Senior Sales Executive, Provider

Job Description:

• Drive revenue growth across assigned provider markets and accounts, including new business, expansion, renewal/relicense support, and strategic account growth
• Develop and execute territory and account plans identifying high-value prospects, stakeholders, priorities, competitive dynamics, and actionable strategies
• Generate pipeline through prospecting, market research, executive outreach, industry events, referrals, partner collaboration, and follow-up
• Sell into complex provider organizations including health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, and clinically integrated networks
• Navigate multi-stakeholder buying processes involving clinical, operational, financial, IT, procurement, and executive decision-makers
• Develop and deliver tailored sales presentations, proposals, business cases, and value-based messaging
• Manage complex sales cycles from discovery through proposal, negotiation, contracting, and close
• Partner with Account Management on client retention, expansion, relationship development, and long-term account planning
• Collaborate with Solution Architects, Product, CARE, Contracts, Sales Operations, Alliance Partners, Executive Team members, and other stakeholders
• Support RFP/RFI responses and follow-up activities
• Use Salesforce and other sales tools to document activity, manage pipeline, maintain forecasts, and track opportunity status and risks
• Participate in trade shows, industry events, onsite meetings, sales meetings, and MCG-sponsored events
• Maintain knowledge of MCG products, solutions, technology, value proposition, and market positioning
• Leverage approved AI-enabled tools while adhering to company policies, data privacy requirements, and ethical-use standards
• Provide regular sales reports and forecasts to senior management
• Participate in sales coaching, strategy, tactics, and training sessions

Requirements:

• 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
• Experience preferably selling healthcare technology, clinical, operational, financial, or workflow solutions into provider organizations
• Demonstrated success meeting or exceeding annual sales quotas, preferably $4 million or more
• Experience managing complex, multi-stakeholder sales cycles with healthcare provider organizations 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, or population health
• Proficiency using CRM systems, preferably Salesforce
• Experience developing proposals, supporting RFP/RFI responses, and participating in contract negotiations
• Ability to travel 40%-60% of the time for customer meetings, trade shows, sales meetings, and MCG-sponsored events
• 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 preferred
• Experience using AI-enabled research or sales tools such as Microsoft Copilot, ChatGPT, or Salesforce Einstein preferred
• Familiarity with clinical guidelines and provider healthcare operations preferred
• Familiarity with complex pricing structures, ROI-based selling, CPQ tools, and value-based business case development preferred
• Experience or familiarity with Miller Heiman, Korn Ferry Blue Sheets, Strategic Selling, MEDDICC, Challenger, or similar enterprise sales methodologies preferred
• Familiarity with regulatory, financial, and operational pressures impacting provider organizations preferred
• Excellent communication and presentation skills
• Ability to analyze market trends and customer needs to develop targeted sales strategies
• Strong interpersonal skills and ability to build and maintain relationships

Benefits:

• Remote work
• Company-sponsored events and periodic in-person engagements
• Medical, dental, vision, life, and disability insurance
• 401K retirement plan
• Flexible spending account
• 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
• Uncapped commission / variable compensation eligibility