(Canada) Regional Named Account Executive

About the role

This position is centered on cultivating and expanding relationships with key healthcare organizations across a designated regional territory. You will own the end-to-end sales cycle for strategic clients, driving revenue by deeply understanding their operational and clinical challenges. Your primary responsibility is to present tailored Pointclickcare solutions that address specific pain points and unlock measurable value for each client. You will act as a trusted advisor, working directly with C-suite leaders and clinical stakeholders to align technology with their strategic goals. Your efforts will directly contribute to the success of clients by ensuring they maximize the potential of the Pointclickcare platform. You will identify and pursue new growth opportunities within existing accounts, expanding usage and adoption. Success in this role requires a proactive approach to forecasting, pipeline management, and collaboration with internal teams to deliver outcomes. Ultimately, you will help strengthen Pointclickcare's position in the Canadian market by building long-term, high-trust partnerships.

Key facts

What you'll do

• Develop and own a strategic account plan for assigned named accounts, identifying multi-year growth opportunities and key decision-makers.
• Conduct discovery sessions with clinical, operational, and executive stakeholders to uncover business problems and define value propositions.
• Lead complex, consultative sales discussions that position Pointclickcare as the optimal solution for evolving care delivery needs.
• Build and maintain in-depth expertise in Pointclickcare platform capabilities, recent product releases, and healthcare regulatory trends.
• Create and present data-driven business cases that highlight ROI, efficiency gains, and risk mitigation for healthcare investments.
• Negotiate and structure enterprise agreements, ensuring terms align with client procurement processes and internal compliance standards.
• Utilize CRM and sales intelligence tools to track engagement, forecast revenue, and manage deal lifecycle from initiation to closure.
• Partner with Customer Success and Implementation teams to ensure smooth onboarding, adoption, and ongoing client satisfaction.
• Represent Pointclickcare at industry events, webinars, and virtual briefings to elevate brand visibility and thought leadership.
• Collaborate cross-functionally to resolve client escalations, support contract renewals, and identify expansion pathways.
• Monitor competitor activity and market dynamics to refine selling strategies and maintain a competitive edge.
• Provide feedback to product and leadership teams regarding client needs, market gaps, and feature enhancement opportunities.
• Coordinate with legal and finance partners to ensure accurate contracting, pricing, and compliance with healthcare standards.
• Mentor junior sales team members on best practices for healthcare SaaS selling and stakeholder engagement.

Requirements

• Hold a minimum of 3 to 5 years of experience in business-to-business software-as-a-service sales within complex enterprise environments.
• Bring a proven track record of building significant client relationships and closing intricate deals involving multiple decision-makers and stakeholders.
• Demonstrate a solid grasp of the financial and clinical considerations that influence buyers in healthcare systems, payer organizations, and post-acute care settings.
• Show proficiency in managing objections, crafting persuasive narratives, developing robust business cases, and employing collaborative sales techniques.
• Have hands-on experience with customer relationship management (CRM) and sales enablement platforms such as Salesforce, GONG, GONG Engage, Clari, or 360 Insights.
• Exhibit strong written and verbal communication skills, with the ability to translate technical platform features into clear business benefits for diverse audiences.
• Possess a high level of professionalism, integrity, and discretion when handling confidential client and organizational information.
• Thrive in a fast-paced, quota-driven environment while maintaining attention to detail and accuracy in reporting and forecasting.
• Be comfortable working autonomously and as part of a cross-functional team distributed across different locations and time zones.
• Demonstrate adaptability and a learning mindset to master new products, tools, and methodologies in a rapidly evolving SaaS landscape.
• Have a history of working with or selling into healthcare, digital health, or care delivery technology environments, including EHR, revenue cycle, or clinical documentation tools.
• Understand the dynamics of enterprise sales cycles, including stakeholder mapping, proof of concept development, and procurement involvement.
• Be prepared to travel regionally within Canada for client meetings, industry conferences, and team gatherings as business needs require.
• Hold the legal right to work in Canada and comply with all applicable employment regulations and standards.

Nice to have

• Experience navigating legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements (BAAs).

Skills & tools

• CRM and Sales Enablement Tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights)

Practical notes

• The total on-target earnings for this role in Canada range from $163,000 to $178,000, plus benefits. This includes base salary and commissions.
• The specific compensation within this range will be determined by factors such as job-related skills, relevant experience (including professional and lived experience), and work location.
• Further details regarding the total rewards package will be shared during the hiring process.
• This position may require travel within Canada to meet with clients, attend industry events, or participate in internal training sessions.
• Candidates must be eligible to work in Canada without sponsorship for this role.