The Senior Account Executive is responsible for driving revenue growth by identifying, prospecting, and closing new business opportunities within the Long-term Care industry. This role reports to the Vice President of Sales & Marketing and focuses on promoting the organization's Electronic Health Record (EHR) and related solutions tailored to the unique needs of post-acute care providers, improving operational efficiencies, regulatory compliance, and patient outcomes.
This role also includes developing strategic channel partnerships and grant programs to expand market reach and provide innovative financing solutions for clients. The ideal candidate will have a strong background in healthcare technology sales and a solid understanding of the long-term care and senior living industries.
Job Responsibilities:
Sales Strategy and Execution
Develop and execute a sales plan to achieve and exceed monthly, quarterly, and annual revenue targets, with a focus on skilled nursing facilities (SNFs), assisted living facilities (ALFs), and other senior care organizations.
Identify and target potential customers, including individual facilities, multi-facility operators, and corporate groups.
Conduct market research to stay informed about industry trends, reimbursement changes, and competitive landscape within the senior care sector.
Channel Partnership Development
Identify and establish partnerships with relevant organizations such as healthcare consultancies, technology vendors, and value-added resellers (VARs) that serve the senior care industry.
Collaborate with partners to co-market the EHR platform, generating joint leads and enhancing solution offerings.
Maintain strong relationships with channel partners, providing training, support, and resources to ensure mutual success.
Grant Program Development and Management
Research and identify grant opportunities that align with the needs of senior care providers, including federal, state, and private funding sources.
Work with internal and external stakeholders to develop and promote grant assistance programs that help facilities fund EHR implementations.
Serve as a resource to clients, providing guidance on navigating the grant application process and aligning EHR solutions with funding criteria.
Customer Engagement and Relationship Management
Build and maintain relationships with key decision-makers such as administrators, clinical directors, IT managers, and corporate executives in the senior care space.
Conduct discovery meetings to understand client challenges related to clinical care, regulatory compliance, billing, and resident engagement, aligning them with the EHR’s capabilities.
Act as the primary point of contact throughout the sales cycle, ensuring a seamless and positive customer experience.
Act as a trusted advisor, providing guidance on how the EHR can streamline workflows, enhance documentation accuracy, improve reimbursement, and support regulatory requirements.
Product Demonstrations and Education
Deliver engaging and tailored product demonstrations to showcase the EHR’s specialized features, such as MDS (Minimum Data Set) management, eMAR (electronic Medication Administration Records), care planning, and billing integration.
Educate potential clients on how the solution supports quality measures, improves outcomes, and enhances staff productivity in the skilled nursing and senior care settings.
Pipeline Management
Manage a robust sales pipeline using CRM tools to track prospects, leads, and opportunities through the sales cycle.
Maintain accurate sales forecasts and activity reports to support leadership in strategic planning.
Collaboration and Teamwork
Collaborate with marketing teams to develop sales materials and campaigns targeted to the skilled nursing and senior care market and including channel partners and grant-funded initiatives.
Work closely with implementation and support teams to ensure smooth onboarding and long-term client satisfaction.
Compliance and Industry Knowledge
Stay informed about regulations and standards affecting skilled nursing and senior care, including CMS requirements, PDPM (Patient-Driven Payment Model), HIPAA, and state-specific compliance rules.
Develop a deep understanding of the operational workflows and challenges faced by SNFs and ALFs.
Qualifications and Skills
Education and Experience
Bachelor’s degree in marketing, business, healthcare, or a related field.
10+ years of experience in B2B SaaS sales, preferably in healthcare or EHR solutions.
Technical and Industry Expertise
Strong understanding of skilled nursing and senior care workflows, including clinical documentation, billing, and compliance needs.
Familiarity with EHR/EMR systems and technologies designed for post-acute care settings.
Knowledge of industry regulations like CMS quality measures, MDS reporting, and PDPM reimbursement models.
Sales and Partnership Skills
Proven track record of meeting or exceeding sales targets in a competitive environment.
Strong relationship-building skills with both clients and channel partners.
Experience identifying and pursuing grant opportunities or other funding mechanisms.
Interpersonal and Communication Skills
Exceptional ability to build trust and credibility with diverse stakeholders, from front-line caregivers to executives.
Excellent verbal and written communication skills, with the ability to convey technical information clearly and persuasively.
Self-Motivation and Adaptability
Highly driven, with the ability to manage a sales cycle that often involves multiple stakeholders and lengthy decision-making processes.
Flexibility to adapt to changes in the regulatory and operational environment of senior care providers.
What will make you stand out
Experience in developing and managing channel partnerships or grant programs is a strong plus.
Familiarity with EHR/EMR systems and technologies designed for post-acute care settings.
Excellent negotiation, presentation, and closing skills.
Key Performance Indicators (KPIs)
Monthly, quarterly, and annual sales quotas achieved.
Revenue growth from new client acquisitions in the skilled nursing and senior care sector.
Number and quality of channel partnerships developed and leveraged.
Amount of grant funding facilitated for client implementations.
Conversion rate of leads to closed deals.
Client retention and satisfaction metrics post-implementation.
About Us:
At Collain, we know that providing for seniors is more than a profession…it is a calling. We are passionate about helping those who are called to care for and house America’s senior citizens with tools that simplify their day and let them spend time on what matters – the resident. With more than 40 years in the senior care technology industry and licensed clinicians on staff, our team is focused on providing state-of-the-art tools that help customers navigate the challenges of running a senior residential community or care facility.
Our team embraces a diverse culture and fosters an open, inclusive environment. There's ample opportunity to grow, learn, and advance your career. You're able to interact directly with clients and have real-world impact through our mission to support those who care for America’s seniors.
You'll have the chance to mold technology used by healthcare providers across diverse contexts; not just limited to healthcare settings. Our aggressive focus on M&A activity means that we are continuously acquiring new, complementary companies and products, creating new opportunities to learn.
Join us in our mission to provide innovative solutions that make a difference.
