Account Executive

Job Summary

The Account Executive Role is responsible for driving new business growth within an assigned healthcare territory. This role focuses on selling into hospitals, health systems, physician groups, and other healthcare organizations. The ideal candidate is a proactive hunter with deep knowledge of healthcare operations, purchasing cycles, and decision-maker landscapes. You will manage the full sales cycle, build strong relationships across stakeholders, and establish a trusted presence in your territory.

Essential Job Functions

The following duties are normal for this position. The omission of specific statements of duties does not exclude them from being expected of this position if the work is similar, related, or a logical assignment for this position. Other duties may be required.

• Develop and execute a territory strategy focused on acquiring new healthcare customers.

• Prospect daily into hospitals, health systems, clinics, and other healthcare organizations.

• Lead discovery conversations with CIOs, CISOs, CFOs, IT Directors, Compliance leaders, and other decision-makers.

• Deliver tailored presentations aligned to healthcare pain points (regulatory, compliance, security, operational efficiency, patient experience, cost reduction, etc.).

• Own the full sales cycle—from initial outreach to contracting and close—while meeting or exceeding quota targets.

• Understand healthcare budgeting cycles, capital vs. operating expense structures, and value analysis processes.

• Maintain deep knowledge of territory trends: regulatory shifts, industry challenges, competitive landscape, and provider consolidation/M&A activity.

• Represent the company at healthcare conferences and regional networking events.

• Support implementation and client success teams to ensure smooth onboarding and long-term satisfaction.

• Maintain detailed and accurate pipeline management, forecasting, and account notes in Salesforce.

Knowledge & Skills

Education & Experience

• 3+ years of sales experience is required.

• Proven success hunting and closing new business with hospitals and health systems is preferred.

• Exceptional communication, presentation, and negotiation skills across clinical, technical, and executive audiences.

Special Skills & Knowledge

• Experience selling healthcare technology, cybersecurity, SaaS, managed services, or HIT solutions is preferred.

• Familiarity with MEDDICC, or value-based selling.

• Existing relationships with healthcare executives within the assigned region.

• Ability to navigate complex, multi-stakeholder enterprise sales cycles.

• Strong communication and interpersonal skills.

• Strong understanding of sales best practices and discipline.

• Organizational skills.

• Presentation skills for C-Suite executives.

• Knowledge of applicable regulations and standards, including HIPAA and Meaningful Use requirements.

• Ability to work independently and proactively to add new business.

Licenses, Certifications, etc.

• N/A

Requirements

Supervisory Responsibility

• N/A

Working Conditions & Travel Requirements

• Travel as needed.

Fortified Health Security is an Equal Opportunity Employer. In compliance with the Americans with Disabilities Act, Fortified Health Security will provide reasonable accommodations to qualified individuals with disabilities. If a reasonable accommodation is needed to perform this position, you need to inform Fortified Health Security People and Culture Team of such request. Signatures below indicate the receipt and review of this job description by the associate assigned to the position and the People and Culture Team.