Strategic Account Executive

PAR, Inc; Lutz (FL); Hybrid; USD 120,000 - 180,000; Full time

Job summary

PAR, Inc. is seeking a Strategic Account Executive to drive new business development across healthcare verticals in the Eastern United States.

This hybrid role focuses on identifying, qualifying, and closing new accounts that rely on psychological assessments for clinical decision-making. You will collaborate with Subject Matter Experts, Customer Service, and Customer Success to bring clinical depth and ROI-driven solutions to each opportunity, expanding existing relationships through

Qualifications

• 3-5+ years of B2B sales experience in healthcare.
• Direct experience selling to behavioral health, substance abuse treatment, or multi-clinician practices.
• Existing relationships in the Eastern U.S. healthcare market that can be leveraged immediately.
• Experience with consultative/solution selling methodologies (e.g., SPIN, Challenger, MEDDIC).

Responsibilities

• Identify, qualify, and close new accounts in healthcare verticals.
• Develop and execute outbound and inbound strategies; utilize Outgrow to expand accounts.
• Collaborate with Subject Matter Experts, Customer Service, and Customer Success to bring clinical depth to opportunities.
• Manage pipeline to meet weekly and quarterly targets across the Eastern United States.

Skills

Healthcare B2B sales

Consultative selling

CRM proficiency (HubSpot/Salesforce)

Eastern U.S. market relationships

Education

Bachelor's degree in business, healthcare administration, psychology, or related field

