Enterprise Account Executive

Enterprise Account Executive

Reports To:

Director of Sales

Department:
Sales

Location:

Remote

Position Type:
Full-Time

Position Summary

As an Enterprise Account Executive at Axis Care, you will drive net-new revenue, expand key accounts, and manage complex, multi-stakeholder sales cycles with the largest organizations in home care: multi-location and multi-state agencies, franchise systems, and private equity and venture-backed platforms. You will own the full sales lifecycle, from strategic prospecting and multithreaded discovery to C-suite negotiation and closing six- and seven-figure ACV deals, acting as a trusted advisor who translates Axis Care's capabilities into clear business ROI.

This role is built for a seasoned hunter who builds internal and external relationships, is energized by building pipeline from a blank page, and measures themselves against excellence, not quota alone.

• MEDDPICC-Driven, Framework-Fluent:
  Runs every deal on MEDDPICC and draws on techniques found in Challenger, Command of the Message, Sandler, and SPIN to make Axis Care the clear choice.
• Multithreads by Default:
  Never single-threads a deal; builds relationships with owners, administrators, operations, finance, and office staff.
• Speaks Owner:
  Understands how agency owners and operators measure their business (margin, caregiver retention, cash flow, and growth) and engages them with confidence.
• Educated and Strategic:
  Knows the home-based care market and prioritizes accounts by growth, location count, and operational pain.
• Exceptional Listener:
  Listens more than they speak and hears what isn't being said.
• Creative and Persistent, Never Pushy:
  Finds new ways into accounts and earns every next meeting with value, not pressure.
• Highly Organized:
  Manages a high-volume territory and many concurrent sales cycles with precision.
• Leads and Follows:
  Takes command when the moment calls for it and defers when that better serves the outcome.
• Chases Excellence:
  Brings an aggressive, competitive mentality and is never satisfied with being good; studies wins and losses and holds a standard higher than any quota.

• Territory & Account Planning:
  Build and execute strategic plans for greenfield enterprise accounts and expansion, prioritizing high-value targets by ownership, growth, and M&A activity.
• Pipeline Generation & Prospecting:
  Generate the majority of your own pipeline through outbound campaigns, industry events, and your executive network, partnering with SDRs and Marketing to uncover new and expansion opportunities.
• Multithreading & Stakeholder Engagement:
  Align the full buying committee, build relationships with C-Suite, operations, finance, and even PE operating partners to position Axis Care as the standard platform across portfolio companies.
• Discovery & Value Selling:
  Lead deep discovery with executive and technical decision-makers to diagnose business challenges, map organizational hierarchy, and position Axis Care as a critical business driver.
• Demos & Solution Design:
  Deliver high-impact product demonstrations and partner with Product and Implementation to design tailored enterprise solutions.
• Negotiation & Closing:
  Navigate legal, security, procurement, and MSA reviews to close high-value, multi-year contracts.
• Forecasting & CRM Discipline:
  Apply MEDDPICC to every opportunity and maintain accurate pipeline, deal stages, and weekly and quarterly forecasts in Hub Spot, using Gong to inspect and strengthen deals.
• Cross-Functional Partnership:
  Work closely with Customer Success, Marketing, and Product to ensure a seamless handoff and strong long-term net revenue retention.

• 5+ years of B2B SaaS sales experience, including 3+ years in a closing role targeting enterprise accounts.
• Track record of consistently closing six- and seven-figure deals with long sales cycles (3 to 9+ months).
• Experience selling into home care, home health, hospice, or post-acute care strongly preferred; experience engaging PE or VC firms and their portfolio companies highly preferred.
• Exceptional executive presence and C-level communication and presentation skills.
• Strong financial and business acumen to build ROI models and business cases.
• High grit, resilience, intellectual curiosity, and self-management in a remote or hybrid environment.
• Deep proficiency in Hub Spot, Gong, and a modern sales intelligence and engagement stack.
• Mastery of MEDDPICC, with working command of Challenger, Command of…