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Senior Sales Executive, Provider

Remote

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

The Senior Sales Executive, Provider is responsible for driving revenue growth across assigned provider markets and accounts, including health systems, hospitals, integrated delivery networks, academic medical centers, physician organizations, clinically integrated networks, and other complex provider organizations. This role is accountable for identifying and developing new business opportunities, expanding existing client relationships in partnership with Account Management, and managing complex enterprise sales cycles from prospecting through contract execution.

As the Senior Sales Executive, you will lead strategic sales activities across assigned territories and accounts, including account planning, opportunity development, executive stakeholder engagement, solution positioning, proposal development, contract negotiations, and forecasting. You will serve as the primary sales lead throughout the buying process, ensuring alignment between customer business objectives and organizational solutions.

You will partner closely with Account Management, Solution Architects, Product, CARE, Contracts, Sales Operations, and Provider Sales Leadership to develop account strategies, coordinate internal resources, structure complex agreements, and support successful client acquisition and long-term growth. This role is focused on strategic and national provider accounts and is not limited to a defined geographic territory. You will be responsible for managing complex provider opportunities across large, strategic, national, or multi-market provider organizations. 

You Will:

• Own revenue growth for assigned provider markets and accounts, including new business, expansion opportunities, renewal/relicense support, and strategic account growth in partnership with Account Management.
• Develop and execute territory and account plans that identify high-value provider prospects, key stakeholders, business priorities, competitive dynamics, and actionable strategies to advance opportunities.
• Proactively generate pipeline through prospecting, market research, executive outreach, industry events, referrals, partner collaboration, and disciplined follow-up on targeted provider opportunities.
• Sell into complex provider organizations, including health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, clinically integrated networks, and other provider organizations.
• Navigate multi-stakeholder buying processes, including clinical, operational, financial, IT, procurement, and executive decision-makers.
• Develop and deliver tailored sales presentations, proposals, business cases, and value-based messaging that align MCG solutions to client priorities and measurable outcomes.
• Manage complex sales cycles from discovery through proposal, negotiation, contracting, and close, ensuring clear next steps, stakeholder alignment, and strong internal coordination.
• Partner with Account Management to support client retention, expansion strategy, relationship development, and long-term account planning.
• Collaborate with Solution Architects, Product, CARE, Contracts, Sales Operations, Alliance Partners, Executive Team members, and other internal stakeholders to position MCG effectively and support strategic opportunities.
• Support RFP/RFI responses and follow-up activities in collaboration with cross-functional teams.
• Use Salesforce and other sales tools to accurately document activity, manage pipeline, maintain forecasts, and provide timely visibility into opportunity status, next steps, business risks, and expected outcomes.
• Participate in trade shows, industry events, onsite meetings, sales meetings, and other MCG-sponsored events to build market presence and advance business opportunities.
• Demonstrate adaptability, resilience, curiosity, accountability, and a growth mindset in a dynamic sales environment.
• Participate in sales coaching, strategy, tactics, and training sessions, and remain open to learning and developing new skills under the mentorship of the Sales Leadership team.
• Maintain strong knowledge of MCG products, solutions, technology, value proposition, and market positioning to ensure successful client and prospect engagement.
• Leverage approved AI-enabled tools and technologies to enhance productivity, improve sales planning, develop customer insights, and support prospecting, account strategy, and other business activities while adhering to company policies, data privacy requirements, and ethical use standards.
• Provide regular sales reports and forecasts to senior management, tracking progress against targets and adjusting strategies as needed.

