WHAT YOU'LL DO As the Director of National Accounts for Laudio, the primary and immediate responsibility of the Director of National Accounts is introducing new health systems to Laudio, partnering with sales to move these opportunities through the sales pipeline, and assisting in generating high-quality, well-priced, and multi-year contracts. As the Director of National Accounts, you have demonstrated consistent top pipeline growth and performance, preferable for rapidly growing HIT SaaS companies. You must show competence in helping to manage complex consultative sales processes via virtual and in-person selling, with the requisite ability to listen, communicate and persuade effectively with C-suite health care executives. Ideally you will have existing C-suite healthcare relationships as well as involvement and relationships in industry associations regionally or nationally. As the Director of National Accounts, you must excel in all stages of pipeline development, and given Laudio's early stage, you should be comfortable and have past success generating leads.
WHERE YOU'LL WORK This position will have the flexibility to work remotely within the United States.
HOW YOU'LL SPEND YOUR TIME- New client introductions, particularly to System CHROs, COOs and CNOs. The Director of National Accounts is expected to independently generate introductions to health system leaders.
- Demonstrations of product to health system CNOs, COOs, CHROs, and other C-suite leaders. The Director of National Accounts is expected to be able to independently identify the operational challenges of each targeted Health System and professionally articulate how HWS products and Services could bring value and efficiency to their existing operations. Work with other SME's at HWS and Sales Solution Consultants to coordinate tailored demo's and build trust and relationships that yield sales opportunities in the pipeline and closed new logo business.
- Progressing complex opportunities with many stakeholders is critical. This includes identifying champion(s), prospects, and connections to strategic priorities, budget, approval, ROI, and timeline. The Director of National Accounts is expected to develop account plans and senior peer relationships with prospects with the sales team and be able to quickly access the opportunity relative to each prospect's budget, timeline, and ability to make the ROI case. The Director of National Accounts is expected to be familiar with and to independently use the company's GTM playbook and ROI model and to properly position champions to use this ROI model to make the internal business case for Laudio.
- The Director of National Accounts will be evaluated for generating senior leader approved, signed contracts to generate bookings growth.
- The Director of National Accounts is also responsible for maintaining and updating prospect contacts and notes in Laudio's CRM (currently HubSpot). Updating this tool as close to real-time as possible is both important and essential.
- Work with the Laudio Insights (Laudio's Thought Leadership arm) team members to plan and execute new relationship-building using available thought leadership content, converting them into onsite events and then into opportunities.
- Lead the identification of where existing sales opportunities could be accelerated or supported by a Laudio Insights event. Work with Insights team members to plan and deploy LILA and events in existing opportunities.
- Provide expertise to support the development of national Insights-based benchmarks. Using available public data and Laudio's own thought leadership, partner with Insights leadership to develop outside-in quantification of progress and opportunities with individual health systems.
- Join Insights at regional and national events, as mutually determined, to build the interface between thought leadership and sales/RVPs and lead the process of converting Laudio Insights' events and content into new sales opportunities.
- Work with the Insights team to communicate, translate, and build on existing thought leadership content (e.g., book, AONL and ASHHRA reports) to make them actionable for RVPs.
WHAT YOU'LL NEED - Minimum of 10+ years of demonstrated revenue generating success with growing HIT companies, preferably with SaaS software offerings.
- Demonstrated success in hunting/developing new prospects.
- Successfully sold new innovative technology to healthcare C-suite.
- Strong interpersonal skills and the ability to build rapport while quickly and confidently gaining respect. This includes strong virtual and in person presence with selling skills in one-on-one and group interactions, and superior listening and probing skills.
- Comfortable with and displays mastery of and ability to trouble shoot tools/platforms needed for successful remote sales.
- Excellent negotiation and communications skills and strong business acumen required.
- Understanding of healthcare market, including in-depth knowledge of clinical and HR processes in acute healthcare settings. Able to have intelligent conversations with healthcare C-suite. Is viewed as a strategic partner by prospects and clients.
- Must excel in an entrepreneurial environment. Exhibits high energy, has a resilient attitude and a strong work ethic, and displays enthusiasm for Laudio's mission and product, aligning with the values of the organization.
- Demonstrates integrity with customers, prospects, and colleagues.
- Solid time management, planning, organizational and project management skills with the ability to multi-task and assimilate new information quickly.
- Demonstrates a strong commitment to personal growth and actively seeks to learn from experiences.
- Ability to travel around 40%.
BENEFITS - Flexible and generous paid time off
- Competitive medical, dental, vision and life insurance
- 401(k) employer matching program
- Parental leave
- Wellness resources
- Charitable matching program
- On-site workout facilities (Leawood, Gilbert, Burlington)
- Community outreach groups
- Tuition reimbursement
