ABOUT THIS POSITION

The Account Manager is a strategic support partner to the Area Vice Presidents (AVP’s) and Regional Sales Directors (RSD’s), focused on enabling sales execution excellence. This role does not carry an individual sales quota rather the entire National Account team quota. Instead, the Account Manager owns critical sales processes, administrative tasks, and crossfunctional coordination that allow the AVP/RSD to focus on highvalue customer engagement and closing activities.

The Account Manager plays a key role in managing deal flow, maintaining pipeline hygiene, coordinating internal resources, and ensuring consistent, high quality sales experience for prospects and customers.

WHAT YOU'LL DO

Sales Process Management

• Manage and maintain active sales opportunities in CRM, ensuring data accuracy, completeness, and timeliness

• Ensure consistent adherence to Waystar’s sales process, stage definitions, and documentation requirements

• Prepare proposals, pricing requests, contracts, and internal approvals in partnership with the AVP/RSD

• Track deal progress and proactively identify risks, dependencies, and required next steps

Pipeline & Forecasting Support

• Support pipeline reviews by preparing deal summaries, forecasts, and performance reporting

• Maintain forecasting inputs and ensure required fields and assumptions are documented accurately

• Partner with the AVP/RSD to reinforce pipeline hygiene and forecasting discipline

Cross Functional Coordination

• Coordinate internal resources across Client Success, Legal, Finance, Marketing, Commercialization, and Implementation teams

• Schedule and prepare internal deal reviews, customer meetings, and follow up actions

• Facilitate smooth handoffs from Sales to post sale teams following contract execution

Account & Territory Support

• Support account planning efforts through research, documentation, and tracking of strategic initiatives

• Assist with territory planning and execution of account based strategies

• Manage inbound customer requests and follow ups as directed by the RSD

Operational Excellence

• Identify opportunities to improve sales workflows, tools, templates, and documentation

• Create and maintain sales playbooks, process guides, and standardized materials

• Support special projects and initiatives aligned to regional and organizational sales priorities

Sales Support

• Manage CPQ within Salesforce to ensure accurate opportunity configuration, pricing alignment, and forecasting inputs for weekly sales meetings and executive reporting

• Support the national sales team by maintaining forecasting accuracy and preparing deal summaries for pipeline and forecast reviews

• Manage contract add-ons, amendments, and expansion opportunities for Community Connect and related client segments below $100,000 in CGM.

• Participate in enterprise client meetings to provide operational support, capture detailed notes, and coordinate post-meeting follow-up actions

• Track and manage bill plan updates, ensuring alignment between executed contracts and billing structures

• Partner with Client Success and Finance to assist in contract renewals, pricing updates, and renewal preparation activities

WHAT YOU'LL NEED

• Bachelor’s degree or equivalent practical experience

• 3+ years of experience in sales operations, account support, sales coordination, or a related role

• Experience working within a CRM environment (Salesforce preferred)

• Strong organizational, prioritization, and time management skills

• Excellent written and verbal communication skills

• High attention to detail and strong follow through

• Experience supporting quota carrying sales leaders or enterprise sales teams

• Familiarity with complex or consultative sales cycles

• Experience working cross functionally in a matrixed organization

• Strong analytical and reporting capabilities

WAYSTAR PERKS

• Competitive total rewards (base salary + bonus, if applicable)
• Customizable benefits package (3 medical plans with Health Saving Account company match)
• We offer generous paid time off for our non-exempt team members, starting with 3 weeks + 13 paid holidays, including 2 personal floating holidays. We also offer flexible time off for our exempt team members + 13 paid 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.