Senior Sales Executive, Provider

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team.

The Senior Sales Executive, Provider is responsible for driving revenue growth across assigned provider markets and accounts, including health systems, hospitals, integrated delivery networks, academic medical centers, physician organizations, clinically integrated networks, and other complex provider organizations. This role is accountable for identifying and developing new business opportunities, expanding existing client relationships in partnership with Account Management, and managing complex enterprise sales cycles from prospecting through contract execution.

As the Senior Sales Executive, you will lead strategic sales activities across assigned territories and accounts, including account planning, opportunity development, executive stakeholder engagement, solution positioning, proposal development, contract negotiations, and forecasting. You will serve as the primary sales lead throughout the buying process, ensuring alignment between customer business objectives and organizational solutions.

You will partner closely with Account Management, Solution Architects, Product, CARE, Contracts, Sales Operations, and Provider Sales Leadership to develop account strategies, coordinate internal resources, structure complex agreements, and support successful client acquisition and long-term growth. This role is focused on strategic and national provider accounts and is not limited to a defined geographic territory. You will be responsible for managing complex provider opportunities across large, strategic, national, or multi-market provider organizations.

You Will:

• Own revenue growth for assigned provider markets and accounts, including new business, expansion opportunities, renewal/relicense support, and strategic account growth in partnership with Account Management.
• Develop and execute territory and account plans that identify high-value provider prospects, key stakeholders, business priorities, competitive dynamics, and actionable strategies to advance opportunities.
• Proactively generate pipeline through prospecting, market research, executive outreach, industry events, referrals, partner collaboration, and disciplined follow-up on targeted provider opportunities.
• Sell into complex provider organizations, including health systems, hospitals, integrated delivery networks, physician groups, academic medical centers, clinically integrated networks, and other provider organizations.
• Navigate multi-stakeholder buying processes, including clinical, operational, financial, IT, procurement, and executive decision-makers.
• Develop and deliver tailored sales presentations, proposals, business cases, and value-based messaging that align MCG solutions to client priorities and measurable outcomes.
• Manage complex sales cycles from discovery through proposal, negotiation, contracting, and close, ensuring clear next steps, stakeholder alignment, and strong internal coordination.
• Partner with Account Management to support client retention, expansion strategy, relationship development, and long-term account planning.
• Collaborate with Solution Architects, Product, CARE, Contracts, Sales Operations, Alliance Partners, Executive Team members, and other internal stakeholders to position MCG effectively and support strategic opportunities.
• Support RFP/RFI responses and follow-up activities in collaboration with cross-functional teams.
• Use Salesforce and other sales tools to accurately document activity, manage pipeline, maintain forecasts, and provide timely visibility into opportunity status, next steps, business risks, and expected outcomes.
• Participate in trade shows, industry events, onsite meetings, sales meetings, and other MCG-sponsored events to build market presence and advance business opportunities.
• Demonstrate adaptability, resilience, curiosity, accountability, and a growth mindset in a dynamic sales environment.
• Participate in sales coaching, strategy, tactics, and training sessions, and remain open to learning and developing new skills under the mentorship of the Sales Leadership team.
• Maintain strong knowledge of MCG products, solutions, technology, value proposition, and market positioning to ensure successful client and prospect engagement.
• Leverage approved AI-enabled tools and technologies to enhance productivity, improve sales planning, develop customer insights, and support prospecting, account strategy, and other business activities while adhering to company policies, data privacy requirements, and ethical use standards.
• Provide regular sales reports and forecasts to senior management, tracking progress against targets and adjusting strategies as needed.

What We're Looking For:

• A Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent relevant experience.
• At least 8 years of successful enterprise sales experience, preferably selling healthcare technology, clinical, operational, financial, or workflow solutions into provider organizations.
• Demonstrated success meeting or exceeding annual sales quotas, preferably with quotas of $4 million or more.
• Experience managing complex, multi-stakeholder sales cycles with health systems, hospitals, integrated delivery networks, physician organizations, academic medical centers, or similarly complex enterprise accounts.
• Proven ability to generate pipeline, build territory plans, develop executive relationships, and close new business and expansion opportunities.
• A strong understanding of provider healthcare operations, including utilization management, care management, case management, clinical workflow, population health, or related operational priorities.
• Proficiency using CRM systems, preferably Salesforce, to manage pipeline, document activity, forecast revenue, and track account strategy.
• Experience developing proposals, supporting RFP/RFI responses, and participating in contract negotiations.
• Ability to travel 40%-60% of the time for customer meetings, trade shows, sales meetings, and other MCG-sponsored events.

Preferred Qualifications:

• A Master’s degree in Business, Marketing, Healthcare Administration, or a related field preferred.
• Experience selling SaaS, healthcare technology, clinical decision support, utilization management, care management, interoperability, analytics, or enterprise workflow solutions.
• Experience using AI-enabled research or sales tools (e.g., Microsoft Copilot, ChatGPT, Salesforce Einstein, or similar) to improve efficiency, generate insights, and support sales planning, customer engagement, or business development activities.
• Familiarity with clinical guidelines and their role in provider utilization management, care management, case management, and population health.
• Familiarity with complex pricing structures, ROI-based selling, CPQ tools, and value-based business case development.
• Experience or familiarity with Miller Heiman, Korn Ferry Blue Sheets, Strategic Selling, MEDDICC, Challenger, or similar enterprise sales methodologies.
• Familiarity with the regulatory, financial, and operational pressures impacting hospitals, health systems, and provider organizations.
• Excellent communication and presentation skills, with the ability to effectively engage and influence key decision-makers.
• Ability to analyze market trends and customer needs to develop targeted sales strategies.
• Strong interpersonal skills and the ability to build and maintain relationships with clients, prospects, and internal stakeholders.