National Account Executive – Healthcare & Education

National Account Executive – Healthcare & Education

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

· Deep familiarity with:

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

· Quota: ~$7M ACV annually

· Win Rate: 30% of qualified opportunities

· Pipeline Coverage: 3× minimum

· CAC Payback: 12 months

· Margin Target: 12–14% gross margin

· KPIs:

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:

· Operate independently

· Lead complex pursuits

· Protect margin

· 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