Account Executive, Large Provider Groups

Your Impact on our Mission

Zocdoc's most important asset is our people. As an Account Executive, you will own and grow a portfolio of Zocdoc's largest clients, and you will grow it by creating opportunity, not just maintaining it. Managing a book of business between $5-10M in revenue, your core job is to expand these partnerships: uncover where each client is leaving growth on the table, build the business case, and drive it to a close. You do this consultatively, leading with the client's business problem, quantifying it in their own economics, and aligning multiple stakeholders behind the solution. Working closely with internal teams, you make sure our largest clients are set up for success and growing on our platform.

You'll enjoy this role if you...

• Enjoy owning your own book of business and hunting for expansion within it — not waiting on renewals
• Excel at leading consultative, executive-level conversations that reframe how a client sees their own business
• Can navigate a buying committee, building a different, tailored case for the CEO, the CMO, the Doctor-Owner, etc. 
• Leverage data to quantify the cost of inaction and turn it into actionable insight that drives client strategy
• Get satisfaction from asking for the business and closing, not just advising
• Have an interest in healthcare or consumer technology
• Are motivated by clear metrics and targets

Your day to day is…

• Self-sourcing and building a pipeline of new and expansion opportunities across your book, including provider expansion and upsell 
• Running consultative discovery that gets the client to put a number on the cost of not solving a problem, then tying our value to that number
• Multi-threading across each account, building relationships and stakeholder-specific business cases across all functional areas (Operations, Marketing, Strategy, Finance) up to the executive level
• Qualifying and driving deals with a disciplined methodology (e.g., MEDDPICC / MEDDIC), confirming the economic buyer, developing a champion, and creating a compelling event
• Forecasting growth accurately across longer, multi-stakeholder sales cycles
• Preparing for and leading business review discussions with client leads and decision-maker/executive teams, using them to surface and advance expansion, with clear next steps and a time-bound ask
• Developing and executing operational and commercial account strategies while holding clients accountable for their side of the partnership
• Mobilizing internal partners to win and grow, and providing guidance to the Client Success team supporting your accounts

You'll be successful in this role if you have…

• 5-7 years of full-cycle selling into complex, multi-stakeholder organizations, carrying and hitting a new-business or expansion number (not a renewals/retention-only book)
• A proven track record of self-generated pipeline and multi-threaded, C-suite-level wins; deals with several decision-makers, executive engagement, and a real business case
• Fluency in a value/solution-selling and qualification methodology (MEDDPICC strongly preferred)
• The ability to build and present an ROI business case that quantifies value in the customer's own economics
• A proven track record of building and maintaining C-Suite level client relationships
• Experience with Microsoft PowerPoint, Excel, and Tableau
• Exceptional written and oral presentation skills
• Strong analytical skills

Benefits:

• Unlimited Vacation
• 100% paid employee health benefit options (including medical, dental, and vision)
• Commuter Benefits
• 401(k) with employer funded match
• Corporate wellness programs through Wellhub
• Sabbatical leave (for employees with 5+ years of service)
• Competitive paid parental leave and fertility/family planning reimbursement
• Cell phone reimbursement
• Employee Resource Groups and ZocClubs to promote shared community and belonging
• Great Place to Work Certified