[Remote] Strategic Account Executive

Note: The job is a remote job and is open to candidates in USA. Canopy is hiring a Strategic Account Executive to open and grow relationships with large U.S. health systems. The role focuses on sourcing and closing complex enterprise deals, maintaining executive relationships, and expanding successful deployments across health systems.

Responsibilities

• Own a discrete portfolio of named strategic accounts, separate from Canopy's regional Enterprise AE territories
• Develop and execute account strategies to penetrate large, complex healthcare systems where Canopy has limited or no existing presence
• Proactively identify, engage, and build relationships with senior executives, including CEOs, COOs, CFOs, CNOs, security executives, and other influential stakeholders
• Create opportunities through executive networking, industry relationships, targeted prospecting, referrals, and creative business development
• Build and maintain a deep understanding of each target organization's structure, strategic priorities, purchasing processes, and internal decision-making dynamics
• Lead sophisticated, multi-stakeholder sales cycles involving clinical leadership, security, operations, IT, finance, procurement, and executive sponsors
• Develop compelling business cases that connect workforce safety, operational effectiveness, employee experience, and financial outcomes
• Navigate decentralized decision-making, complex contracting requirements, and lengthy procurement cycles
• Align internal teams across Sales, Product, Customer Experience, and executive leadership to build solutions and deal strategies
• Negotiate enterprise agreements and commercial structures that support both an initial deployment and substantial future expansion
• Personally own the deal strategy, momentum, executive alignment, and commercial close
• Treat the first sale as the beginning of the relationship, not the finish line
• Establish a strategic account plan that maps expansion opportunities across facilities, regions, and business units
• Maintain executive relationships and commercial ownership following the initial sale, partnering closely with Customer Experience on successful adoption and customer outcomes
• Identify new buying centers, additional use cases, and opportunities to expand Canopy's footprint
• Build long-term, trusted relationships that position Canopy as a strategic partner rather than a point solution
• Ensure account growth is deliberate, repeatable, and supported by measurable customer value
• Work directly with Canopy's SVP Sales and executive team to develop innovative approaches to winning transformational accounts
• Build account intelligence, stakeholder maps, competitive strategies, and multi-year growth plans
• Bring customer and market intelligence back to Product, Marketing, and leadership to influence Canopy's strategy
• Create repeatable approaches for enterprise-wide sales and expansion that can scale as our strategic accounts business grows
• Operate with exceptional discipline in forecasting, pipeline management, and resource allocation
• Build a clear strategic plan for your portfolio of named accounts
• Map executive stakeholders, decision-making structures, and entry points within priority systems
• Establish meaningful engagement with decision-makers and influencers at target organizations
• Develop a credible pipeline and actionable pursuit plans for priority opportunities
• Generate qualified, executive-sponsored opportunities within the strategic account portfolio
• Advance priority accounts through clearly defined buying and procurement milestones
• Secure initial strategic wins where sales-cycle timing permits
• Establish expansion strategies for landed accounts that create pathways to materially larger enterprise opportunities
• Demonstrate a repeatable approach to penetrating and winning large, complex health systems

Skills

• 10+ years of successful enterprise or strategic sales experience
• Significant experience selling into large U.S. health systems, integrated delivery networks (IDNs), or similarly complex healthcare organizations
• Demonstrated success personally sourcing, developing, negotiating, and closing large, multi-stakeholder, enterprise-level deals
• A track record of winning new logos and subsequently expanding those relationships across additional facilities, business units, or regions
• Strong executive presence and credibility with C-suite stakeholders
• Deep familiarity with navigating long sales cycles, complex procurement structures, and enterprise contracting
• Exceptional account planning, relationship mapping, negotiation, and business case development skills
• Ability to succeed in a high-growth environment where creativity, resilience, urgency, and personal accountability matter
• Preferably in healthcare technology, enterprise software, or complex technology solutions
• Direct experience selling into the largest national health systems or government healthcare organizations
• Established relationships with senior decision-makers across major healthcare networks
• Experience with workforce safety, healthcare operations, security technology, connected devices, or enterprise-wide infrastructure deployments
• Experience securing initial deployments that ultimately grew into major multi-site or national agreements

Company Overview