Account Executive – SaaS (Long-Cycle, Consultative Sales)

About Walsh Integrated

Walsh Integrated has been supporting healthcare facilities since 1992, delivering software solutions that improve safety, infection prevention, and environmental services performance across hospitals, clinics, and long-term care.

Our clients rely on us not just for technology, but for guidance. We help non-technical stakeholders navigate complex decisions that directly impact patient safety, compliance, and operational efficiency.

The Opportunity

This is not a high-volume, transactional sales role.

Our average sales cycle is 6–12 months, and success comes from building trust, guiding decision-makers, and helping healthcare teams solve real operational challenges.

As an Account Executive, you will act as a trusted advisor to hospital and facility leaders, many of whom are purchasing software for the first time. You will lead them through a thoughtful, structured buying journey, from initial conversation to final decision.

What You’ll Do

Build and manage a pipeline of healthcare prospects through outreach, referrals, and inbound leads

Lead consultative discovery conversations to uncover operational challenges and goals

Educate and guide non-technical stakeholders through the software evaluation process

Deliver tailored product demonstrations focused on real-world use cases

Develop and present proposals that align with client needs, budgets, and timelines

Manage long-term opportunities (6–12 months) with consistent follow-up and relationship building

Act as the primary point of contact throughout the buying process, “holding the client’s hand” from first call to close

Maintain accurate pipeline tracking in Salesforce

Collaborate closely with Sales, Marketing, and Customer Success teams

What Success Looks Like

You build strong, trust-based relationships, not quick wins

You are patient, persistent, and highly organized in managing long sales cycles

You can simplify complex ideas and make buyers feel confident in their decisions

You consistently move opportunities forward through thoughtful follow-up and problem-solving

You become a trusted partner, not just a vendor

Who You Are

5+ years of B2B sales experience (SaaS or consultative sales strongly preferred)

Proven ability to manage long, relationship-driven sales cycles

Strong communicator, comfortable presenting to non-technical audiences

Highly empathetic and naturally curious, you ask great questions and truly listen

Organized and disciplined with pipeline management and follow-up

Comfortable working independently in a remote environment

Experience selling into healthcare, facilities, or similarly complex environments is an asset

Backgrounds That Tend to Succeed Here

Healthcare or hospital-facing sales

SaaS or technology sales with long buying cycles

Consulting or solution-based selling roles

Fundraising, nonprofit, or education sales (relationship-heavy environments)

Compensation & Benefits

Base salary: $50,000–$65,000

Uncapped commission + performance bonuses

On-target earnings: $100,000+

Extended health, life, and disability insurance

Work-from-home

Company-provided equipment

Work Environment

100% remote

Professional home office setup required for client meetings

Required to attend 1-2 tradeshows in the USA, must have travel paperwork

Why This Role is Different

If you prefer fast closes and high-volume selling, this role is not for you.

If you enjoy building relationships, solving meaningful problems, and guiding clients through complex decisions, you’ll thrive here.