Enterprise Account Executive, West

Enterprise Account Executive, West

Kirklin Solutions
· Remote
· Full-time

The hospital teams running ECMO, VAD, transplant and cardiac surgery programs care for the sickest patients in the hospital. They also spend hours every week copying data from the EMR into registry forms by hand, and can’t use their data in real-time to help patients get better.

ORCA does that automatically. It pulls data straight from the EMR, keeps it registry-ready, and gives the program a live view of its outcomes. Kirklin Solutions grew out of Dr. James Kirklin's outcomes work at UAB, and our software already supports more than 300 hospitals in 26 countries.

You'll own the Western US: about half the country's hospitals. Your job is to get ORCA into every ECMO, VAD, cardiogenic shock, transplant and STS cardiac surgery program in that territory. You'll run each deal yourself, from the first call to signature.

• VAD and transplant – We already work with most of these hospitals – Warm: expand into programs that know us
• ECMO – Our largest market – Cold: you'll book your own meetings
• STS cardiac surgery (launching next year) – The most hospitals of any market – Cold: you'll open the market

Three things decide whether you succeed

Getting a busy program coordinator to take your call. In ECMO and STS, nobody has heard of us yet. You'll book your own meetings, mostly by phone.

Getting the medical director to say yes, and the budget confirmed. Once a program's physician leader wants ORCA and the money is identified, deals usually close.

Not letting deals stall in IT review. Hospital vendor reviews can take 2–9 months. The best reps keep them moving instead of waiting.

Everything else in the job supports those three.

How a deal
runs

About 2 months to a decision, 1-2 months to confirm budget, 2–6 months through IT vendor review, and 4–6 weeks of contracting. We've closed deals in 6 months, but plan on about a year.

What you get, and what's hard

What
you
get:

Equity in a fast-growing SaaS company whose partners include Mayo Clinic (Rochester), UCLA and other leading health systems.

A sales process that's already built. You won't have to invent how we sell.

A detailed list of the stakeholders at every target hospital, so you know who to call before you pick up the phone.

A warm base: most VAD and transplant programs in your territory already work with us.

What's hard:

It's a startup. There's no big team behind you and no marketing department generating your leads.

You'll largely run yourself. After your first 3 months of onboarding, oversight is light. You set your own priorities and hold yourself to the number.

You'll cold call. ECMO is our largest market and STS will have the most hospitals, and both need you to open doors yourself.

You'll build some of your own materials. In year one, expect to create sales collateral beyond what exists today.

Cycles are long. Most of a year passes between first call and signature, much of it waiting on hospital IT.

If you need a win every month to stay motivated, you'll hate this job.

What success looks like

• Month 3 – You know ORCA and our process, have a territory plan, and are booking first meetings with ECMO programs and existing VAD and transplant customers
• Month 12 – 12 programs with medical-director commitment, 8 with confirmed budget
• Month 15 – 3 programs signed, most likely starting with warm VAD and transplant expansions
• Year 2 – 11 programs signed, plus the pipeline for year three

A typical week

Roughly: 40% prospecting (calls and emails to programs that don't know us), 40% running active deals, 10% chasing IT reviews and contracts, 10% building materials.

You might be a fit
if

You've carried a quota for 3+ years and usually hit it

You've closed deals with several decision-makers, where you…