PointClickCare · 19 hours ago
(US) Regional Named Account Executive - Pennsylvania
United States
Full-time
Remote
Mid, Senior Level
$165K/yr - $180K/yr
3+ years expPointClickCare is seeking a dynamic and results-oriented Named Regional Account Executive to join their high-performing team. This role is responsible for driving revenue growth through strategic account planning, consultative selling, and collaboration with internal teams, focusing on healthcare clients in Pennsylvania.
Elder CareEnterprise SoftwareHealth CareSaaSSoftwareWeb Browsers
Responsibilities
Strategic Account Planning & Pipeline Development
Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities (including Develop & Retain accounts in our RADO model)
Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns
Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment
Customer Engagement & Relationship Management
Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers
Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities
Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch and to ensure long-term account value realization
Consultative Selling & Opportunity Management
Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems
Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities and the 'Packaging for Optimal Value' model to support sales efforts within each client’s financial and care delivery model
Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value
Product Knowledge & Cross-Selling
Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends (e.g., CMS, state regulations) relevant to the assigned region
Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory
Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust
Negotiation & Deal Structuring
Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounting
Confidently navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements BAAs, to accelerate deal closure while protecting company interests. (Nice-to-have)
Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development
Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools
Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention, aligning with value-based selling principles and long-term customer outcomes
Communication & Influence
Synthesize complex product and business information into compelling, client-relevant stories that speak to both clinical and financial audiences
Differentiate between hard vs. soft savings, articulating impact through the lens of client priorities and industry language
Guide internal debriefs with POD team members post-client meetings to refine messaging and identify gaps or follow-up actions
Leadership & Collaboration
Act as the primary account owner, orchestrating a cross-functional POD (including Solution Architects, CSMs, and Product SMEs) to deliver cohesive client value
Coordinate and contribute to Success Reviews, Success Plans, and Executive Briefings to ensure increased utilization and value realization across the client lifecycle
Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing
Maintain strong performance across core metrics, including monthly bookings, Net Revenue Retention (NRR), client expansion, and NPS
Qualification
Required
3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms
Proven track record of building high-value relationships and closing complex, multi-stakeholder deals
Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations
Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling
Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights)
Preferred
Confidently navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements BAAs, to accelerate deal closure while protecting company interests
Benefits
Benefits
Company
PointClickCare
PointClickCare develops web-based products and services to help long-term care providers manage the complete lifecycle of resident care.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$229.98MKey Investors
Hellman & FriedmanDragoneer Investment GroupJMI Equity
2022-04-01Secondary Market
2021-01-06Private Equity
2018-02-28Private Equity· $144.91M
Leadership Team
Terri Weckle
Senior Vice President and General Manager for Skilled Nursing
Angelo Papatheodorou
Vice President, Sales
Recent News
HospitalManagement.net
2026-01-16
2026-01-14
HospitalManagement.net
2026-01-11
Company data provided by crunchbase