AVP, National Accounts

A Waystar AVP, National Accounts must effectively communicate with target account C-Suite Leadership, and coordinate strategy with managers, end users, and partners to ensure that the company's revenue cycle technology advantages are clearly understood.

What you'll be doing:

• Prospect, close and manage a targeted list of the top relationships in the large specialty and ambulatory healthcare markets.
• The AVP, National Accounts will serve as the primary point of contact for a defined group of accounts which will include complex physician practice management organizations and revenue cycle outsourcing operations
• This role will coordinate internally with executive sponsors to support a multi-threaded engagement across key opportunities
• This role will align closely with a cross-functional team including Marketing, Product, Operations, and Legal
• Effective demonstration of Waystar's RCM technologies at end user accounts.

• Create and regularly maintain a 6-12 month strategic account plan including all Waystar solutions for each assigned marquee target
• Achieve annual sales targets and track opportunities from discovery to close. Ensure solutions are adopted broadly, and that the intended ROI is achieved
• Effective communication of the company's value proposition with key executive decision makers to include but not limited to CEO, CFO, CIO, Purchasing and other key department management personnel
• Prospecting, evaluating opportunities, presenting our products, strong negotiation skills, cold calling, product selection and supporting the customer's purchase.
• Cultivate new customer relationships and maintain strong focus on the Waystar Experience through effective use of the sales and service organizations.

• Ability to detail technical product features, benefits and attributes to various staff positions in healthcare customers.
• Development and execution of territory business plans that employs strategic account segmentation.
• Management of sales pipeline and forecasting activities through corporate CRM.
• Execution of a sales process with our business partners.

The successful candidate will be able to manage the strategic sales process, drive metrics for the team, help close business, and be the expert in RCM for this segment.

Individuals in this position will be expected to utilize their existing experience, relationships and knowledge of selling into enterprise healthcare accounts with specific knowledge of Waystar's business, industry, and operations. A deep understanding of healthcare specific billing requirements, reimbursement, enrollment, and patient billing/payments will be necessary to lead a successful effort.

This position represents a significant opportunity to participate in a high growth, fast-paced, truly cloud based innovative organization. The successful candidate will also have the opportunity to interact with some of the most successful Enterprise organizations in the U.S.

What we're looking for:

• Establishing, building and managing relationships with C Suite level decision makers inside and outside of Waystar

• Deliver the Enterprise Strategic Account Plans and message to targeted organizations
• Develops the strategies and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers
• Track and help build a strong targeted pipeline
• Manage daily activity within Salesforce CRM system
• Work well cross-functionally for a best in class go-to-market team

• Strong working knowledge of Microsoft Office applications Excel, PowerPoint and Word
• Excellent phone and presentation skills
• Proven demonstration skills with technical products
• Successful, documented sales track record of achievement
• Able to travel up to 70% to customer sites, tradeshows, corporate meetings, etc.

• Completion of professional sales training courses strongly desired e.g. Miller Heiman, Spin Selling, etc.

Do you fit our team?

• Bachelor's Degree required
• 10-20 years selling Enterprise software into large healthcare organizations
• 8-10 years of sales experience in the RCM industry preferred
• Healthcare billing or healthcare operations experience required preferably in ambulatory markets
• Excellent written and oral communication skills required. Must be able to drive an enterprise sales cycle from start to finish.

This role is located in SLC, Louisville, Mid-town Atlanta or Duluth.

Waystar provides cloud-based technology that simplifies and unifies healthcare payments. Together, our technology, data and client support streamline workflows and improve financials for our clients, so that they can focus on their patients. We are deeply committed to living out our organizational values: honesty; kindness; passion; curiosity; fanatical focus; best work, always; making it happen; and joyful, optimistic and fun.

Waystar products have won Best in KLAS® or Category Leader every year since 2010 and earned multiple #1 rankings from Black Book™ surveys since 2012. The Waystar platform supports more than 500,000 providers, 1,000 health systems and hospitals, and 5,000 payers and health plans. For more information, visit waystar.com or follow @Waystar on Twitter.