Senior Account Executive

Senior Account Executive, Existing Business

At Kipu Health, we're passionate about creating better paths to better patient care. Join us in our work to advance behavioral health care in our communities. Our innovative solutions support providers in treating addiction, eating disorders, and many other behavioral health conditions. Our EMR, CRM, and revenue cycle solutions help behavioral health facilities succeed in managing their patients' entire care journey - and our Existing Business team ensures our customers realize even greater value from that journey over time.

Responsibilities

• Identify and lead complex cross-sell and expansion opportunities across an assigned portfolio of existing accounts, developing multi-solution strategies that align Kipu Health's EMR, RCM, Kipu Intelligence, and related capabilities to evolving customer needs.
• Develop and execute strategic account-growth plans for a defined book of existing customers, mapping organizational whitespace and prioritizing high-value expansion opportunities.
• Partner closely with Customer Success, Support, and Implementation teams to monitor account health, product usage, and adoption trends, translating those signals into expansion opportunities.
• Lead complex commercial negotiations with senior customer stakeholders on expansion and renewal terms, balancing customer requirements, competitive positioning, business objectives, and established company parameters; communicate terms and deal implications to internal stakeholders.
• Build and deepen relationships with executive sponsors, senior decision-makers, operational leaders, and other key stakeholders within assigned accounts throughout complex, multi-stage expansion sales cycles using phone, email, virtual meetings, and face-to-face visits.
• Lead consultative presentations, business reviews, and solution demonstrations tailored to each account's evolving business challenges and stakeholder priorities; coordinate internal subject matter experts as needed.
• Maintain expert-level knowledge of Kipu Health's full product suite, competitive positioning, and behavioral healthcare market dynamics; serve as a trusted advisor to existing customers and internal partners.
• Independently manage expansion opportunity strategy, pipeline, forecasting, and deal progression, exercising judgment regarding prioritization, resource coordination, risk, and probability of close while consistently meeting or exceeding established quota.
• Diagnose advanced customer business and operational challenges within existing accounts, applying expert industry and solution knowledge to address sophisticated objections, mitigate renewal risk, and advance complex expansion opportunities.
• Operate autonomously in developing and executing account strategies, with goals communicated primarily in terms of business outcomes and expansion/retention objectives rather than prescribed sales activities.
• Enter all activity into Salesforce and maintain accurate, up-to-date opportunity tracking and pipeline for the assigned account portfolio.

Basic Qualifications

• Typically 10+ years of progressively responsible related sales experience, including significant experience independently managing complex account expansion, renewals, or upsell within an existing customer base.
• Proven experience managing the full expansion sales cycle - from identifying whitespace within an account to negotiating and closing multi-solution deals.
• Proficient in sales methodology such as GAP, Sandler, Challenger, MEDDICC, or account-based selling frameworks.
• Track record of over-achieving established expansion quota.
• Experience with account planning, territory management, and cross-functional collaboration with Customer Success and renewal teams.
• Knowledge of market research, sales, and negotiating principles.
• Proficiency in MS Office and CRM software (e.g., Salesforce).
• Excellent written and verbal communication skills.
• Ability to build and sustain long-term customer rapport.
• Time management and planning skills.
• Passion for technology and a willingness to learn.
• Demonstrated ability to exercise independent judgment, solve advanced business issues, and influence senior customer and internal stakeholders.

Preferred Qualifications

• Experience within the Addiction Treatment and Behavioral Health industry.
• Experience in EMR or general SaaS sales, particularly in customer expansion, renewal, or account management roles.
• Experience managing a defined book of existing accounts against a cross-sell/upsell quota.

Benefits & Compensation

• Highly competitive salary based on your local market's compensation data.
• Flexible paid time off.
• 11 Paid Holidays.
• Health, Dental, Vision, Disability, and Life Insurance.
• Parental Leave.
• Pet Insurance.
• 401(K) with Company Match.

Mission

Kipu's mission is to empower caregivers and patients on every step of the recovery journey. By expanding Kipu's ecosystem of innovative applications and services, Kipu helps treatment centers achieve the best outcomes across all levels of care, improving the individual, community, and public health.

Kipu values and celebrates diversity and is committed to creating an inclusive environment for all employees. We believe creating teams made up of individuals with various backgrounds, experiences, and perspectives inspires innovation, collaboration, and challenges us to produce better solutions.