Account Manager - State Government (Healthcare Technology)

Location: Remote / field-based across Washington, Oregon, Nevada, California, and Arizona; 50%+ travel required. Legal authorization to work in the U.S. is required.

Company

Technology and software platform for managing mission-critical healthcare equipment, procurement, technical support, services, and training for healthcare providers and clinical sites.

What you will do

• Own revenue performance, retention, expansion, and pipeline development for a $1.5M–$2.5M state government territory.
• Identify whitespace opportunities and grow share of wallet across multiple institutional sites and departments.
• Lead complex sales cycles involving RFPs, RFQs, proposals, pricing, contract negotiations, and compliance documentation.
• Build ROI-based business cases tied to operational efficiency, regulatory compliance, cost containment, and budget optimization.
• Develop executive relationships, lead QBRs, manage renewals, and reduce churn risk.
• Coordinate onboarding and implementation of service programs and align delivered outcomes with customer success metrics.

Requirements

• 5+ years of quota-carrying B2B sales experience with consistent performance against $1.5M+ annual targets.
• 5+ years of direct experience selling complex solutions to state government, public-sector, or regulated institutional customers.
• Experience selling into at least two institutional areas, including state correctional facilities, public health systems, public workforce development, or state procurement environments.
• Proven ability to manage multi-year deal cycles, RFPs, government contract negotiations, and procurement processes.
• Strong executive relationship-building, consultative selling, CRM pipeline management, forecasting, and deal discipline.
• Experience managing multi-site, multi-department accounts with diverse stakeholders.

Nice to have

• Experience with healthcare technology platforms and service-based business models.
• Familiarity with government procurement, compliance requirements, contracting frameworks, public-sector budgets, or institutional facility operations.
• Salesforce or a similar enterprise CRM platform proficiency.
• Bachelor's degree in business, healthcare administration, public administration, or a related field.

Culture & Benefits

• Mission-driven work supporting the availability of critical healthcare equipment.
• Competitive compensation with salary, incentives, company ownership or equity, and comprehensive benefits.
• 401(k) match, health benefits, and college debt reduction support.
• Training, coaching, career development, and opportunities to gain new experience.
• Flexible hybrid culture with workspaces designed for collaboration and productivity.
• Inclusive community focused on accountability, customer centricity, collaboration, and continuous learning.