[Hiring] Senior Commercial Account Executive @Merative

Role Description

Ready to transform healthcare with powerful data, trusted insights, and real-world results? At Truven, we're not just working with healthcare data—we're transforming how health plans use it to improve lives. We're seeking an Enterprise Account Executive to drive new logo growth in our health plan market. This is not a typical sales role — it requires deep health plan expertise, enterprise-level deal leadership, and the ability to shape how the broader organization approaches this market.

In this role, you'll own complex, high-value pursuits with health plan organizations, serve as the organization's subject matter expert on health plan buyer dynamics, and contribute insights that influence go-to-market strategy, product positioning, and competitive messaging beyond your own pipeline. You'll build formal industry networks, mentor less experienced sellers, and bring thought leadership that elevates the entire sales function.

If you're excited about meaningful work, energized by big challenges, and comfortable rolling up your sleeves with a team that values rigor, integrity, and impact—we'd love to hear from you.

How you will contribute:

• Drive new client acquisition and revenue growth across health plans by identifying, pursuing, and closing complex, high-value enterprise opportunities aligned with our strategic goals and solution portfolio.
• Lead the end-to-end sales cycle for large, multi-solution pursuits — from prospecting and qualification through proposal development, negotiation, and close — navigating multi-stakeholder buying groups that span C-suite, clinical, actuarial, and technology decision-makers.
• Develop and execute targeted go-to-market strategies for health plan prospects, leveraging deep market expertise, data, and relationships to open new doors and expand our market footprint.
• Contribute to the development of the health plan segment strategy, partnering with sales leadership to define ideal client profiles, segment priorities, and differentiated value propositions that inform team-wide execution.
• Serve as the organization's subject matter expert on health plan buyer dynamics, contributing insights that shape go-to-market strategy, product positioning, and competitive messaging across the broader sales organization.
• Build and maintain a formal network of industry relationships — including health plan executives, industry analysts, and conference communities — that generates market intelligence and pipeline opportunities for the organization.
• Establish and maintain C-level and senior stakeholder relationships, positioning Truven as a trusted strategic partner and driving engagement across multiple decision-makers and influencers.
• Collaborate cross-functionally with marketing, solution consulting, delivery, legal, and executive leadership to craft compelling value propositions, structure large multi-solution opportunities, and ensure seamless handoff from new logo acquisition to client success.
• Bring market intelligence and competitive insight back to the business that shapes how the broader organization approaches the health plan market — including positioning, packaging, and roadmap input.
• Mentor and informally guide less experienced sellers on complex deal strategy, health plan market navigation, executive engagement approaches, and enterprise selling best practices.
• Stay ahead of emerging trends in the health plan market to shape proactive outreach strategies and position our offerings competitively.
• Accountable for a significant share of the health plan segment's new logo bookings target, with results that directly impact segment-level revenue performance.
• Consistently achieve and exceed new business sales quotas and other key performance metrics, while maintaining accurate forecasts and disciplined pipeline management.

Qualifications

• 12+ years of progressive experience in B2B enterprise sales or business development, with deep specialization in health plan or payer environments.
• Proven hunter mindset with a strong record of achieving or surpassing new logo sales targets in complex, consultative, enterprise-scale environments.
• Recognized subject matter expertise in the health plan market — including buyer dynamics, competitive landscape, regulatory trends, and how data and analytics solutions create value for health plan organizations.
• Demonstrated ability to navigate complex, multi-stakeholder enterprise sales cycles involving C-suite, clinical, actuarial, and technology decision-makers.
• Experience structuring and leading large, multi-solution opportunities that establish long-term strategic partnerships, not just transactional wins.
• Track record of contributing insights and market intelligence that influence go-to-market strategy, product positioning, or competitive messaging beyond your own pipeline.
• Exceptional prospecting, negotiation, and closing skills, with the ability to navigate long sales cycles and coordinate resources across solution consulting, delivery, legal, and executive leadership.
• Demonstrated ability to build compelling business models, including ROI analyses and future-state visions that resonate with senior health plan executives.
• Ability to communicate value through insight-driven storytelling and align solutions to client priorities and measurable outcomes.
• History of mentoring or informally guiding less experienced sellers on deal strategy and market navigation.
• Strong business acumen with experience managing forecasts, pipeline development, and complex deal structures.
• Formal network of industry relationships that generate market intelligence and business development opportunities.
• Travel expectation up to 30%.

Benefits

• Remote first / work from home culture.
• Flexible vacation to help you rest, recharge, and connect with loved ones.
• Paid leave benefits.
• Health, dental, and vision insurance.
• 401k retirement savings plan.
• Infertility benefits.
• Tuition reimbursement, life insurance, EAP – and more!