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