We are hiring Mid-Market Account Executives to own a portfolio of mid-sized EMS agencies and regional hospital systems. This is a consultative sales role with multi-stakeholder buying committees, six-figure deals, and direct impact on patient care.
If you have sold healthcare technology or B2B SaaS into mid-market accounts and can multi-thread a 90-day deal cycle, we want to hear from you.
The Role:
You will own a defined territory of moderate-sized EMS agencies and regional hospital systems. Your portfolio will include net-new accounts to win, existing customers to expand, and named strategic accounts to nurture. You will report to the Director of Sales.
Mid-Market sales at Handtevy is consultative, multi-stakeholder, and outcome-focused. Your buyers are EMS Chiefs, Medical Directors, ED Directors, Training Officers, and Risk Management leaders. Sales cycles run 90 to 180 days.
Responsibilities:
- Territory and account strategy covering your top priority targets, including discovery cadence, multi-threading approach, and competitive positioning.
- Multi-threading discipline: engage 5+ stakeholders within the buying committee and reach the economic buyer within the first 30 days of every active opportunity.
- Qualification rigor applied to every active opportunity, reviewed weekly.
- Pipeline development through your own outbound prospecting; inbound supplements but does not replace your activity.
- Discovery and demonstration: rigorous discovery calls tailored to documented pain.
- Mutual close plans on every late-stage opportunity, with timeline, owners, and exit criteria.
- Negotiation and close: navigate procurement, legal, and contract review on multi-year and multi-site rollouts.
- Customer expansion: partner with Customer Success on renewal and expansion plays.
Qualifications:
- 5+ years in B2B sales, with at least 2 years personally carrying mid-market quota ($400K+ annually).
- Qualification rigor - you have a clear approach to qualifying complex, multi-stakeholder deals and can describe specific examples where it changed an outcome.
- Multi-threading capability with specific examples of engaging 5+ stakeholders to win.
- Sales discipline - you maintain accurate Salesforce records and produce your own forecast without prompting.
- Outbound capability - you don't wait for inbound leads; you build pipeline yourself.
Preferred:
- Direct experience selling into EMS agencies, fire departments, or hospital emergency departments.
- Familiarity with clinical workflows: pre-hospital care, ED operations, medication administration, protocols and pathways.
- Experience running multi-site rollouts or systems-level contracts.
- Background working with Group Purchasing Organizations or state EMS departments.
- Track record carrying $500K+ annual quota at >85% attainment.
Compensation:
- Total OTE: $125,000 - $150,000 at plan (60/40 base/variable split)
- Accelerators above 100% attainment
- Benefits: Medical, dental, vision, 401(k) with company match, generous PTO
- Location: South Florida HQ, hybrid (3 days in office)
