Strategic Account Executive

About the Role

This is a newly created, high-impact role sitting at the intersection of enterprise sales and market expansion. As a Strategic Account Executive, you will be a pure hunter — building pipeline from scratch, identifying and closing transformative deals with the largest ABA provider groups, multi-site IDD organizations, and PE-backed platform companies in the country. You will own the full sales cycle — from cold outreach and executive engagement through discovery, solution design, commercial negotiation, and contract execution. You will operate with entrepreneurial autonomy while being fully resourced by a world-class product, marketing, and solutions engineering team.

This role is ideal for a seasoned enterprise sales professional who understands the ABA market deeply, speaks the language of BCBAs and operations leaders, and knows how to navigate complex organizations — including ownership groups and PE sponsors.

Responsibilities

• Strategic Prospecting & Pipeline Development
  • Build and own a robust book of large-account targets including multi-location ABA provider groups (50+ clinics), PE-backed ABA platforms, and IDD/waiver service organizations
  • Develop account maps, identify key stakeholders (CEO, COO, CFO, Clinical Directors, PE Sponsors), and execute multi-threaded outreach strategies
  • Leverage your ABA network, industry events (CR Unite, APBA, ABAI), and market intelligence to surface new opportunities
• Executive Engagement & Solution Selling
  • Lead C-suite and PE-level conversations, articulating ROI, total cost of ownership, and strategic value of the CentralReach platform
  • Conduct discovery sessions that uncover operational pain points, compliance challenges, staffing inefficiencies, and revenue leakage — and map them to CentralReach solutions
  • Partner with Solutions Engineers and Clinical Solutions Consultants to build compelling, customized demonstrations and business cases
• Deal Execution & Revenue Attainment
  • Own the full enterprise sales cycle from first contact to signed contract, driving urgency and managing complex, multi-stakeholder decisions
  • Negotiate enterprise agreements, pricing, and contract terms in collaboration with Legal and Finance
  • Meet and exceed quarterly and annual ARR/new logo targets
• Market Intelligence & Feedback Loop
  • Act as the voice of the market internally — sharing competitive intelligence, prospect feedback, and product gaps with Product and Marketing leadership
  • Represent CentralReach at key industry conferences, PE health care summits, and ABA trade events
  • Collaborate with the Customer Success and Implementation teams to ensure a seamless post-close transition

Requirements

• Required Qualifications
  • 7+ years of enterprise B2B sales experience, with a demonstrated track record of closing large, complex deals ($500K+ ACV)
  • Direct experience selling into the ABA, behavioral health, or IDD services market — either as a software/tech vendor, managed services provider, or in an adjacent role (e.g., staffing, RCM, payer relations)
  • Proven ability to engage and close at the C-suite and ownership/PE level
  • Hunter mentality — you open doors others can't, build pipeline from zero, and love the challenge of a new logo
  • Strong command of consultative and value-based selling methodologies (MEDDIC, Challenger, or equivalent)
  • Ability and willingness to travel up to 50% for client meetings, site visits, and industry events
• Strongly Preferred
  • Field experience in the ABA industry — as a BCBA, practice manager, operations leader, or in a client-facing role within an ABA organization — is a significant differentiator
  • Existing network of relationships with ABA group practice owners, DSPs, regional operators, or PE firms focused on behavioral health
  • Familiarity with ABA billing, payor contracting, Medicaid/insurance reimbursement, and the operational pressures facing mid-to-large ABA providers
  • Experience selling EMR, practice management, or revenue cycle management software in healthcare
  • Comfort working in a fast-paced, high-growth SaaS environment with evolving go-to-market strategy

Skills & Competencies

• Exceptional executive presence and communication — written, verbal, and in presentations
• High business acumen; ability to quickly understand an organization's financial and operational drivers
• Strategic and analytical thinker who can build territory plans, account plans, and business cases independently
• Collaborative and coachable — you compete hard but operate as a team player
• Proficiency with Salesforce or equivalent CRM; experience with sales engagement tools (Outreach, Gong, etc.)

What Success Looks Like

• In your first 30 days: You've completed onboarding, built deep product knowledge, and developed a prioritized target account list of 50–75 strategic prospects.
• In 90 days: You have active pipeline across 15+ qualified accounts, have presented CentralReach's platform to C-suite stakeholders at no fewer than 5 organizations, and have a clear path to your first close.
• In 12 months: You've closed 3–5 new enterprise logos, exceeded your ARR target, and established CentralReach as the go-to platform among the largest ABA and IDD organizations in your territory.

Benefits

• Competitive base salary + uncapped commission with accelerators for over-performance
• Comprehensive benefits: medical, dental, vision, 401(k) with company match, HSA employer contribution, paid parental leave, generous PTO
• Hybrid and remote-friendly culture — flexibility paired with high performance
• Award-winning company culture: Inc. Best Workplaces, NJ Best Places to Work, Built In Miami Best Places to Work (4 consecutive years)
• Access to leadership: 6-stage interview and mentorship process ensures you're set up to win
• Career development support, wellness programs, and opportunities to give back through CR Cares™, our community engagement initiative

Pay

Base Salary Range: $125,000—$150,000 USD