Account Executive, MLTSS

The Account Executive, MLTSS manages enterprise-level relationships with Medicaid MCOs and LTSS stakeholders, ensuring successful delivery and expansion of home modification services within value-based care frameworks. This role combines client services, program implementation, and strategic collaboration to meet member needs while aligning with payor performance goals.

Key Responsibilities

Business Development

• Maintain pre-contract relationships with Medicaid MCOs, state agencies, and LTSS decision-makers
• Research and identify new prospects within target markets
• Build pipeline through networking, referrals, and strategic outreach
• Qualify leads and move opportunities through the sales funnel
• Own the process of building pricing proposals and business cases for partners

Sales Execution

• Conduct discovery calls to understand prospect needs and pain points
• Present compelling value propositions tied to cost savings and health outcomes
• Navigate complex stakeholder groups and multi-decision-maker sales processes
• Negotiate contracts and close deals within established timelines
• Consistently hit monthly and quarterly sales targets

Pipeline Management

• Maintain accurate forecasting and opportunity tracking in Salesforce
• Provide regular sales reports and pipeline updates to leadership
• Follow up persistently on warm leads and nurture long-term prospects

Qualifications

Required

• 3-5 years of B2B sales experience with proven track record of hitting quotas
• Experience selling into healthcare, government, or Medicaid markets 
• Comfortable with relationship building, prospecting, and full-cycle sales
• Strong communication and presentation skills

Preferred

• Understanding of value based contracts and pricing
• Knowledge of MLTSS, Medicaid MCOs, or HCBS programs
• Experience with complex, multi-stakeholder sales cycles
• Healthcare or government contracting background
• Passion for improving lives through healthcare innovation