Mid-Market Account Executive

The Role (also the Mission)

We are looking for a Strategic Account Executive to own and close Hexmodal's largest enterprise opportunities, which are system-wide agreements with the biggest health systems in the country. We already sell into many of those systems and we are under 1% penetrated in most of them, because today the revenue arrives one facility at a time. This role exists to change the shape of the deal. You will turn a system relationship into a single corporate commitment covering every site instead of a stream of site-by-site purchase orders. That shift is the difference between a $50K account and a $1M one. Cycles here run six to nine months with several stakeholder groups and a real procurement process, and you get structured onboarding, an established methodology, and direct executive support on your biggest deals.

Here are some ways you’ll make an impact (also Outcomes of the role)

Own and close enterprise opportunities. Carry a portfolio of system-level opportunities from the first corporate conversation through signature. Enterprise deals start at $100K in annual value and we plan around a $250K average.

Drive one corporate commitment per system. Push every account toward a single system-wide or master agreement covering current and future sites. Refusing to settle for the next site's purchase order is the core of the job.

Map and sell the entire buying group: the corporate decision-maker who signs, the facility managers who live with the product daily, plus procurement, legal, and IT. Each one cares about something different and any of them can stall you.

Qualify the execution path during discovery. How they buy, what security review is required, who installs, and whether that labor actually exists. These are the things that delay a close in our business, so they belong in discovery.

Build a mutual action plan on every deal. Written, dated, co-owned, running from today to signed-and-installed. If a customer will not co-own a plan to a decision, the deal is not real yet, and you will say so.

Grow devices per deal. Our north star is one million devices deployed, and system-wide deployments are how we get there.

Forecast honestly. Long cycles punish optimism. One deal you have inspected properly and called down is worth more than three you talked yourself into.

Hand off cleanly after close. Contract terms, installed footprint, stakeholders, and open risks all passed to Customer Success and Implementation so the rollout succeeds without you.

Competencies we are looking for in the right candidate

7+ years in B2B sales, including 3-4+ years in an enterprise or strategic role running six-to-twelve-month cycles with multi-stakeholder buying committees.

A track record closing $100K+ annual value deals, ideally $250K+, where the candidate personally drove the process rather than inheriting a warm relationship.

Experience selling into healthcare or an equally gated environment. Health systems strongly preferred, including value analysis committees, vendor credentialing, supply chain and contracting, and capital versus operating budgets. Comparable regulated, multi-site, procurement-heavy experience is welcome.

Comfort selling a physical product. Devices, hardware, or IoT sold to a facilities or operations buyer where installation and deployment are part of the sale.

Fluency in a structured sales methodology (MEDDIC/MEDDPICC, Challenger, Command of the Message, Triangle Selling, or equivalent), with the discipline to keep a deal scorecard current unprompted.

Procurement as a sales motion. Finds the person who knows how contracts actually move inside a system and recruits them like a second champion.

A quantitative approach. Tracks coverage, cycle length, win rate, and average deal size, and can talk about all four without preparation.

Proven high performer in a startup environment, comfortable operating without a fully-built playbook.

Bonus Points (nice to haves for this role)

• Background in healthcare facilities, life safety, compliance, or building systems.
• Has negotiated a corporate master agreement with an IDN or multi-facility system.

Familiarity with vendor credentialing platforms (Symplr, GHX, Vendormate, RepTrax) or GPOs (Vizient, Premier).

• Experience coordinating multi-site rollouts including install partners and contractors.
• Partner or channel selling in distribution, facilities services, or building technology.
• Familiarity with CRM and BI tooling (Odoo, HubSpot, Salesforce, Metabase, or equivalent).