What We're Looking For:

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent relevant experience.
• At least 8 years of successful enterprise sales experience, preferably selling healthcare technology, clinical, operational, financial, or workflow solutions into provider organizations.
• Demonstrated success meeting or exceeding annual sales quotas, preferably with quotas of $4 million or more.
• Experience managing complex, multi-stakeholder sales cycles with health systems, hospitals, integrated delivery networks, physician organizations, academic medical centers, or similarly complex enterprise accounts.
• Proven ability to generate pipeline, build territory plans, develop executive relationships, and close new business and expansion opportunities.
• Strong understanding of provider healthcare operations, including utilization management, care management, case management, clinical workflow, population health, or related operational priorities.
• Proficiency using CRM systems, preferably Salesforce, to manage pipeline, document activity, forecast revenue, and track account strategy.
• Experience developing proposals, supporting RFP/RFI responses, and participating in contract negotiations.
• Ability to travel 40%-60% of the time customer meetings, trade shows, sales meetings, and other MCG sponsored events.

Preferred Qualifications:

• Master’s degree in Business, Marketing, Healthcare Administration, or a related field preferred.
• Experience selling SaaS, healthcare technology, clinical decision support, utilization management, care management, interoperability, analytics, or enterprise workflow solutions.
• Experience using AI-enabled research, or sales tools (e.g., Microsoft Copilot, ChatGPT, Salesforce Einstein, or similar) to improve efficiency, generate insights, and support sales planning, customer engagement, or business development activities.
• Familiarity with clinical guidelines and their role in provider utilization management, care management, case management, and population health.
• Familiarity with complex pricing structures, ROI-based selling, CPQ tools, and value-based business case development.
• Experience or familiarity with Miller Heiman, Korn Ferry Blue Sheets, Strategic Selling, MEDDICC, Challenger, or similar enterprise sales methodologies.
• Familiarity with the regulatory, financial, and operational pressures impacting hospitals, health systems, and provider organizations.
• Excellent communication and presentation skills, with the ability to effectively engage and influence key decision-makers.
• Ability to analyze market trends and customer needs to develop targeted sales strategies.
• Strong interpersonal skills and the ability to build and maintain relationships with clients, prospects, and internal stakeholders.
 
This role will require up to 60% travel to territory locations. 

Pay Range (Base): $121,000 - $170,000 

This role is eligible for variable compensation with OTE up to $370k

Perks & Benefits:  

💻 Remote work 

✈️ Travel expected 2-3 times per year for company-sponsored events

🩺 Medical, dental, vision, life, and disability insurance 

📈 401K retirement plan; flexible spending and health savings account 

🏝️ 15 days of paid time off + additional front-loaded personal days 

🏖️ 14 company-recognized holidays + paid volunteer days  

👶 up to 8 weeks of paid parental leave + 10 weeks of paid bonding leave  

🌈 LGBTQ+ Health Services 

🐶 Pet insurance  

📣 Check out more of our benefits here: https://www.mcg.com/about/careers/benefits/  

MCG Health is a Seattle, Washington-based company and is considering remote/hybrid candidates with some travel for company-sponsored events.  

The ideal candidate should be comfortable balancing the independence of remote/hybrid work with the collaborative opportunities offered by periodic in-person engagements. 

We embrace diversity and equal opportunity and are committed to building a team that represents a variety of backgrounds, perspectives, and skills. Only with diverse thoughtsand ideas will we be able to create the change we want in healthcare. The more inclusive we are, the better our work will be for it.

All roles at MCG are expected to engage in occasional travel to participate in team or company-sponsored events for the purposes of connection and collaboration. 

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Note on interviews: We may use AI tools to audio-record and transcribe interviews for note-taking purposes. These are used only by our hiring team and do not make decisions on their own. Let us know if you prefer an alternative.

MCG is a leading healthcare organization dedicated to patient-focused care. We value our employees' unique differences and are an Equal Employment Opportunity (EEO) employer. Our diverse workforce helps us achieve our goal of providing the right care to everyone. We welcome all qualified applicants without regard to race, religion, nationality, gender, sexual orientation, gender identity, age, marital status, veteran status, disability, pregnancy, parental status, genetic information, or political affiliation. We are committed to improving equity in healthcare and believe that a diverse workplace fosters curiosity, innovation, and business success. We are happy to provide accommodations for individuals. Please let us know if you require any support.

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