Client Executive, Health System Sales

About the Role

Join our expanding Health Systems Sales team as a Client Executive and play a critical role in accelerating new-logo growth within a high-opportunity healthcare market. This newly created, field-based enterprise sales position focuses on identifying, developing, and closing transformational opportunities. You will build pipeline through proactive prospecting, engage executive decision-makers, and deliver integrated solutions combining capital equipment, technology, software, and services to address complex healthcare challenges. Success requires a hunter mentality, strong business acumen, and the ability to navigate complex, multi-stakeholder sales cycles.

Responsibilities

• Drive new-logo growth by developing and executing strategic territory plans within the Health Systems market.
• Build and maintain a strong pipeline through proactive prospecting, networking, referrals, and multi-threaded outreach.
• Identify, qualify, and advance complex enterprise opportunities aligned with revenue objectives.
• Lead the full enterprise sales cycle—from prospecting and discovery through solution development, presentations, negotiations, and contract execution.
• Engage and influence C-suite executives and senior decision-makers across health systems, including leaders in pharmacy, operations, finance, clinical, and other key departments.
• Understand customer strategies and challenges, then align solutions to deliver measurable business outcomes.
• Sell integrated solutions combining capital equipment, automation, technology, software, and services.
• Navigate long sales cycles, complex buying processes, and multi-stakeholder environments to successfully close strategic opportunities.
• Collaborate with Product, Marketing, Clinical, Implementation, Customer Success, and other cross-functional teams to deliver exceptional customer outcomes.
• Maintain accurate sales forecasts and track key performance metrics, including New Revenue Bookings, Initial Contract Value (ICV), Annual Contract Value (ACV), Monthly Recurring Revenue (MRR), Sales Qualified Leads (SQLs), Lead Velocity Rate, Lead-to-Close Conversion, and Sales Cycle Length.
• Leverage industry relationships and market knowledge to accelerate growth and uncover new opportunities.
• Continuously improve sales effectiveness by leveraging sales process, methodology, tools, and best practices.
• Identify customer needs, market trends, and competitive insights to support product innovation and offering alignment.
• Travel extensively (50–75%) to engage customers, strengthen relationships, and drive business growth.

Requirements

• Bachelor’s degree in Business, Marketing, STEM, or a related field.
• Five or more years of successful enterprise sales experience with a consistent track record of exceeding revenue goals.
• Proven success as a new-business hunter, creating pipeline, developing opportunities, and closing strategic deals.
• Demonstrated experience selling complex capital equipment, hardware, automation, or integrated technology solutions.
• Experience managing long, complex, multi-stakeholder enterprise sales cycles from opportunity creation through close.
• Track record of selling large, complex solutions to executive and C-suite stakeholders.
• Ability to develop and execute territory strategies that generate sustainable pipeline growth.
• Strong consultative selling, negotiation, communication, and presentation skills.
• Self-motivated, resilient, and comfortable operating in a high-growth, performance-driven environment.
• Strong business acumen with the ability to understand customer challenges and translate them into strategic solutions.
• Salesforce expertise and experience using CRM tools to drive sales execution.
• Excellent organizational, analytical, and problem-solving skills.
• Willingness and ability to travel 50–75%, including overnight travel and extended time in the field.
• Must be authorized to work for ANY employer in the U.S.; employer will not sponsor applicants for work visas.

Preferred Qualifications

• Experience selling into health systems, hospitals, or integrated delivery networks (IDNs).
• Experience with pharmacy automation, central fill solutions, medication management, or healthcare technology.
• Experience selling solutions that combine hardware, software, and recurring services.
• Background selling automation, robotics, warehouse systems, distribution technology, or other complex capital solutions.
• History of consistently closing $3M–$5M+ enterprise opportunities.
• Experience leveraging AI-enabled sales tools to improve prospecting, territory planning, pipeline management, forecasting, or customer engagement.

Pay

The estimated base annual salary range for this position is $99,880.86 to $135,132.92, though a candidate’s base annual salary shall be determined based on qualifications and experience. This position is also eligible for commission payments.

Benefits

• Generous time off policy that allows you to put your family first.
• Opportunity to work on the cutting edge of pharmacy automation in a high-growth tech company.
• Competitive benefits, salary, and talent development opportunities.
• Commitment to professional development and working for a company where your voice is heard.

About the Company

iA® (Innovation Associates®) is a pharmacy fulfillment company providing an integrated platform of capabilities to support Centralized and Community Pharmacy Fulfillment Solutions. With over 30 years of experience, we develop and implement automation and software solutions that deliver quick and sustainable business results. Our integrated Pharmacy Fulfillment Platform enables scalable solutions that run the prescription fulfillment process from acceptance to delivery, improving workflow, increasing efficiency, and allowing pharmacists to focus on patient care.

iA works with pharmacy providers in the Commercial, Health Systems, Government, and Mail Order/eCommerce markets. Our mission is to partner with providers to transform pharmacy through leading-edge software-enabled fulfillment technology, enhancing patient safety and choice while increasing operational efficiency.

Our products include modular hardware, sophisticated counting and collation devices, and software solutions. Core values include being solutions-driven, customer-centric, championing diversity, empowering ownership, and trusting daringly.