Enterprise Account Executive

Bertelsmann SE & Co. KGaA

. Acquire net-new enterprise customers across the healthcare market as a quota-carrying individual contributor .

Posted 11/11/2026full-timeMorrisville • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B consultative sales within the healthcare sector, focusing on complex SaaS solutions and enterprise customer acquisition. Proficient in developing strategic account plans, managing long sales cycles, and executing commercial negotiations while leveraging Salesforce and modern sales tools.

Highest-signal resume keywords

B2B Consultative Sales ExperienceComplex SaaS Solutions SellingSalesforce ProficiencyAccount Strategy DevelopmentMEDDPICC Sales Methodology

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account-Based MarketingProposal DevelopmentBusiness Case DevelopmentCommercial NegotiationForecastingStakeholder MappingRisk IdentificationPipeline CreationMulti-Solution Strategy DesignCompetitive Strategy

Soft Skills

Relationship DevelopmentConsultative SellingCross-Functional CoordinationExecutive-Level EngagementCommunication

Tools & Technologies

SalesforceSales Enablement ToolsRevenue Intelligence ToolsVirtual Presentation Tools

Industry Keywords

Healthcare MarketEnterprise Customer AcquisitionLong Sales CyclesRegulatory RequirementsClinical OperationsQuality PrioritiesDecision-Making ProcessesWorkforce SolutionsLearning SolutionsHuman-Capital Solutions

About the role

Key responsibilities & impact

Acquire net-new enterprise customers across the healthcare market as a quota-carrying individual contributor
Develop and execute account strategies across complex provider organizations and care settings
Own the complete new-logo sales cycle from market and account prioritization through executive discovery, solution strategy, business-case development, competitive positioning, commercial negotiation, and close
Own a defined portfolio of named net-new enterprise accounts and develop prioritized pursuit strategies
Create annual and quarterly territory plans and account maps
Coordinate with leadership, business development, Marketing, partnerships, and market experts to generate access and accelerate engagement
Create pipeline through strategic outbound prospecting, account-based marketing, executive outreach, industry events, referrals, partnerships, and relationship development
Engage senior clinical, compliance, quality, nursing, HR, learning, operations, finance, IT, procurement, and executive stakeholders
Lead executive-level discovery and translate customer needs into coordinated multi-solution strategies
Partner with Solutions, Product, Services, Client Success, and subject-matter experts to design differentiated recommendations
Create value narratives, presentations, demonstrations, proposals, and business cases
Lead opportunity execution using MEDDPICC or the designated methodology, stakeholder mapping, mutual action planning, risk identification, and competitive strategy
Navigate procurement, RFP, security, privacy, legal, integration, clinical validation, financial approval, and multi-entity decision processes
Develop commercial strategies and lead proposal development and negotiations
Manage concessions, secure approvals, convert opportunities into executable agreements, and support transition to implementation and Client Success
Maintain accurate opportunity, account, contact, activity, next-step, risk, and forecast information in Salesforce
Provide evidence-based forecasts and communicate deal health, decision process, commercial risk, competitive dynamics, and support needs
Represent Relias at industry events, customer meetings, executive forums, and professional associations
Share market, competitive, and customer insights with Product, Marketing, Solutions, Client Success, and Sales leadership

Requirements

What you’ll need

7+ years of progressive B2B consultative sales experience
Demonstrated success selling complex SaaS, technology, or services solutions to large healthcare organizations
Proven record of achieving or exceeding quota through net-new enterprise customer acquisition
Experience managing long, complex sales cycles involving senior executives, multiple business units, procurement, legal, finance, IT, security, and other stakeholders
Experience developing account strategies, executive business cases, proposals, mutual action plans, competitive strategies, and commercial negotiations
Strong command of Salesforce and modern sales-enablement, revenue-intelligence, prospecting, and virtual-presentation tools
Knowledge of enterprise healthcare organizations, buyer priorities, and decision-making processes across multiple care settings
Ability to develop and execute practical account growth plans, identify whitespace, and connect customer needs to measurable business value
Skill in relationship development, consultative selling, proposal and business-case development, commercial negotiation, forecasting, CRM discipline, and portfolio prioritization
Ability to coordinate cross-functional resources around a unified account strategy and adapt across healthcare verticals
Bachelor’s degree in business or healthcare field
Ability to travel approximately 25–50%
Experience selling workforce, learning, compliance, competency, clinical education, quality, or human-capital solutions within healthcare is a plus
Experience with MEDDPICC or another disciplined enterprise sales methodology is a plus
Experience selling multi-product or enterprise-wide agreements across multiple facilities, business units, or care settings is a plus
Understanding of healthcare workforce challenges, regulatory requirements, clinical operations, quality priorities, and technology buying processes is a plus

Benefits

Comp & perks

Fantastic health and wellness benefits package
Outstanding 401k match
Flexible PTO program
Generous and inclusive parental leave policy
Employer-paid employee portion of the monthly healthcare premium
Flexible work environment with onsite and work from home options
Active Employee Resource Groups open to all employees
Comprehensive onboarding program
Growth and career advancement opportunities
Leadership development programs
Professional development curriculums
Nanodegree options in technology and data science
Conference attendance and participation in professional organizations
Onsite 321 Coffee Shop providing free coffee and pastries