National Sales Executive

What You Will Achieve

• Revenue generation and pipeline development: Prospect, qualify, and close new accounts across payers, TPAs, self-insured employers, and managed care organizations. Build and manage a robust pipeline with defined targets tied to revenue milestones.
• Strategic account management: Develop and maintain relationships with key decision-makers including claims directors, medical directors, VP-level operations leaders, and C-suite stakeholders. Understand each account's goals and pain points (claims costs, medical utilization, return-to-work outcomes) and position solutions accordingly.
• Consultative selling and solution design: Serve as a subject matter expert in Workers' Compensation workflows, regulatory environments, and care pathways. Tailor proposals and presentations that connect solutions to measurable outcomes, such as reduced claim duration, lower litigation rates, and faster speed to care.
• Market intelligence and competitive positioning: Stay current on industry trends, state-specific regulatory shifts, network dynamics, and competitor offerings. Share insights with leadership to inform roadmap decisions and go-to-market strategy.
• Cross-functional collaboration: Partner with Strategy, Operations, Product, Marketing, and Legal/Compliance to ensure what is sold can be delivered. Support implementation handoffs, pilot design, and contract negotiations, including cooperative services agreements and SLAs.
• Industry presence and thought leadership: Represent Scan.com at national conferences (e.g., NWCDC, RIMS, WCI) and state-specific comp forums. Build a strong network within the WC ecosystem to generate inbound interest and referral relationships.
• Reporting and forecasting: Maintain accurate CRM data, deliver pipeline and forecast updates to leadership, and track KPIs including conversion rate, deal velocity, average contract value, and account retention.

What You Might Bring

• Experience owning full-cycle enterprise or mid-market sales, from outbound prospecting through close.
• Familiarity with the Workers' Compensation ecosystem, including common buyer personas, workflows, and regulatory considerations.
• Familiarity with the role diagnostic Imaging plays in the injured worker care continuum.
• Strong consultative selling skills, including the ability to translate operational pain points into clear, outcome-based solutions.
• Confidence building relationships with senior stakeholders and navigating multi-threaded sales processes.
• Comfort working cross-functionally to shape pilots, implementation plans, and contract terms.
• Structured approach to pipeline management, forecasting, and CRM discipline.

AI Requirements

For this role, you're expected to be AI-Amplified. AI is part of your daily workflow for drafting, analysis, and research, and you know how to check its output and use it responsibly with sensitive data.