Account Executive

Location Miami, FL (On-site preferred; hybrid eligible within the tri-county area)

Company Snapshot

At Paradigm, we're revolutionizing home care through innovative technology. As the fastest-growing tech company in this sector, we empower home care agencies with cutting-edge solutions in billing automation, growth education, authorization management, and beyond. We believe that by streamlining agency operations with third-party payers like the Department of Veterans Affairs and Medicaid, we ultimately enhance the quality of care for seniors, veterans, and underserved communities.

We foster a dynamic and collaborative work environment where new ideas are welcome, and creativity thrives. Joining our team means becoming part of a supportive community that values continuous learning and excellence. We're on a mission to revolutionize home care and are looking for passionate individuals to help us make a lasting, positive impact.

Position Summary

As an Account Executive, you will drive new business in your territory, selling both the Paradigm platform and its related services. You will run a disciplined, repeatable sales process anchored to the buyer's journey and become a genuine subject matter expert on VA and Medicaid rules, compliance, and payer nuance in your market. This role is input-driven. We hold Account Executives accountable to the activities and process discipline that produce revenue, not just the revenue itself. The ideal candidate is coachable, asks for feedback, and puts it to use quickly. They manage their own activity without needing someone to push them and are willing to immerse themselves in industry resources to build the expertise this territory requires. They are humble, understand the daily operational challenges our prospects face in the home care industry, and are comfortable with the ambiguity that comes with a company and product that are both still evolving. This position will report to the Vice President of Sales.

Essential Duties and Responsibilities

Work qualified leads routed from across the business

Self-source additional pipeline through outbound prospecting, referral partners, and event follow-up

Maintain strong pipeline coverage against your quarterly quota at all times

Build and maintain territory account plans covering your top target agencies

Work routed and self-sourced leads against defined fit and interest criteria; disqualify quickly and document why

Advance deals on evidence, not optimism; each stage has exit criteria that must be satisfied and logged before a deal moves forward

Conduct structured discovery that surfaces the agency's current billing workflow, denial and A/R pain, payer mix, and the cost of the status quo

Multi-thread every deal (agency owner, billing lead, and operations) rather than relying on a single champion

Build and maintain a mutual action plan with the buyer on every late-stage opportunity

Conduct in-person and virtual sales presentations to prospective clients

HubSpot is our single system of record and must be kept current daily with activities logged, next steps dated, and deal stages accurate

Build, run, and iterate on outbound cadences using HubSpot Sequences and associated sales cadencing and workflow tooling

Submit an accurate weekly forecast and defend it in pipeline review

Partner with Implementation, Billing, Operations, and Customer Success to hand off clean, well-qualified accounts

Feed competitive intelligence, pricing pressure, and product gaps back to Marketing and Product

Attend trade shows and other events to network and promote Paradigm, with approximately 10% annual travel expected

Keep up to date with industry trends and the competitive landscape to identify opportunities and challenges

Other duties as assigned

Experience and Skills

Minimum of 2 to 4 years of quota-carrying sales experience with closing responsibility in SaaS, healthcare technology, or home health or home care services required

Demonstrated experience with a structured, problem-centric or customer-centric sales methodology, such as SPIN Selling, SPICED, Challenger, Sandler, MEDDIC/MEDDPICC, or a similar framework required

Experience selling to small and mid-sized businesses where the owner also runs daily operations

Experience selling to first-time technology buyers or replacing manual, paper-based processes

Familiarity with VA, Medicaid, waiver programs, or revenue cycle management

Experience selling a combined software and services offering

Ability to follow up consistently on routed leads while also building your own pipeline

Track record of meeting or exceeding sales targets, with attainment numbers you can share

Hands-on CRM experience managing deals from first contact to close; HubSpot experience strongly preferred

Experience building and running sales sequences and using engagement data to prioritize follow-up

Ability to research and understand complex government and payer documentation

Strong discovery and listening skills, and comfort discussing costs, pricing, and ROI

Excellent communication, interpersonal, and negotiation skills

Empathy for the daily operational challenges home care agencies face

Comfortable working at a growing company with a product that continues to evolve

Self-motivated to meet activity goals without close supervision

Willingness to study industry resources and build expertise in VA and Medicaid programs

Education and Qualifications

Bachelor’s degree in Business, Marketing, or related field preferred

Paradigm Offers

Medical, dental, and vision benefits

401k retirement plan

Paid time off

Professional development support

Compensation

Base Salary: $80,000-$100,000 annually based on experience

Variable Commission Target: $80,000-$100,000 annually