Account Executive

Qualifacts is a leading provider of behavioral health software and SaaS solutions for clinical productivity, compliance and state reporting, billing, and business intelligence. Its mission is to be an innovative and trusted technology and end-to-end solutions partner, enabling exceptional outcomes for its customers and those they serve. Qualifacts’ comprehensive portfolio—including the CareLogic®, Credible™, and InSync® platforms—spans and serves the entire behavioral health, rehabilitative, and human services market, supporting non-profit Certified Community Behavioral Health Clinics (CCBHC) as well as for-profit large enterprise and small business providers. The company has a loyal customer base of more than 2,500 customers representing 75,000 providers serving over 6 million patients. Qualifacts was recognized in the 2022 and 2023 Best in KLAS: Software and Services report as having the top-ranked Behavioral Health EHR solutions.

About the role

This Account Executive position is an outside sales opportunity focused on understanding total market opportunity, identifying potential clients, developing relationships, driving the sales process, and closing new business. Successful candidates will possess excellent communication and organizational skills, a proven sales track record or leadership experience in Behavioral Health, and the ability to work both independently and within a team.

Responsibilities

• Manage a full sales cycle including prospect identification, qualification, demo, and close.
• Exceed quota on a quarterly and annual basis.
• Continuously build and maintain a high-quality sales pipeline through lead generation (including cold calling) and managing leads provided by the inside sales team.
• Design, plan, and implement a quality and needs-driven sales demonstration program, including determining sales/demo objectives and designing demo scenarios to meet internal and external requirements.
• Develop and maintain effective working relationships with coworkers in a team selling environment.
• Attend key trade shows in your region and build relationships with current customers and state key influencers in behavioral health to drive overall market penetration strategy.
• Maintain detailed notes on deal progress using Salesforce.com.
• Communicate effectively with C-level prospects and customers.
• Demonstrate ability to learn new information and follow designated methodologies.
• Adopt and execute lead generation and sales processes, including cold calling activities.

Requirements

• Demonstrated ability to uncover and access underlying business needs and develop compelling solution/sales messaging.
• Excellent influencing and negotiation skills.
• High attention to detail, diligent in documentation, and very organized.
• Competitive drive, self-starter, resourceful, collaborative, and coachable.
• Strong software skills in Word, Excel, and PowerPoint.
• Strong strategic planning and activity implementation skills (critical thinking, researching, organization, prioritization, and action orientation) to create and deliver robust territory plans, including call activity, marketing campaigns, top account identification, quarterly forecasting, and pipeline management.
• A new customer acquisition sales mindset (versus account management) with evidence of exceeding sales quotas or other aggressive business goals for several years.
• Familiarity with standard computer technologies (SaaS) and architecture fundamentals.
• Working knowledge of Salesforce or other CRM/Sales management tools.

Qualifications

• Bachelor’s Degree or equivalent work experience.
• At least two years of demonstrated success working directly with behavioral/mental health organizations, with strong knowledge/understanding of Electronic Health Records and the ability to develop business relationships and opportunities through relationship building and influence at the C-level.
• May consider individuals outside of behavioral health if they have successfully sold other types of enterprise-level technology solutions into new markets (ideally complex, high-value SaaS deals with long sales cycles in a healthcare vertical).
• Experience proactively engaging external prospects/leads, donors, or other “buyers” at both the staff/user and executive level.
• Experience handling complex projects with many internal coordination points, multi-level/multi-department external stakeholders, and extended timelines.
• Demonstrated success in SaaS sales or behavioral healthcare leadership roles.