Mid-Market Account Executive

About the role

We are looking for a Strategic Account Executive to own and close Hexmodal's largest enterprise opportunities, which are system-wide agreements with the biggest health systems in the country. We already sell into many of those systems and we are under 1% penetrated in most of them, because today the revenue arrives one facility at a time. This role exists to change the shape of the deal. You will turn a system relationship into a single corporate commitment covering every site instead of a stream of site-by-site purchase orders. That shift is the difference between a $50K account and a $1M one. Cycles here run six to nine months with several stakeholder groups and a real procurement process, and you get structured onboarding, an established methodology, and direct executive support on your biggest deals.

Responsibilities

• Own and close enterprise opportunities. Carry a portfolio of system-level opportunities from the first corporate conversation through signature. Enterprise deals start at $100K in annual value and we plan around a $250K average.
• Drive one corporate commitment per system. Push every account toward a single system-wide or master agreement covering current and future sites. Refusing to settle for the next site's purchase order is the core of the job.
• Map and sell the entire buying group: the corporate decision-maker who signs, the facility managers who live with the product daily, plus procurement, legal, and IT. Each one cares about something different and any of them can stall you.
• Qualify the execution path during discovery. How they buy, what security review is required, who installs, and whether that labor actually exists. These are the things that delay a close in our business, so they belong in discovery.
• Build a mutual action plan on every deal. Written, dated, co-owned, running from today to signed-and-installed. If a customer will not co-own a plan to a decision, the deal is not real yet, and you will say so.
• Grow devices per deal. Our north star is one million devices deployed, and system-wide deployments are how we get there.
• Forecast honestly. Long cycles punish optimism. One deal you have inspected properly and called down is worth more than three you talked yourself into.
• Hand off cleanly after close. Contract terms, installed footprint, stakeholders, and open risks all passed to Customer Success and Implementation so the rollout succeeds without you.

Requirements

• 7+ years in B2B sales, including 3-4+ years in an enterprise or strategic role running six-to-twelve-month cycles with multi-stakeholder buying committees.
• A track record closing $100K+ annual value deals, ideally $250K+, where the candidate personally drove the process rather than inheriting a warm relationship.
• Experience selling into healthcare or an equally gated environment. Health systems strongly preferred, including value analysis committees, vendor credentialing, supply chain and contracting, and capital versus operating budgets.
• Comparable regulated, multi-site, procurement-heavy experience is welcome.
• Comfort selling a physical product. Devices, hardware, or IoT sold to a facilities or operations buyer where installation and deployment are part of the sale.
• Fluency in a structured sales methodology (MEDDIC/MEDDPICC, Challenger, Command of the Message, Triangle Selling, or equivalent), with the discipline to keep a deal scorecard current unprompted.
• Procurement as a sales motion. Finds the person who knows how contracts actually move inside a system and recruits them like a second champion.
• A quantitative approach. Tracks coverage, cycle length, win rate, and average deal size, and can talk about all four without preparation.
• Proven high performer in a startup environment, comfortable operating without a fully-built playbook.

Skills

• Background in healthcare facilities, life safety, compliance, or building systems.
• Has negotiated a corporate master agreement with an IDN or multi-facility system.
• Familiarity with vendor credentialing platforms (Symplr, GHX, Vendormate, RepTrax) or GPOs (Vizient, Premier).
• Experience coordinating multi-site rollouts including install partners and contractors.
• Partner or channel selling in distribution, facilities services, or building technology.
• Familiarity with CRM and BI tooling (Odoo, HubSpot, Salesforce