Strategic Account Executive - Internal Candidates Only

Location: Remote (USA) Candidates must reside in: CA, WA, ID, OR, NV, AR, NM, KS, MO, OK, TX, PA, ME, NJ, NY, VT, CT, RI, MA, or NH

Employment Type: Full-Time Department: Sales Experience Level: Experienced

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ROLE SUMMARY

PaceMate is seeking a Strategic Account Executive responsible for owning the strategic, executive-level, and commercial partnership with high-value electrophysiology (EP), cardiology, and heart failure practices across enterprise hospital systems and IDNs. This role ensures PaceMate delivers measurable clinical, operational, and business value while driving long-term account growth, retention, and expansion.

The Strategic Account Executive operates above day-to-day operational support, focusing on executive alignment, strategic planning, escalation management, renewals, and upsell opportunities. This role leads Quarterly Business Reviews, partners cross-functionally to resolve high-impact issues, and drives growth through upselling and strategic expansion.

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ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• Serve as the strategic and executive point of contact for accounts in assigned geography

• Build and maintain trusted relationships with executive, clinical, and operational leadership

• Collaborate with Sales, Marketing, Product, Clinical, and Customer Success teams to drive strategic outcomes

• Gain deep understanding of customer clinical strategy, operational priorities, and business objectives

• Translate operational performance into executive-level insights and ROI

• Lead and present Quarterly and Annual Business Reviews

• Identify, position, and close upsell and expansion opportunities

• Serve as escalation owner when issues impact clinical trust, executive confidence, or commercial outcomes

• Serve as lead point of contact for all Key Accounts while building and nurturing trusted, long-lasting relationships

• Develop tactics that deliver the most appropriate products or services

• Use communication skills to present to and influence key stakeholders

• Provide clients with product information, demonstrations, analytics, etc.

• Create key opinion leaders and reference sites within each current Key Account customer and region

• Maintain and grow business in contracted groups

• Manage expenses within budget

• Re-sign current customers on longer-term agreements and contract renewals

• Active involvement in weekly and quarterly sales planning process

Overall Account Ownership

• Own strategic health, retention, and growth of assigned enterprise accounts

• Maintain multi-year account plans aligned to customer goals and PaceMate strategy

Executive Engagement

• Lead Quarterly and Annual Business Reviews

• Align PaceMate solutions to executive priorities and enterprise initiatives

• Drive enterprise-wide standardization

Business Development

• Drive expansion through additional clinics, service lines, or offerings

• Support pricing changes and contract renewals

• Identify and develop add-on services opportunities

Escalation & Risk Management

• Lead escalations when operational issues rise to executive or strategic impact

• Partner with internal teams to drive resolution and recovery plans

Relationship Development

• Physician relationships

• KOL identification and development

• Reference site and references nurturing

Onboarding Responsibilities

• Serve as Executive Sponsor

• Attend onboardings and workflow design meetings

• Set ongoing business development expectations

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QUALIFICATIONS

Core Competencies, Skills and Experience Requirements:

• 3-5 years of experience in complex healthcare account management or healthcare enterprise SaaS

• 3-5 years of team management in healthcare

• Proven experience owning post-sale revenue, renewals, and expansion

• Strong executive presence with ability to engage physicians, administrators, and senior leaders

• Experience working with hospital systems, IDNs, or large multi-site healthcare organizations

• Excellent communication and interpersonal skills

• Computer literate with Excel, Word, Adobe, PowerPoint

• Sales Management experience

• CRM/Cardiology Account Management Experience Required; EP experience strongly preferred

Education:

• BA/BS or equivalent 4-year technical degree

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REQUIRED EQUIPMENT

• Must have access to stable, reliable internet access

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PHYSICAL REQUIREMENTS

• Consistently remain in stationary position

• Constantly operate computer or other office equipment

• Frequently communicate with customers and employees

• Must be able to exchange accurate information with ability to effectively utilize voice over internet protocol

• Repetitive motions using fingers and forearms in data entry

• Must reside within the geography of the assigned territory

• Expected to travel 50-70% of the time

• Must work from within the contiguous United States only

• If working from or residing at a location other than l