The posting
Job Summary
We are seeking a driven, commercially minded Business Development Executive to accelerate growth across North America. This is a quota-carrying role with a dual mandate: you will inherit an existing book of business — nurturing, growing, and renewing accounts across our current customer base — while simultaneously hunting for net new logos among hospitals, health systems, and physician groups. The ideal candidate brings a proven track record selling enterprise software solutions and a hands-on understanding of how healthcare organizations manage clinical and operational data. You will report directly to the VP of Sales and play a central role in shaping our go-to-market approach as we scale.
Essential Duties and Responsibilities
- Account Management and Growth – Take ownership of an assigned book of business, building deep, trusted relationships with existing Access customers. Drive subscription renewals, identify upsell and cross-sell opportunities, and ensure customers are realizing full value from the platform.
- New Business Development and Targeted Prospecting – Identify and engage healthcare providers and health systems and generate a strong, self-sourced pipeline through outbound prospecting, industry networks, referrals, and events.
- Needs Assessment and Solution Positioning – Conduct in-depth discovery with prospective customers to understand their data challenges, legacy system pain points, and digitalization objectives, and clearly articulate how Unify Health's platform and service tiers address those needs.
- Consultative Selling – Deliver compelling, value-driven presentations and demonstrations of Unify Health, tailoring the narrative to each prospect's operational context.
- Bundle and Commercial Configuration – Work with internal pre-sales and product teams to design the right tier (Bronze through Enterprise) and service mix for each customer, building clear business cases around ROI, predictable pricing, and operational efficiency gains.
- Relationship Building – Cultivate trust-based relationships with key stakeholders including Health Information Management (HIM) Directors, IT Directors, Chief Medical Information Officers, and Revenue Cycle leadership. Act as a credible advisor throughout the sales cycle and beyond, positioning Access as a long-term strategic partner.
- Sales Process Management – Own the complete sales cycle from initial engagement through contract negotiation, coordinating closely with internal departments to ensure a seamless transition and a strong customer experience from day one.
- Reporting and Market Intelligence – Maintain accurate, up-to-date records of all pipeline activity in Salesforce, provide regular forecasts to leadership, and share competitive and market insights that inform product and go-to-market strategy.
Minimum Qualifications
- 5+ years of demonstrated success in B2B sales, with a minimum of 3 years selling SaaS, cloud platforms, or enterprise software solutions.
- Proven experience selling into the healthcare sector — including hospitals, health systems, physician practices, payers, or health IT/technology providers.
- Strong understanding of healthcare operations, health information management challenges, and the typical IT and clinical landscape within healthcare organizations.
- Track record of meeting or exceeding quota in a net-new business (hunter) capacity, with experience managing complex, multi-stakeholder sales cycles.
- Excellent interpersonal and communication skills — able to engage credibly with both technical and clinical buyers (HIM professionals, clinical informatics) and executive sponsors (VPs, C-suite).
- Ability to translate technical platform capabilities into tangible operational and business value for non-technical audiences.
- Proficiency in CRM software (Salesforce preferred) and modern sales productivity tools.
- Self-motivated, organized, and comfortable working remotely with a distributed team.
- Willingness to travel as required for customer meetings, on-site presentations, and industry conferences.
Nice to Have
- Experience selling data management, document management, or digital transformation solutions specifically within healthcare or health systems.
- Familiarity with healthcare data standards (HL7, FHIR, DICOM) or clinical coding systems (ICD-10, CPT) and workflows.
- Existing relationships within health information management, clinical informatics, or IT functions at healthcare organizations.
- Knowledge of healthcare data governance frameworks and the regulatory requirements (HIPAA, HITECH) that drive records management needs.
- Experience with value-based or solution selling methodologies (MEDDIC, Challenger, or similar).
- Degree in Health Information Management, Healthcare Administration, Information Management, Business, or a related field.
About Access Corp Access is the largest privately-held records and information management services provider worldwide, with operations across the United States, Canada, Central and South America. Access provides transformative services, expertise, and technologies to make organizations more efficient and more compliant. Access helps companies manage and activate their critical business information through offsite storage and information governance services, digital capture and digital transformation. For 11 consecutive years, Access has been named to the Inc. 5000, the ranking of fastest-growing private companies in the U.S. For more information, go to https://www.accesscorp.com/
Access considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a covered Veteran in accordance with federal law. In addition, Access complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Access also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
