Enterprise Account Executive, Home-Based Care Sales

Position Purpose

The Enterprise Account Executive, Home-Based Care is responsible for generating new enterprise revenue within the Home Health, Home Care, Hospice, and Pediatric Home Care markets across the United States. The role will focus exclusively on large enterprise agencies, generally defined as organizations with 1,000 or more employees.

This position owns the complete new-business lifecycle, including territory strategy, target-account identification, outbound prospecting, executive relationship development, discovery, solution alignment, business-case development, negotiation, and close. The Enterprise Account Executive is accountable for building a sustainable pipeline, winning complex enterprise opportunities, and positioning Viventium + Apploi as a strategic workforce technology partner within the home-based care market.

Success requires deep industry knowledge, established enterprise selling capabilities, executive presence, disciplined pipeline management, and the ability to lead complex, multi-stakeholder purchasing decisions.

Key Objectives

• Generate new enterprise revenue exclusively within the Home Health, Home Care, Hospice, and Pediatric Home Care markets.
• Develop and execute a strategic territory and named-account plan for agencies with approximately 1,000 or more employees.
• Build a sustainable enterprise pipeline through both company-generated opportunities and proactive self-sourced lead generation.
• Consistently achieve or exceed individual bookings, revenue, pipeline, and activity expectations.
• Establish trusted relationships with senior and executive decision-makers across target accounts.
• Lead complex, multi-stakeholder sales processes from prospecting through contract execution.
• Maintain accurate forecasts and proactively identify deal risks, competitive threats, and required executive support.
• Represent Viventium + Apploi as a knowledgeable partner to the home-based care industry.

Essential Duties and Responsibilities

The essential functions include, but are not limited to the following:

Sales Execution & Pipeline Management:

• Identify, prospect, and engage target home-based care providers across the U.S.
• Personally originate and develop a significant portion of the qualified enterprise pipeline through strategic outbound prospecting, executive networking, industry relationships, referrals, conferences, partnerships, and account-based sales activities.
• Build and execute an enterprise territory plan that identifies priority accounts, buying committees, enterprise structures, competitive positioning, and engagement strategies.
• Own the full sales cycle from initial outreach through close for new clients 
• Conduct discovery, solution presentations, and product demonstrations
• Achieve and exceed assigned revenue and booking targets

Market Engagement & Industry Expertise:

• Develop and maintain expertise in the Home Health, Home Care, Hospice, and Pediatric Home Care markets, including workforce, compliance, reimbursement, recruiting, retention, and operational challenges affecting enterprise providers.
• Build credibility with prospective clients by demonstrating industry knowledge
• Stay informed on competitive offerings and market trends

Cross-Functional Collaboration:

• Partner with Marketing on targeted outreach and lead generation efforts 
• Collaborate with Sales Leadership on pipeline strategy and deal execution
• Work closely with Implementation and Client Success teams to ensure smooth client transitions

Sales Process & Reporting:

• Lead complex enterprise sales cycles from account identification and initial outreach through discovery, business case development, solution evaluation, executive alignment, negotiation, contracting, and transition to implementation.
• Maintain complete and timely opportunity information within the CRM, including stakeholders, decision criteria, competitive positioning, next steps, risks, and expected close timing.
• Provide accurate, evidence-based forecasts and clearly communicate changes in deal health, timing, value, and probability.
• Develop and execute deal strategies in partnership with Sales leadership and cross-functional subject-matter experts.
• Track individual performance metrics and conversion rates
• Participate in forecast calls and pipeline reviews
• Contribute feedback to improve sales messaging and tools

Relationship Development:

• Build strong relationships with prospective clients and key decision-makers
• Represent the organization at industry events and networking opportunities 
• Develop referral relationships within the Enterprise ecosystem of home-based care

The essential functions listed above are representative of the primary duties required. Employees must be able to 
perform these functions with or without reasonable accommodation.

This job description is not intended to be an exhaustive list of all duties and responsibilities. The Company reserves the 
right to modify the role as needed. Employment is at-will and may be terminated at any time with or without cause or 
notice, in accordance with applicable law.

Work Environment & Physical Requirements:

• Ability to sit, stand, and work at a computer for extended periods
• Ability to communicate effectively via phone, video, and written channels
• Travel as needed for client meetings, industry conferences, and prospect engagement (estimated 25–50%)
Reasonable accommodations will be provided in accordance with applicable law.

Qualifications (Knowledge, Skills, and Abilities)

Education:

• Bachelor’s degree or equivalent combination of education and directly relevant enterprise sales experience.

Minimum Qualifications

• 5+ years of successful sales experience within Home Health, Home Care, Hospice, or Pediatric Home Care markets.
• Demonstrated experience selling into enterprise agencies with approximately 1,000 or more employees.
• Experience selling into at least one of the identified home-based care markets, with experience across multiple markets strongly preferred.
• Demonstrated success achieving or exceeding individual new-business sales quotas.
• Proven ability to independently generate qualified enterprise opportunities through outbound prospecting and relationship development.
• Experience leading complex, multi-stakeholder enterprise sales cycles from initial prospecting through contract execution.
• Ability to engage and influence senior and executive-level stakeholders.
• Demonstrated consultative selling, business-case development, presentation, negotiation, and closing capabilities.
• Strong territory planning, account planning, pipeline management, and forecasting discipline.
• Experience using CRM and sales enablement platforms to manage activity, pipeline, deal strategy, and forecasts.
• Ability to travel approximately 25–40% for client meetings, conferences, and industry events.

Preferred Qualifications

• Experience selling across Home Health, Home Care, Hospice, and Pediatric Home Care markets.
• Existing relationships or a professional network within the home-based care industry.
• Experience selling HCM, payroll, HRIS, workforce management, recruiting, onboarding, compliance, or other enterprise technology solutions.
• Experience selling to multi-state, multi-location, or highly regulated healthcare organizations.
• Experience coordinating complex legal, procurement, security, technical, and implementation evaluations.

Success Profile (What Good Looks Like in 12 Months)

• Achieves or exceeds assigned enterprise new-business quota.
• Develops a healthy and sustainable pipeline across the defined home-based care markets.
• Demonstrates consistent ownership of self-generated opportunities and strategic target-account development.
• Establishes relationships with executive and senior-level stakeholders across priority enterprise accounts.
• Maintains accurate, timely, and evidence-based pipeline reporting and forecasts.
• Effectively leads complex enterprise opportunities through discovery, evaluation, negotiation, contracting, and implementation transition.
• Demonstrates credible market expertise and serves as a trusted advisor to enterprise prospects.
• Contributes actionable competitive, market, and customer insights to Sales, Marketing, Product, and leadership teams.

Compensation & Pay Transparency

• Base Salary Range: $128,900 – 150,700 per year 
• This range reflects the expected base salary for this position and is aligned with market data and internal equity considerations
• Individual compensation will be determined based on factors such as experience, skills, qualifications, and geographic location
• This role may also be eligible for discretionary bonus or other incentive compensation, in accordance with Company plans
• Viventium + Apploi is committed to maintaining competitive, equitable, and transparent compensation practices in compliance with all applicable laws