The Health Management Academy · 1 month ago
Founding Account Executive (Health System Sales)
Arlington, VA
Full-time
Onsite
Senior Level
$120K/yr - $150K/yr
7+ years expThe Health Management Academy (THMA) brings together health system leaders and innovators to collectively address the industry’s biggest challenges and opportunities. The Founding Account Executive will own the full sales cycle and collaborate closely with product and leadership to refine messaging, packaging, and roadmap, while navigating complex healthcare buying groups and building relationships with key stakeholders.
Association
Responsibilities
Own the entire sales cycle: prospect → discovery → demo → pilots → negotiation → close
Navigate complex healthcare buying groups, including clinical, operational, IT, finance, and innovation stakeholders
Build and manage a healthy early pipeline, prioritizing high-value health system opportunities
Conduct tailored 1:1 and small-group presentations, onsite and remote, inspired by consultative selling models
Write and share outbound scripts, talk tracks, objection-handling frameworks, and follow-up notes
Cultivate deep relationships with CXO and VP-level leaders across health systems, industry partners, and your own network
Provide structured feedback to product on feature gaps, customer needs, and workflow realities
Collaborate to shape pricing, packaging, contracting structure, and our early GTM playbook
Sell credibly even when product details are evolving or incomplete
Ensure strong partnership and alignment with broader THMA Member Development team given close company relationships with health systems
Partner with leadership to shape our commercial strategy, ICP, segmentation, and repeatable sales motions
Engage with development partners: listening closely and helping them envision what’s possible with us
Serve as a cultural and operational force-multiplier in a small, ambitious team
Qualification
Required
7–12 years of experience in enterprise healthcare software sales (preferably in workforce tools)
Track record of meeting or exceeding complex quota targets
Experience selling to health systems (clinical, operational, innovation, or IT stakeholders)
CRM experience (Salesforce or similar)
Skilled negotiator who builds principled deals aligned to mutual success
Willingness to travel for customer meetings and industry events
Low ego, ownership-first mindset
Exceptional written communicator—concise, persuasive, and clear
Comfortable being “the only one” in sales at the beginning
Motivated by building something important, not just comp
Collaborative, generous, team-oriented—no lone wolves
Highly organized, self-directed, and rigorous in execution
Preferred
Prior success in startup, early-stage, or ambiguous environments strongly preferred
Benefits
Health insurance
Dental insurance
Vision insurance
401(k) matching
Cell phone and commuter reimbursements
Generous paid time off
Paid parental leave
Learning and development programs
Coaching for working parents and caregivers
Free therapy and professional coaching sessions
One-on-one financial coaching
Free legal support services
Company
The Health Management Academy
We power our community to drive health forward.
51-200 employees
H1B Sponsorship
The Health Management Academy has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (24)
2024 (19)
2023 (28)
2022 (31)
2021 (12)
2020 (5)
Funding
Current Stage
Growth StageLeadership Team
Jonathan Cronin
Chief Financial Officer
Aisha Sylvain
Managing Director, Industry Partnerships
Company data provided by crunchbase