Tools

HubSpot

Salesforce

Job description

Strategic Account Executive# Strategic Account ExecutivePsychological Assessment - Lutz, FL 33549## Description# Position OverviewPAR is seeking a Strategic Account Executive to drive new business development across healthcare verticals in the Eastern United States. This is a **hybrid role** — you will be responsible for identifying, qualifying, and closing new accounts with organizations that rely on psychological assessments for clinical decision-making, patient screening, and treatment planning – as well as working the Outgrow system to expand existing business and accountsHealthcare represents **$1.2M of PAR's 2026 revenue target**. The Eastern US has a concentration of substance abuse treatment centers, PE-backed behavioral health groups, and multi-clinician practices — all segments where PAR's assessments are proven and differentiated.You will work closely with our Subject Matter Experts, Customer Service , and Customer Success teams to bring clinical expertise and technical depth to every opportunity.# Primary Verticals (80% Focus)*These are your core markets. You must understand the clinical workflows, buying cycles, and decision-making structures.*## 1. Substance Abuse Treatment Centers**Market Size: $143B | 17,561 facilities nationwide****What You Need to Know:*** **Accreditation requirements drive assessment adoption** — CARF, Joint Commission, and state licensure all require standardized screening for trauma history, co-occurring disorders, and risk assessment* **PE-backed consolidation is accelerating** — groups like BHG (Baymark Health Group), AAC (American Addiction Centers), and regional operators are standardizing protocols across multiple facilities* **Eastern US concentration:** FL, NY, PA, and NJ have high densities of treatment facilities* **Key PAR products:** SASSI-4 (substance abuse screening), PAI/PAI Plus (personality, psychopathology), TSI-2 (trauma symptoms), DAPS (post-traumatic stress)## 2. Inpatient Psychiatrics**Market Size: $195B | Hospital-based and freestanding psychiatric facilities****What You Need to Know:*** **Assessments inform admission, treatment planning, and discharge readiness** — clinical teams need objective measures for mood disorders, psychosis risk, and cognitive function* **Large health systems dominate:** Academic medical centers, regional health networks, and integrated delivery systems* **Eastern targets:** Hackensack Meridian Health, Penn Medicine, Yale New Haven, Mount Sinai, Jefferson Health* **Western targets:** Kaiser Permanente, Sutter Health, Providence, CommonSpirit Health* **Key PAR products:** PAI/PAI Plus (psychiatric assessment), BRIEF2 (executive function), NAB (neuropsychology battery), PARiConnect (digital administration)## 3. Large Multi-Clinician Practices**Market Size: $89B | Groups with 10+ clinicians, often PE-backed****What You Need to Know:*** **Standardization is the pain point** — when practices scale beyond 10 clinicians, inconsistent protocols create compliance risk and quality variability* **PE-backed groups are acquiring rapidly** — they need scalable assessment frameworks across multiple locations* **Flagship example:** LifeStance Health (300+ locations) — uses PAR assessments for ADHD, anxiety, depression evaluations* **Key PAR products:** PAI (comprehensive personality), BRIEF2 (executive function), RIAS-2 (intelligence), NEO-PI-3 (personality traits)# Secondary Verticals (20% Focus)*Opportunistic pursuit when leads emerge. Product Specialist provides deep expertise for these specialties.** **Bariatrics:** Pre-surgical psychological evaluations — PAI Bariatric Score Report* **Pain Management:** Chronic pain clinics, pre-surgical screening — PAI, MMPI-3 referrals* **Transplant:** Pre-transplant psychological evaluations — PAI, TSI-2* **Fertility/Surrogacy:** Psychological screening for donors/surrogates — PAI, clinical interviews* **Forensics:** Court-ordered evaluations, custody assessments — PAI, specialized forensic measures# Activity Standards & KPIs*All activities are logged daily in HubSpot. Weekly scorecard review with Associate Director of Sales Operations .*| | || --- | --- || **Activity** | **Weekly Target** || Discovery Calls Conducted | **6+ per week** || Demos / Presentations | **4+ per week** || Proposals / Quotes Sent | **2+ per week** || Pipeline Coverage | **2x target minimum** |## Qualifications# Required Qualifications**MUST-HAVES — Non-negotiable requirements for this role:*** **3-5+ years of B2B sales experience in healthcare** with demonstrated quota attainment* **Direct experience selling to behavioral health, substance abuse treatment, OR multi-clinician practices** — you must understand the clinical workflows, decision-making structures, and buying cycles in at least one of our primary verticals* **Existing relationships in the Eastern U.S. healthcare market** that can be leveraged immediately* **Experience with consultative/solution selling methodologies** (e.g., SPIN, Challenger, MEDDIC)* **Proficiency with CRM systems** (HubSpot preferred, Salesforce acceptable)* **Bachelor's degree** in business, healthcare administration, psychology, or related field# Preferred Qualifications**STRONG PREFERENCES — These will accelerate your success:*** **Experience selling psychological assessments, clinical software, or diagnostic tools** — understanding of test administration, scoring, and interpretation* **Background in behavioral health technology** (EHR, clinical decision support, patient engagement platforms)* **Familiarity with healthcare compliance requirements** (HIPAA, accreditation standards, clinical documentation)* **Experience selling into PE-backed healthcare organizations** — understanding of roll-up dynamics and standardization priorities* **Knowledge of accreditation bodies** (CARF, Joint Commission) and how they drive assessment requirements* **Master's degree or clinical background** in psychology, counseling, or related field (not required)# Ideal Candidate ProfileThe ideal candidate is currently selling clinical software, healthcare IT, or SaaS solutions to behavioral health organizations and can hit the ground running. You've sold into substance abuse treatment centers or large psychiatric practices. You understand the difference between a Clinical Director and a CFO — and you can speak to both about assessment validity AND ROI. You're not afraid of complex sales cycles with multiple stakeholders, and you've navigated healthcare procurement processes, including RFPs, vendor evaluations, and compliance reviews. You have a network of contacts in the Eastern US healthcare market that you can leverage from day one.# 90-Day Onboarding Plan## Days 1-30: Foundation* PAR orientation and system setup (HubSpot, PARiConnect, internal tools)* Product training with Subject Matter Experts (Product Specialist, PhD)* Healthcare vertical certification — Substance Abuse, Inpatient Psychiatrics, Multi-Clinician* Shadow calls with existing team, role-play exercises* **Milestone:** Demo to VP of Customer Success and Associate Director of Sales Operations , 25 target accounts identified* Fluid understanding of PAR’s Knowledge Hub resource.* Complete understanding of Outgrow and EOS systems## Days 31-60: Activation* Begin prospecting in the assigned territory* First 10+ discovery calls conducted* First solo demos delivered* 50% of activity targets met* **Milestone:** 5 demos completed, pipeline >$100K## Days 61-90: Acceleration* Full activity standards in place* Independent pipeline management* Drive deals toward close* 100% of activity targets met* **Milestone:** First Closed Won opportunity**Day 91+:** Full accountability to standard KPIs and revenue targets