Regional Account Executive, SMB

• Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
• Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
• Active Employee Resource Groups open to all employees!
• Comprehensive onboarding program – a great introduction to our company, customers and culture!
• Growth and career advancement opportunities!
• Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
• Professional development gained from conference attendance and participation in organizations like NC Tech
• Onsite 321 Coffee Shop providing free coffee and pastries to employees

• Develop and execute a territory plan that prioritizes market opportunity, target accounts, pipeline creation, and attainment of assigned bookings goals.

• Develop and execute a territory plan that prioritizes market opportunity, target accounts, pipeline creation, and attainment of assigned bookings goals.
• Generate self-sourced pipeline through disciplined prospecting, referrals, events, partner channels, and coordinated campaigns.
• Maintain sufficient pipeline coverage and accurate account, contact, activity, and opportunity data in Salesforce.

• Lead discovery that identifies customer needs, business impact, decision criteria, stakeholders, timeline, and budget.

• Lead discovery that identifies customer needs, business impact, decision criteria, stakeholders, timeline, and budget.
• Position Relias solutions through relevant demonstrations, business cases, and value-based recommendations.
• Use the established sales process and qualification methodology to advance opportunities with clear customer commitments and next steps.

• Develop proposals and lead pricing, negotiation, and contracting in accordance with approval requirements.

• Develop proposals and lead pricing, negotiation, and contracting in accordance with approval requirements.
• Maintain evidence-based opportunity stages, close dates, risks, and forecast calls.
• Identify deal risks early and engage leadership or specialists appropriately.

• Coordinate with Sales Development, Marketing, Solutions Consulting, Customer Success, Legal, Finance, and Revenue Operations to improve customer experience and execution.

• Coordinate with Sales Development, Marketing, Solutions Consulting, Customer Success, Legal, Finance, and Revenue Operations to improve customer experience and execution.
• Ensure clear and accurate handoffs following sale.

• Build product, industry, competitive, and commercial knowledge through ongoing learning and coaching.
• Use approved AI, CRM, sales-engagement, and revenue-intelligence tools to improve research, preparation, productivity, and execution while applying sound judgment.

• 2+ years of quota-carrying B2B SaaS or technology sales experience with responsibility for new customer acquisition.
• Demonstrated success building pipeline and managing a full sales cycle.
• Experience using Salesforce or a comparable CRM and a defined sales methodology.
• Knowledge of B2B SaaS selling, territory planning, pipeline creation, qualification, discovery, value articulation, negotiation, and closing.
• Ability to manage a higher-velocity sales cycle while maintaining customer focus, process discipline, and data quality.
• Ability to communicate with business and operational stakeholders and translate needs into relevant solution value.
• Skill in prioritization, objection handling, commercial judgment, and accurate forecasting.
• Bachelor’s degree or an equivalent combination of relevant education and professional experience.
• The ability to travel up to ~25%

• Experience selling into healthcare, human services, post-acute care, or another regulated market.
• Experience with MEDDPICC or a comparable qualification methodology.
• Experience using sales-engagement, conversation-intelligence, and approved AI productivity tools.