ABOUT THIS POSITION

A Waystar Regional Director must effectively communicate with target account senior leaders and executives, and coordinate strategy with managers, end users, and partners to ensure our company’s end-to-end healthcare payments technology advantages are clearly understood.

WHAT YOU'LL DO

• Prospects, closes, and manages a targeted list of new and/or existing relationships in the large independent physician, business service, and specialty markets
• Serves as the primary point of contact for a defined group of existing client accounts and/or prospects
• Effectively demonstrates Waystar’s end-to-end healthcare payments technology through formal certification protocols
• Achieves annual sales targets and tracks opportunities from discovery to close; ensures solutions are adopted broadly and the intended ROI is achieved
• Works cross-functionally with Client Success, Client Management, and Solution Adoption teams to achieve annual booking plans, ensure renewals are part of the strategic planning process where applicable
• Effectively communicates Waystar’s value proposition with key executive decision makers including but not limited to CEOs, CFOs, CIOs, purchasing departments, and other key and influential personnel
• Drives executive-level conversations and has strong negotiation skills
• Demonstrates ability to implement a consultative solution selling approach
• Demonstrates ability to detail technical solution features, benefits, and attributes to various team members and positions at our target healthcare prospects and clients
• Develops and executes territory business plans which employ strategic account segmentation and prioritization
• In partnership with sales leadership and cross-functional support teams, such as Commercialization, Market Development, Marketing, and others, develops and executes a key account strategy which includes deep account profile and persona building, as well as customized account-based outreach approaches
• Manages sales pipeline and forecasting; clearly documents sales activities through Salesforce CRM
• Follows and executes sales process consistently and adopts Waystar’s ‘Way to Sell’ principles and methodology
• Post-closure, facilitates smooth hand-off to Solution Adoption in close collaboration with Client Success and Client Management teams
• Manages a strategic sales process and drives key performance metrics which contribute to individual and team success
• Utilizes existing experience, relationships, and knowledge of selling with specific knowledge of Waystar’s business, industry, and operations
• Possesses a deep understanding of the healthcare payments landscape and its ambulatory market, including independent physician, business service, and specialty groups
• Has strong working knowledge of Microsoft Office applications such as Excel, PowerPoint, and Word
• Excellent communication and soft skills
• Self-starter with a strong work ethic and willing to go the extra mile; resourceful and adaptable
• Able to travel up to 70% to customer sites, tradeshows, corporate meetings, etc.
• Defines and executes regional and enterprise strategic account plans
• Develops strategy and tactics necessary to conduct complex sales cycles with prospects that will become long-term customers; sales cycles are typically longer and require a managing level of specificity unique to the segment
• Proven ability to demonstrate and navigate within technical sales cycles and experience earning business from larger than average healthcare organizations
• · Track record of high performance in an industry that requires a complex sales approach
• · Embraces and aligns with Waystar core values and excels at cultivating strong relationships
• · Collaborates with team members, sales leadership, and cross-functional peers on shared successes, needs, and ideas

WHAT YOU'LL NEED

• Bachelor’s Degree or equivalent (advanced degree is beneficial)
• At least 5 years of Regional (middle-market) to Enterprise (top-of-market) sales experience

BONUS POINTS

• Healthcare payments/revenue cycle/IT experience strongly desired
• Completion of professional sales training courses strongly desired (e.g., Miller-Heiman, SPI Solution Selling, Spin Selling)
• Documented track record of achieving and/or exceeding multi-million dollar sales quota

WAYSTAR PERKS

• Competitive total rewards (base salary + bonus, if applicable)
• Customizable benefits package (3 medical plans with Health Saving Account company match)
• Generous paid time off starting at 3 weeks + 13 paid holidays including 2 personal floating holidays
• Paid parental leave (including maternity + paternity leave)
• Education assistance opportunities and free LinkedIn Learning access
• Free mental health and family planning programs, including adoption assistance and fertility support
• 401(K) program with company match
• Pet insurance
• Employee resource groups

Waystar is proud to be an equal opportunity workplace. We celebrate, value, and support diversity and inclusion. Qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, marital status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.