Account Executive - Installed Base (Farmer)

What You’ll Do

• Drive Revenue Growth & Retention: Own renewals and upsells across your account portfolio. Identify whitespace, unlock new spend, and deepen relationships through commercial insights and stakeholder mapping.
• Lead Strategic Account Planning: Develop multi-year account plans aligned with customer goals, compliance needs, and modernization strategies. Collaborate cross-functionally to expand ClearDATA's footprint.
• Lead Complex Sales Cycles: Orchestrate multi-stakeholder evaluations and negotiations to close high-value renewals and expansions.
• Engage Executive Stakeholders: Build trusted relationships with CIOs, CISOs, and other execs. Lead value-focused conversations through QBRs, roadmaps, and executive briefings.
• Maximize Value Realization: Ensure customers realize the full impact of ClearDATA solutions. Partner with Customer Success, Solution Architects, Sales Ops, Product, Legal, and Finance to ensure efficient deal structuring, resolve blockers, and drive a smooth execution.
• Forecast with Discipline: Deliver accurate, data-driven forecasts using CRM best practices and MEDDPICC principles. Proactively manage renewal risk and identify whitespace and cross-sell opportunities.
• Manage a Healthy Pipeline: Maintain a disciplined, high-quality pipeline and use insights to improve conversion and velocity.
• Advocate for the Customer: Bring actionable field feedback to influence product, pricing, and service delivery. Represent ClearDATA in customer forums and industry events.
• Travel availability ~15-20% of the time

What You’ll Need

• 5+ years of enterprise B2B technology in a quota-carrying account executive or account management role focused on existing customer growth.
• Experience managing multi-stakeholder enterprise accounts (preferably in healthcare, cloud, or cybersecurity).
• Skilled at working cross-functionally to advance strategic opportunities and deliver customer success through sales excellence.
• Expertise in running renewals, upsell motions, and expansion strategies.
• Strong presentation, influence, and executive communication skills. Ability to convey gravitas through virtual and in-person interactions.
• Experience using structured sales methodologies (e.g., MEDDPICC, Value Selling, etc., or similar preferred).
• High proficiency in Salesforce, forecasting, and pipeline management

What Will Make You Stand Out

• Deep expertise in healthcare cloud transformation and familiarity with AWS, Azure, or Google Cloud Platform.
• Knowledge of HIPAA, HITRUST, and healthcare compliance frameworks.
• Experience leading multi-threaded enterprise sales cycles with public or private healthcare systems.
• Ability to articulate the business value of cloud, cybersecurity, and compliance in clinical and operational terms.
• Consistent record of quota overachievement and strong professional references from executive buyers.

Why You’ll Like Working Here

• A dynamic, fast-growing company that rewards top performers.
• Collaborative, innovative culture where sales leaders shape market direction.
• Access to continuous learning, certifications, and enablement programs.
• Competitive benefits including Medical, Dental, Vision, HSA, Life, 401K, unlimited vacation, stock options, and remote flexibility.

ClearDATA is an EEO/AA employer M/F