5+ years of success in acquiring net-new clients in managed IT services or adjacent technology solutions
Experience selling complex solutions to mid-market and enterprise accounts, preferably in regulated industries
Proven ability to generate pipeline through self-prospecting and leveraging networks
Strong executive presence to engage senior decision-makers and articulate value
Track record of navigating complex sales cycles and closing multi-stakeholder deals
Operational expertise in CRM management, particularly Salesforce
Collaborative approach to partnering across teams to secure business
Responsibilities
Drive new business development by targeting mid-market and enterprise clients
Build and maintain a robust pipeline through various lead generation strategies
Lead the consultative sales cycle from discovery to contract close
Achieve revenue targets through effective sales strategies
Create scalable lead-generation channels to enhance market reach
Establish credibility as a trusted advisor in targeted industries
Maintain disciplined pipeline management and forecasting accuracy
Benefits
Opportunity to work in a high-impact role with significant growth potential
Engagement with executive-level clients and decision-makers
Access to a supportive team-oriented environment
Chance to represent Thrive at industry events and expand professional network
Flexibility with travel requirements, capped at 20%
Full Job Description
Position Overview
As a Client Business Executive (CBE), you will be a strategic hunter focused on winning net-new mid-market and enterprise clients. In this role, you will build executive-level relationships, uncover business challenges, and position Thrive's managed services platform as a high-value solution that drives growth, resilience, and transformation. This is a high-impact role for a disciplined seller who thrives on creating pipeline, advancing complex opportunities, and closing new business.
Requirements
Drive net-new business development by prospecting, pursuing, and closing mid-market and enterprise clients across your assigned territory
Build and sustain a high-quality pipeline through self-generated prospecting, inbound lead conversion, referrals, and strategic partner relationships
Lead the full consultative sales cycle, including discovery, solution alignment, proposal development, negotiation, and contract close
Meet or exceed revenue targets through disciplined execution of direct and indirect sales strategies that convert pipeline into closed business
Create scalable, repeatable lead-generation channels that expand market reach and support sustained pipeline growth
Establish credibility in targeted industries by serving as a trusted advisor and visible market presence within high-value verticals
Qualify opportunities rigorously and partner cross-functionally with technical, solution, and leadership teams to shape compelling client outcomes
Maintain disciplined pipeline management, forecasting accuracy, and account intelligence within Salesforce and other sales tools
Stay current on market trends, emerging technologies, competitive dynamics, and the managed services landscape to strengthen client relevance
Represent Thrive at industry, partner, and networking events to expand brand visibility, deepen relationships, and uncover new opportunities
Travel as needed to meet qualified prospects and advance opportunities, with expected travel of up to 20%.
Complete required reporting, documentation, and administrative responsibilities with a high level of accuracy, timeliness, and professionalism
Qualifications & Experience:
5+ years of proven success acquiring net-new clients in managed IT services, SaaS, HaaS, cybersecurity, or adjacent technology solutions
Track record of selling complex, consultative solutions into mid-market and enterprise accounts, ideally within regulated or compliance-driven industries such as Healthcare, Life Sciences, or Financial Services
Demonstrated ability to build and convert pipeline through self-generated prospecting, referrals, channel relationships, and personal network development
Strong executive presence with the ability to engage senior decision-makers, uncover business priorities, and position value in a compelling way
Consistent success overcoming objections, navigating complex buying committees, and closing multi-stakeholder deals across extended sales cycles
Strong command of a disciplined sales process, including opportunity qualification, deal strategy, pipeline management, and forecasting accuracy
Operational rigor in CRM management, with strong Salesforce hygiene and follow-through across the full sales cycle
Collaborative, team-oriented approach with the ability to partner effectively across sales, solution engineering, operations, and executive leadership to win business
Managed services experience preferred, but not required for candidates with strong consultative enterprise selling experience in adjacent technology markets
Competencies to be Successful in the Role
Drive and Optimism: Demonstrates strong new-business drive and a relentless hunter mentality
Prospecting and Opening Doors: Proactively opens doors and creates opportunities with executive decision-makers
Value Selling: Translates client challenges into clear business outcomes, commercial value, and differentiated impact.
Trust and Integrity: Builds credibility quickly and earns trust in complex, consultative sales environments
Resilience and Persistence: Highly resilient and persistent in the face of rejection, setbacks, and long sales cycles
Competitive Mindset: Competitive, results-oriented, and motivated to win net-new business
Resourceful: Resourceful and strategic in uncovering prospects, navigating accounts, and advancing deals
Business Acumen: Strong business acumen with the ability to connect client pain points to business value
Communications and Influence: Confident communicator with executive presence, strong discovery skills, and persuasive influence
Disciplined: Maintains disciplined pipeline management, forecasting accuracy, and follow-through
Urgency and Ownership: Thrives in a fast-paced, evolving environment with a sense of ownership and urgency
About Thrive
Thrive is a healthcare company that provides software solutions to healthcare providers. The company's software helps healthcare providers manage their administrative tasks, such as scheduling appointments, managing patient records, and billing. Thrive's software is designed to be user-friendly and easy to use, making it accessible to healthcare providers of all sizes. The company was founded in 2013 and is headquartered in San Francisco, California.
