National Account Executive - Healthcare & Education

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

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.

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.

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.

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.

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

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.

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.