercial judgment, and accurate forecasting.
• Bachelor’s degree or an equivalent combination of relevant education and professional experience.
• The ability to travel up to ~25%

IT WOULD BE NICE TO HAVE:

• Experience selling into healthcare, human services, post-acute care, or another regulated market.
• Experience with MEDDPICC or a comparable qualification methodology.
• Experience using sales-engagement, conversation-intelligence, and approved AI productivity tools.

Additional Information

IN OFFICE REQUIREMENT:

Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process. If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions.

All your information will be kept confidential according to EEO guidelines.

Disclosure requirements pertaining to the collection of your personal data:

Responsible for processing the information provided in your application is the company specified in the job advertisement, with its registered office as indicated. The company processes your data for the purpose of establishing an employment relationship on the basis of Art. 6 (1) b GDPR / Section 26 (1) sentence 1 BDSG.

The retention period for your data is determined by the statutory time limits applicable in the respective country, beginning upon completion of the recruitment process. You can find these here .

You can contact the company’s Data Protection Officer at the above-mentioned postal address.

Further information on data protection and your rights can be found here .