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