Strategic Account Executive

The Opportunity 

This is a newly created, high-impact role sitting at the intersection of enterprise sales and market expansion. As a Strategic Account Executive, you will be a pure hunter — building pipeline from scratch, identifying and closing transformative deals with the largest ABA provider groups, multi-site IDD organizations, and PE-backed platform companies in the country. 

You will own the full sales cycle — from cold outreach and executive engagement through discovery, solution design, commercial negotiation, and contract execution. You will operate with entrepreneurial autonomy while being fully resourced by a world-class product, marketing, and solutions engineering team behind you. 

This role is ideal for a seasoned enterprise sales professional who understands the ABA market deeply, speaks the language of BCBAs and operations leaders, and knows how to navigate complex organizations — including ownership groups and PE sponsors. 

What You'll Do:

Strategic Prospecting & Pipeline Development 

• Build and own a robust book of large-account targets including multi-location ABA provider groups (50+ clinics), PE-backed ABA platforms, and IDD/waiver service organizations
• Develop account maps, identify key stakeholders (CEO, COO, CFO, Clinical Directors, PE Sponsors), and execute multi-threaded outreach strategies
• Leverage your ABA network, industry events (CR Unite, APBA, ABAI), and market intelligence to surface new opportunities 

Executive Engagement & Solution Selling 

• Lead C-suite and PE-level conversations, articulating ROI, total cost of ownership, and strategic value of the CentralReach platform
• Conduct discovery sessions that uncover operational pain points, compliance challenges, staffing inefficiencies, and revenue leakage — and map them to CentralReach solutions
• Partner with Solutions Engineers and Clinical Solutions Consultants to build compelling, customized demonstrations and business cases 

Deal Execution & Revenue Attainment 

• Own the full enterprise sales cycle from first contact to signed contract, driving urgency and managing complex, multi-stakeholder decisions
• Negotiate enterprise agreements, pricing, and contract terms in collaboration with Legal and Finance
• Meet and exceed quarterly and annual ARR/new logo targets 

Market Intelligence & Feedback Loop 

• Act as the voice of the market internally — sharing competitive intelligence, prospect feedback, and product gaps with Product and Marketing leadership
• Represent CentralReach at key industry conferences, PE health care summits, and ABA trade events
• Collaborate with the Customer Success and Implementation teams to ensure a seamless post-close transition 

What You'll Bring 

Required Qualifications 

• 7+ years of enterprise B2B sales experience, with a demonstrated track record of closing large, complex deals ($500K+ ACV)
• Direct experience selling into the ABA, behavioral health, or IDD services market — either as a software/tech vendor, managed services provider, or in an adjacent role (e.g., staffing, RCM, payer relations)
• Proven ability to engage and close at the C-suite and ownership/PE level
• Hunter mentality — you open doors others can't, build pipeline from zero, and love the challenge of a new logo
• Strong command of consultative and value-based selling methodologies (MEDDIC, Challenger, or equivalent)
• Ability and willingness to travel up to 50% for client meetings, site visits, and industry events 

Strongly Preferred 

• Field experience in the ABA industry — as a BCBA, practice manager, operations leader, or in a client-facing role within an ABA organization — is a significant differentiator
• Existing network of relationships with ABA group practice owners, DSPs, regional operators, or PE firms focused on behavioral health
• Familiarity with ABA billing, payor contracting, Medicaid/insurance reimbursement, and the operational pressures facing mid-to-large ABA providers
• Experience selling EMR, practice management, or revenue cycle management software in healthcare
• Comfort working in a fast-paced, high-growth SaaS environment with evolving go-to-market strategy 

Skills & Competencies 

• Exceptional executive presence and communication — written, verbal, and in presentations
• High business acumen; ability to quickly understand an organization's financial and operational drivers
• Strategic and analytical thinker who can build territory plans, account plans, and business cases independently
• Collaborative and coachable — you compete hard but operate as a team player
• Proficiency with Salesforce or equivalent CRM; experience with sales engagement tools (Outreach, Gong, etc.) 

What Success Looks Like 

• In your first 30 days, you've completed onboarding, built deep product knowledge, and developed a prioritized target account list of 50–75 strategic prospects.
• In 90 days, you have active pipeline across 15+ qualified accounts, have presented CentralReach's platform to C-suite stakeholders at no fewer than 5 organizations, and have a clear path to your first close. 
• In 12 months, you've closed 3–5 new enterprise logos, exceeded your ARR target, and established CentralReach as the go-to platform among the largest ABA and IDD organizations in your territory. 

Why CentralReach 

• Mission-driven company — every deal you close directly improves care for individuals with autism and IDD
• Category leader with a proven, AI-powered platform across the full ABA care continuum
• Competitive base salary + uncapped commission with accelerators for over-performance
• Comprehensive benefits: medical, dental, vision, 401(k) with company match, HSA employer contribution, paid parental leave, generous PTO
• Hybrid and remote-friendly culture — flexibility paired with high performance
• Award-winning company culture: Inc. Best Workplaces, NJ Best Places to Work, Built In Miami Best Places to Work (4 consecutive years)
• Access to leadership: 6-stage interview and mentorship process ensures you're set up to win 

#LI-Remote

• Highlight your Salesforce expertise with concrete metrics: in your resume and cover letter list the exact Salesforce modules you’ve mastered (e.g., Sales Cloud, CPQ, Lightning Flow) and quantify results (e.g., “automated quoting process reduced sales cycle by 22%”) to show you can hit CentralReach’s pipeline‑management goals.
• Build a remote‑sales playbook case study: prepare a 2‑page PDF that outlines a full‑cycle deal you closed remotely for a SaaS or health‑tech client, detailing prospect research, virtual demos, objection handling, and the Salesforce reporting dashboard you used to track progress. Bring this to the interview and reference it when discussing your strategic account strategy.
• Align your narrative with CentralReach’s mission: research recent ABA‑industry trends (e.g., tele‑therapy adoption, outcome‑based reimbursement) and be ready to explain how you’d position CentralReach’s platform to therapy providers and school districts, citing specific pain points and how your sales approach would address them.
• Demonstrate remote‑team collaboration skills: showcase a brief video (1‑2 min) or slide deck of a cross‑functional project where you partnered with product, customer success, and compliance teams via Slack, Zoom, and shared Salesforce reports, emphasizing communication cadence and accountability—exactly the coordination CentralReach expects from a Strategic Account Executive.
• Prepare a data‑driven salary pitch: research Glassdoor and Payscale for “Strategic Account Executive remote” roles in health‑tech, then calculate your target total compensation (base + OTE + remote‑work stipend). In the negotiation stage, reference your proven Salesforce‑driven quota attainment (e.g., “exceeded FY22 quota by 135%”) to justify a higher OTE range aligned with CentralReach’s high‑impact, newly created role.