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Tennr is a healthcare technology company that automates the complex insurance referral and prior authorization workflows that currently overwhelm healthcare providers. The platform uses proprietary models to handle the tedious paperwork required for patient referrals and insurance reimbursement, enabling providers to focus on patient care.
As Principal Account Executive for Pharma, you will own Tennr's largest and most strategic pharmaceutical accounts in the Northeast region. You will be responsible for the complete sales cycle from discovery through close, leveraging deep knowledge of how pharmaceutical organizations buy and navigate complex procurement processes.
Key responsibilities include:
- Account Planning: Map your assigned accounts against Tennr's ideal customer profile, identify key stakeholders, and develop hypotheses around value delivery. You will test and refine your perspective throughout the evaluation process in collaboration with your manager and the product team.
- Pipeline Management: Use Tennr's sales process to manage your pipeline with discipline, understanding deal reality and risk based on stage exit criteria. Proactively seek help when deals stall.
- Collaboration: Work closely with Sales Development Representatives, Sales Engineers, Professional Services, leadership, and channel partners to build, advance, and close opportunities. This is a team-oriented culture.
- Client Relationships: Build and maintain relationships with customers, manage renewals, and identify cross-sell opportunities.
You will negotiate pricing, own quota attainment, and maintain high standards for both the sales process and the integrity of your customer relationships. Tennr provides SDR support to help generate opportunities and runs targeted marketing initiatives to support your efforts.
REQUIREMENTS:
- 7+ years of software sales closing experience, with demonstrated success selling complex solutions into pharmaceutical organizations (minimum 1 year enterprise sales experience required)
- Experience owning and closing large, strategic pharmaceutical accounts
- Deep knowledge of the pharmaceutical ecosystem and how large manufacturers evaluate and purchase new technology
- Demonstrated ability to understand underlying technology and collaborate with clients on business fit
- High energy, fast-paced problem-solving approach with demonstrated grit and entrepreneurial spirit
- Experience in early-stage environments preferred; ability to operate effectively with limited resources selling new products
- Strong emotional intelligence and relationship-building skills; ability to establish trust quickly
- Healthcare technology solutions experience is a plus
- Must be comfortable with 10-20% domestic travel
