National Account Executive – Healthcare & Education
Job Description
Location: Flexible Reports to: SVP of Sales Type: Full-Time Travel: 40–60% (regional & national healthcare / education accounts) Compensation: Base + Commission + Performance-Based SPIFFs
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Role Overview
We are recruiting a National Account Executive (SAE) to lead growth across Healthcare and Education verticals, including hospital systems, outpatient networks, higher education, and K–12 districts.
This role owns two core sales motions:
1. Expansion of existing healthcare and education clients across additional campuses, facilities, and service lines
2. New-logo acquisition through Account-Based Marketing (ABM), targeted outreach, and RFP-led pursuits
This is a senior individual contributor role with high autonomy, supported by centralized National Sales Enablement and Marketing resources. The SAE is expected to operate as a vertical quarterback, coordinating clinical, facilities, procurement, and executive stakeholders.
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Team Structure
- National Account Executive (You) Own full-cycle sales, vertical strategy, executive engagement, and account expansion
- National Sales Enablement Administrator (Support) Manages Salesforce hygiene, proposal workflows, vertical playbooks, and enablement asset tracking
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Key Responsibilities
- Own the full sales cycle: prospecting, discovery, solution design, pricing, proposals, and contract execution
- Drive wallet-share expansion within existing healthcare systems and education portfolios (multi-campus, multi-site)
- Lead new-logo acquisition through ABM campaigns and vertical GTM initiatives
- Navigate complex buying committees, including:
o Facilities & Environmental Services
o Supply Chain & Procurement
o Safety / Infection Control / Compliance
o Finance and Executive Leadership
- Manage and respond to RFPs and procurement-led sourcing events
- Partner with Marketing, Operations, and Finance to ensure:
o Proposal accuracy
o Margin discipline
o Operational readiness
- Maintain disciplined Salesforce usage, forecasting accuracy, and deal inspection rigor
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Ideal Candidate Profile
- 10+ years of complex B2B sales experience in healthcare services, facilities management, environmental services, or education support services
- Proven success selling $500K–$5M+ ACV, multi-site, multi-year agreements
o Healthcare compliance environments (infection prevention, safety, accreditation)
o Education procurement and public-sector buying processes
- Strong command of SLAs, service-level risk, and operational readiness in regulated environments
- High executive presence and ability to lead multi-stakeholder sales cycles
- Advanced proficiency in Salesforce and structured sales execution
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Performance Metrics
- Win Rate: 30% of qualified opportunities
- Pipeline Coverage: 3× minimum
- Margin Target: 12–14% gross margin
o Forecast accuracy
o Proposal-to-close conversion
o Vertical penetration growth
o Multi-site expansion velocity
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Why This Role Matters
Healthcare and Education are National growth pillars requiring disciplined execution, regulatory fluency, and executive credibility.
This role is designed for a proven seller who can:
- Expand national footprints
For the right leader, this is a high-visibility, leadership-track role with direct impact on enterprise growth.
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Candidate Evaluation Checklist: National AE – Healthcare & Education
Must-Haves
- 7–10+ years of B2B field sales in healthcare, education, facilities, or outsourced services
- Track record with $500K–$5M+ ACV, multi-site contracts
- Demonstrated success in procurement-led RFP cycles
- Strong CRM discipline (Salesforce) and forecasting rigor
- Ability to own quota while coordinating cross-functional teams
Should-Haves
- Experience with ABM or vertical GTM campaigns
- Strong understanding of GM%, CAC, payback, and close-rate economics
- Direct selling experience into:
o Hospital systems
o Outpatient networks
o Universities or K–12 districts
- Familiarity with proposal automation tools (Conga, Seismic)
- Exposure to PE-backed or growth-stage environments
Nice-to-Haves
- Background in janitorial, EVS, FM, or compliance-driven services
- Experience influencing GTM strategy or sales process improvements
- Familiarity with sales intelligence tools (Gong, ZoomInfo, Convex)
- Demonstrated ability to expand enterprise accounts over time
