Account Executive

Description

Living the vision of "Advancing the business of healthcare today for a better tomorrow," Medical Group Management Association (MGMA) works to perpetuate success throughout the healthcare industry as the premier association for professionals who lead medical practices. Since 1926, through data, people, insights, and advocacy, MGMA empowers medical group practices to innovate and create meaningful change in healthcare. We believe the future is what you make it, and we’re here to support the people who are ready to make the world a better place. Tomorrow will be remarkable because MGMA is here to help.

The Medical Group Management Association (MGMA) is looking for an Account Executive to join our Denver team.

The Account Executive identifies, researches, develops, and closes sales of the full suite of MGMA products and services to new medical group customers, or vendors depending on role. This role serves large market accounts, identifying prospective organizations, developing multi-threaded relationships with executive and functional leaders, and tailoring strategies and engagement approaches to the needs of that segment.

Essential Functions:

• Build and maintain effective relationships with new key senior-level decision makers through regular communication, understanding their business goals and challenges, and bringing value to the customer through the sale of products and services aligned with their business objectives.

Large Market Accounts (>101 FTE physicians): Engagement requires navigating complex stakeholder environments with executives, department heads, and functional leaders. Strategies emphasize alignment with enterprise-wide objectives, long-term relationship management, and driving adoption across multiple levels of the organization.

• Develop MGMA's large-market pipeline through strategic outbound prospecting, market development, and enterprise account penetration.
• Identify, develop, and attract new customers through cold calls, networking events, outreach campaigns, and targeted account-based sales strategies, including travel to prospect sites as needed.
• Cultivate multiple key relationships to maximize the value creation for each customer opportunity.
• Understand and communicate business acumen relative to the market segment, understanding complex client needs and tailoring solutions for each organization.
• Overcome objections, demonstrate product value, and close sales opportunities.
• Work segmented inbound leads and create demand for new opportunities for MGMA product suite.
• Conduct needs analyses and upfront research to understand the prospective client’s challenges.
• Deliver product presentations and demonstrations tailored for new accounts and prospective needs.
• Update CRM to keep accurate and complete sales records including accurate pipeline for sales forecasting.
• Consistently meet or exceed monthly, quarterly, and annual sales targets.
• Work closely with supervisors to capture feedback on customers’ needs and turn them into sales opportunities.
• Exhibit authentic curiosity about the business and ensure all contact and account records are complete, current, and accurate.
• Collaborate with support staff and product teams to manage and delegate logistical and administrative tasks, ensuring customers receive the full range of MGMA benefits associated with their purchased products.
• Travel as necessary to support conference operations and to engage directly with prospects and clients. Travel is approximately 15-25%.
• Other duties as required and necessary to ensure the success of the organization.

Supervisory duties:

• None

Requirements

Knowledge, skills, and abilities:

• Ability to consistently promote, support, work, and act in a manner in support of MGMA’s mission, vision, and values.
• Demonstrate comprehensive knowledge of MGMA, member industry and day-to-day member challenges relative to the market segment.
• Proven sales acumen, with the ability to effectively position the value of MGMA products and services tailored to the market segment.
• Ability to identify members’ spoken and unspoken needs and educate/recommend appropriate MGMA products.
• Ability to be self-motivated and proactively reach out to existing members in the timeline required and generate prospect development and solicitation.
• Ability to stay positive during and following challenging customer interactions.
• Ability to follow written and oral instructions and establish effective working relationships.
• Ability to organize work, prioritize tasks and meet deadlines.
• Maintain proficiency in Microsoft Office products, sales automation tools, and the customer relationship management (CRM).

Education:

• A Bachelor’s degree in Business, Communications, Marketing, or related field is required.

Experience:

• Five (5) or more years of B2B sales, with proven results executing against a sales plan, preferably in a membership/data/SAAS setting.
• Proven track record selling or upselling products/services to a challenging customer base is required, preferably in a membership setting.
• Previous work in a healthcare or adjacent environment is preferred.

An equivalent combination of education and experience may be substituted on a year for year basis.

Additional Requirements/Licenses/Certifications:

• Must have reliable transportation.
• Must have a valid driver’s license.

Working environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Work is generally performed in an indoor, professional office environment.
• This role routinely uses standard office equipment such as computers, phones, photocopiers.
• Will travel to customer/prospect work sites on a regular basis.
• May need to attend conferences in various locations around the United States
• Regular, predictable attendance is required.

Physical Activities:

The physical demands described here are representative of those that must be met by employees in this role, to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, employee is regularly required to successfully interact and accurately exchange information using the following suite of verbal and non-verbal communication skills critical to expressing oneself and conducting professional interactions on behalf of the business:

• Ability to read, write, edit
• Ability to converse, discuss, convey
• Also includes interactive engagement with software applications, computer graphics, and the ability to conduct internet research.

While performing the duties of this job, employee is regularly required to successfully navigate scenarios requiring the following observational abilities:

• Ability to perceive, identify, recognize
• Ability to detect, determine, discern, judge
• Ability to assess, estimate, compare

This is a largely sedentary role, so employee must be able to remain in a sedentary position while focusing for extended periods of time throughout the workday. Position also requires occasional movement inside the office to access file cabinets, printers, etc. While performing the duties of this job, employee is regularly required to successfully navigate scenarios requiring the following operational abilities:

• Ability to operate PC/keyboard and other office productivity equipment
• Ability to position self to traverse/navigate around typical office setting
• Ability pull/push, lift, open/close, grasp/manipulate, transport up to 10 lbs.

Why Work for Us:

MGMA prides itself on providing team members from all walks of life with an inclusive work environment and comprehensive benefits package, including medical, dental, and vision coverage, life insurance, and both short- and long-term disability. We invest in our employees' growth with a 401(k) plan featuring company match, profit-sharing, and professional development opportunities. We prioritize work-life balance through a hybrid work schedule, an employee assistance program, and a generous time off package, which includes three weeks of vacation, 80 hours of sick time, and 11 paid holidays. From a flexible spending account and on-site fitness center to volunteer opportunities and tuition assistance, MGMA is committed to giving employees a well-rounded and gratifying employment experience.

We are an equal opportunity employer. All applicants shall be considered according to their individual qualifications, abilities, experience, and other employment standards. There will be no discrimination due to gender or gender identity, race, religion, color, national origin, ancestry, age, disability, sexual orientation, veteran/military status, or any other basis protected by applicable law.

MGMA does not engage in immigration sponsorship or relocation assistance.

The application deadline is November 16, 2026. This may be extended in the event additional time is necessary to receive a sufficient number of qualified candidates. The approximate salary range for this position is $83,000 - $90,000 + incentive, depending on the skills, education, and experience of the candidate.

Salary Description

$83,000-$90,000