(US) Regional Territory Account Executive

PointClickCare; United States; Remote; USD 112,000 - 117,000; Full time

Job summary

A healthcare technology company is seeking a Regional Territory AE to drive revenue growth and manage relationships within a defined territory. This role requires 3–5 years of B2B SaaS sales experience and the ability to identify customer needs. The ideal candidate will have a proven track record in building relationships and closing complex deals, along with strong skills in objection handling and collaboration. The position offers a competitive salary of $112,000 - $117,000 plus benefits.

Benefits

Health benefits

Commission structure

Travel opportunities

Qualifications

• 3–5+ years of experience in B2B SaaS sales, preferably in healthcare.
• Proven track record of building high-value relationships.
• Strong understanding of buyer dynamics within healthcare systems.

Responsibilities

• Identify customer needs and develop effective sales strategies.
• Generate and maintain a consistent pipeline through lead generation.
• Collaborate with Customer Success Managers to ensure value delivery.

Skills

B2B SaaS sales experience

Relationship building

Objection handling

Business case development

Familiarity with CRM tools

Tools

Salesforce

GONG

Clari

Job description

Overview

As a Regional Territory AE, you will be responsible for driving revenue growth across a defined territory of ~150–300 accounts. This Account Executive role is a key player on our sales team, with a focus on engaging opportunistic accounts and those under 150 beds. You will introduce new packages and services to existing customers, identify whitespace opportunities, and cultivate long-term relationships that deliver business value.

You will report into a Sales Director and you’ll be working alongside other SDR’s, and Account Executives (AE) to meet sales targets. This team model allows for lots of collaboration and the ability to share stories/best practices.

This role is part of a broader transformation to improve customer experience, align with PCC’s state model, and streamline account transitions. You’ll be a key player in helping customers realize value outcomes while contributing to a scalable and efficient customer engagement model.

Key Responsibilities

• Identify customer needs and develop effective sales strategies via phone, email, and in-person engagement.
• Generate and maintain a consistent pipeline through proactive lead generation and outreach.
• Collaborate with Customer Success Managers post-launch to ensure value delivery and identify upsell opportunities.
• Leverage deep knowledge of PointClickCare’s packages, products and services to identify and communicate cross-sell and add-on opportunities to customers.
• Manage moderate to complex transactions with speed and accuracy in a fast-paced environment.
• Engage with strategic accounts and support training and coaching of other sales reps as needed.

Qualifications & Skills

• 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms.
• Proven track record of building high-value relationships and closing complex, multi-stakeholder deals.
• Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations.
• Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling.
• Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights).

Salary: $112,000 - $117,000 a year plus benefits. The US on target earnings range (base salary + commissions) for this position is $112,000 - $117,000+ benefits. Our ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all US locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.

Travel Expectations: 20%

Internal Band: Sales C P2