Account Executive, Payer Technologies

Bridgeway is seeking an Account Executive specializing in medical cost containment and payments space to join our growing Sales & Marketing organization at Bridgeway Benefit Technologies. The Account Executive is responsible for proactively identifying and driving healthcare claim management solution opportunities for our customers. Our Account Executives manage and drive the sales process from start to finish, focused on selling subscription-based software services to benefit administrators. This role collaborates closely with marketing, customer success, and product teams to ensure customer needs are met and sales targets are achieved. Strong communication, relationship-building skills, and a deep understanding of SaaS products are essential to succeed in this role.  

This is a remote position with occasional travel. East coast candidates, preferred.

Responsibilities: 

• Research and actively sell cost containment and payments/communication solutions to meet our customers’ business needs for Healthcare Benefit Administration within the Taft-Hartley market.
• Provide consultation and savings analysis of claims data for customers with a focus on out-of-network (OON) claims.
• Analyze savings opportunities by reviewing claims history, contract terms (e.g., JAA contracts), No Surprises Act implications, claims editing, and payment accuracy and trends.
• Qualify leads based on a set of criteria to ensure they are potential customers. 
• Conduct discovery calls and meetings to understand prospective customers' pain points, requirements, and objectives and present tailored SaaS solutions that align with their business goals. 
• Demonstrate the value of SaaS products and services through live demos or presentations. 
• Manage the end-to-end sales cycle, including proposal development, negotiations, and closing. 
• Gather, coordinate, and communicate information necessary to ensure a smooth implementation. 
• Build and maintain strong relationships with key decision-makers within new and existing customer organizations.
• Handle objections and overcome resistance by providing solutions that address customer concerns. 
• Meet or exceed quarterly and annual sales targets and KPIs.
• Accurately forecast revenue and sales pipeline activity. 
• Report on sales activities, progress, and outcomes to sales leadership and maintain documentation for open deal activity. 
• Collaborate closely with sales operations, solution engineering, marketing, and customer success teams to provide a seamless experience for customers. 
• Share feedback on product offerings and market trends with the product development team to ensure the SaaS solution meets customer demands. 
• Manage contract negotiations, including pricing, terms, and conditions, in line with company policies and practices. 
• Close sales and ensure a smooth handoff to the customer success or implementation team. 
• Identify upsell and cross-sell opportunities based on customer needs and growth. 
• Educate potential customers about the product’s benefits and features. 
• Assist customers in the onboarding process, ensuring a positive experience. 
• Able to effectively manage long sales cycles, often ranging from several weeks to months.  

Requirements: 

• 8+ years’ complex sales experience, with a preference for candidates in the Taft-Hartley or healthcare payments industry 
• Experience in cost containment/management for health plans or TPAs, desired
• Experience selling software solutions or benefits, and a solid track record of exceeding sales quotas, with a 6–12-month sales cycle that includes multiple decision makers/influencers
• Consultative selling skills, with the ability to develop multi-level organizational relationships is a must
• Able to create and effectively deliver sales presentations to “C” level and department users in-person, or virtually
• Proven track record in quickly learning complex processes
• Proficient in Microsoft Office, CRM (Salesforce/HubSpot)
• Bachelor’s degree in a related discipline