Account Executive

Company Overview

At Sunwave Health, we improve behavioral health and addition treatment facility functionality to achieve better results for patients, caregivers, and administrators. Our platforms empower our clients to quickly and easily manage patient needs from admission to discharge, with provisions for billing and integrations with payment processors, billers, insurance companies, and other providers.

Job Overview

The Account Executive is an independent, full-cycle sales professional responsible for growing revenue within an assigned territory of Substance Abuse Treatment organizations. They own the entire sales process from prospecting through close, build meaningful relationships with key decision-makers, and consistently deliver against quota by connecting client needs to the value of our EMR platform. This role is part of the Sales team reporting to the Director of Sales.

Job Responsibilities

Prospecting & Pipeline Development:

Independently researches, identifies, and prioritizes prospects within an assigned territory or segment
Builds and manages a healthy pipeline with appropriate coverage ratio (typically 3–4x quota)
Develops multi-channel outbound strategies tailored to the Substance Abuse Treatment buyer
Maintains accurate, up-to-date records of all opportunities, stages, and next steps in CRM
Proactively identifies pipeline gaps and self-corrects to stay on track

Consultative Selling

Leads full discovery and needs assessment conversations independently
Identifies the specific operational, clinical, and compliance challenges facing treatment centers
Maps prospect needs to product capabilities with confidence and clarity
Drives a structured sales process from initial contact through close
Recognizes buying signals and advances deals with appropriate urgency

Product Knowledge

Maintains deep, current knowledge of the EMR platform including new feature releases
Independently delivers compelling product demonstrations tailored to each prospect's workflows
Articulates competitive advantages clearly and handles objections effectively
Understands implementation process and post-sale experience to set accurate client expectations

Relationship Building

Builds and manages relationships with key decision-makers (Clinical Directors, COOs, CFOs, owners)
Develops multi-threaded relationships within accounts to reduce single-point-of-failure risk
Maintains relationships post-close to support retention and expansion referrals
Begins building a referral network within the behavioral health community

Proposal and Negotiation

Creates tailored, professional proposals aligned to each client's needs and priorities
Negotiates terms, pricing, and contracts to close mutually beneficial agreements
Manages pricing conversations with sound judgment; escalates appropriately
Understands deal economics and protects margin within approved parameters

Job Qualifications

3+ years of proven experience in software sales or the SUD Treatment industry
Bachelor's degree in Business, Marketing, Healthcare Administration, or related field (preferred)
Working understanding of Substance Abuse Treatment centers and their unique clinical and operational requirements
Proficiency in CRM software with demonstrated ability to manage and forecast a pipeline

Job Qualifications

This position is fully remote and requires the worker to have a dedicated work space in their home during core business hours. Travel will be required.

Open Positions

We’d love to learn more about you. Check out our open positions by clicking the link below! Thank you for your interest in Sunwave.