ABOUT THIS POSITION

The Senior Market Development Executive is a key driver of Waystar’s enterprise growth, responsible for generating high-quality pipeline within our Enterprise Ambulatory segment.

As a strategic partner to Enterprise Sales team, this role independently shapes early-stage deal strategy, engages complex healthcare organizations, and expands Waystar’s footprint within large enterprise accounts.

The Senior Market Development Executive is accountable for converting territory strategy into qualified, actionable pipeline with clear revenue impact

WHAT YOU'LL DO

• Independently own enterprise pipeline-generation workstreams, including identifying, qualifying, and advancing complex opportunities from initial engagement through validated handoff to Sales. Independently develop and execute territory-level pipeline strategies, aligning with Enterprise Ambulatory AVPs while owning day-to-day planning, prioritization, and execution.
• Own pipeline-generation performance against defined targets, proactively adjusting outreach strategy, account focus, and engagement approach to consistently deliver results. Expand the Total Addressable Market (TAM) through strategic account research and use of sales intelligence tools
• Engage senior healthcare leaders (CIO, CTO, VP Revenue Cycle, and others) through targeted, multi-channel outreach
• Lead discovery conversations to uncover business challenges and align Waystar solutions
• Build credibility and lasting relationships with senior decision-makers across complex organizations
• Maintain disciplined pipeline management, including accurate tracking, reporting, and forecasting within Salesforce
• Proactively influence Sales and Marketing partners by sharing market insights, campaign feedback, and account-level intelligence to improve targeting, messaging, and pipeline quality.
• Provide actionable market feedback to improve lead quality and go-to-market strategy

WHAT YOU'LL NEED

• Bachelor’s degree in business or related field
• 3+ years of experience in sales development, business development, or full-cycle sales (preferably in healthcare IT, SaaS, or a related field)
• Proven ability to independently prospect into and engage enterprise-level organizations, navigating complex buying groups with minimal guidance.Experience interacting with senior decision-makers and navigating complex buying groups
• Strong organizational and territory planning skills with exceptional attention to detail
• Demonstrated ability to meet or exceed pipeline generation or sales performance targets
• Experience using Salesforce and modern sales tools to self-manage pipeline health, forecast outcomes, and inform strategic decisions.
• Demonstrated ability to prioritize workstreams, solve problems independently, and make sound judgment calls in ambiguous, fast-moving environments.
• Strong written and verbal communication skills

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.