Job Description - Enterprise Account Executive
Reports To: Director of Sales
Department: Sales
Location: Remote
Position Type: Full-Time
Position Summary
As an Enterprise Account Executive at AxisCare, you will drive net-new revenue, expand key accounts, and manage complex, multi-stakeholder sales cycles with the largest organizations in home care: multi-location and multi-state agencies, franchise systems, and private equity and venture-backed platforms. You will own the full sales lifecycle, from strategic prospecting and multithreaded discovery to C-suite negotiation and closing six- and seven-figure ACV deals, acting as a trusted advisor who translates AxisCare's capabilities into clear business ROI.
This role is built for a seasoned hunter who builds internal and external relationships, is energized by building pipeline from a blank page, and measures themselves against excellence, not quota alone.
What Defines an AxisCare Mid-Market AE
Our most successful sellers share a consistent set of traits. We are looking for someone who can raise the water table through their actions and results.
- MEDDPICC-Driven, Framework-Fluent: Runs every deal on MEDDPICC and draws on techniques found in Challenger, Command of the Message, Sandler, and SPIN to make AxisCare the clear choice.
- Multithreads by Default: Never single-threads a deal; builds relationships with owners, administrators, operations, finance, and office staff.
- Speaks Owner: Understands how agency owners and operators measure their business (margin, caregiver retention, cash flow, and growth) and engages them with confidence.
- Educated and Strategic: Knows the home-based care market and prioritizes accounts by growth, location count, and operational pain.
- Exceptional Listener: Listens more than they speak and hears what isn't being said.
- Creative and Persistent, Never Pushy: Finds new ways into accounts and earns every next meeting with value, not pressure.
- Highly Organized: Manages a high-volume territory and many concurrent sales cycles with precision.
- Leads and Follows: Takes command when the moment calls for it and defers when that better serves the outcome.
- Chases Excellence: Brings an aggressive, competitive mentality and is never satisfied with being good; studies wins and losses and holds a standard higher than any quota.
Key Responsibilities
- Territory & Account Planning: Build and execute strategic plans for greenfield enterprise accounts and expansion, prioritizing high-value targets by ownership, growth, and M&A activity.
- Pipeline Generation & Prospecting: Generate the majority of your own pipeline through outbound campaigns, industry events, and your executive network, partnering with SDRs and Marketing to uncover new and expansion opportunities.
- Multithreading & Stakeholder Engagement: Align the full buying committee, build relationships with C-Suite, operations, finance, and even PE operating partners to position AxisCare as the standard platform across portfolio companies.
- Discovery & Value Selling: Lead deep discovery with executive and technical decision-makers to diagnose business challenges, map organizational hierarchy, and position AxisCare as a critical business driver.
- Demos & Solution Design: Deliver high-impact product demonstrations and partner with Product and Implementation to design tailored enterprise solutions.
- Negotiation & Closing: Navigate legal, security, procurement, and MSA reviews to close high-value, multi-year contracts.
- Forecasting & CRM Discipline: Apply MEDDPICC to every opportunity and maintain accurate pipeline, deal stages, and weekly and quarterly forecasts in HubSpot, using Gong to inspect and strengthen deals.
- Cross-Functional Partnership: Work closely with Customer Success, Marketing, and Product to ensure a seamless handoff and strong long-term net revenue retention.
What We're Looking For (Minimum Qualifications)
- 5+ years of B2B SaaS sales experience, including 3+ years in a closing role targeting enterprise accounts.
- Track record of consistently closing six- and seven-figure deals with long sales cycles (3 to 9+ months).
- Experience selling into home care, home health, hospice, or post-acute care strongly preferred; experience engaging PE or VC firms and their portfolio companies highly preferred.
- Exceptional executive presence and C-level communication and presentation skills.
- Strong financial and business acumen to build ROI models and business cases.
- High grit, resilience, intellectual curiosity, and self-management in a remote or hybrid environment.
- Deep proficiency in HubSpot, Gong, and a modern sales intelligence and engagement stack.
- Mastery of MEDDPICC, with working command of Challenger, Command of the Message, Sandler, and SPIN.
- Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.
Working Conditions
Regular travel, including overnight; daily use of a computer, Microsoft Office 365, HRIS, and email.
Compensation and Benefits
- Base salary plus commission (OTE TBD based on experience and skill level).
- Medical insurance premiums are covered in full for the employee (Medical, Dental and Vision)
- 401K with competitive company matching.
- Personal time off, sick leave, and holidays.
- Company will provide laptop and other needed computer equipment.
