Location: Remote (Pacific Southwest: NV, AZ, NM, South California)
Employment Type: Full Time
Department: Sales
Experience Level: Experienced
Recognized as a Top 100 Healthcare Technology Company by Healthcare Technology Report, PaceMate is one of the nation's fastest-growing companies in cardiac rhythm management software and remote monitoring. Combining the most technologically advanced cloud-native software, research-grade data, and seamless integrations, PaceMateLIVE®, the company's flagship remote monitoring software platform, is enabling many of the nation's most renowned electrophysiologists, device clinics, and healthcare systems to effectively manage their device patient populations. With PaceMate, healthcare organizations can experience comprehensive interoperability and secure data exchange—significantly improving patient outcomes, reimbursements, and productivity.
The Strategic Account Executive is 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. The Strategic Account Executive plays a critical role in strengthening customer loyalty, expanding enterprise adoption, and generating references that support future sales growth and market expansion.
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 a 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 the lead point of contact for all Key Accounts while building and nurturing trusted, long-lasting relationships
Collaborate with Sales, marketing, product development and customer success teams to ensure business progress
Gain a deep understanding of the client's clinical & business strategy, clinical workflows and needs
Develop tactics that will deliver the most appropriate products or services
Use of communication skills to present to and influence key stakeholders in the sales process
Provides clients with product information, demonstrations, analytics, etc.
Create key opinion leaders / reference sites within each current Key Account customer & region
Responsible for both maintaining and growing 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 the 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 / references nurturing
Onboarding Responsibilities
Serve as Executive Sponsor
Attend Onboardings & Workflow Design Meetings
Set the ongoing business development expectations
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 own
