Strategic Account Executive
Canopy Works · United States
Strategic Account Executive – National Health Systems
Location: Remote, U.S. | Travel Required
Department: Sales
The Opportunity
At Canopy, we're on a mission to make healthcare safer for the people who dedicate their lives to caring for others. Our connected safety platform helps healthcare organizations protect their teams, respond to incidents, and create environments where caregivers can focus on delivering exceptional care.
We've established a strong foundation with leading healthcare organizations. Now we're looking for an exceptional Strategic Account Executive to help us win the next generation of transformational customers.
This isn't a traditional territory-based sales role.
You'll own a select portfolio of the nation's largest and most influential healthcare organizations — complex, multi-hospital, multi-region systems with the potential to become some of Canopy's most significant customers.
Your mission is to open doors that others can't, build relationships where none exist, navigate complex organizational dynamics, and turn ambitious opportunities into long-term enterprise partnerships.
You'll be a hunter first and a strategic account owner second. You won't inherit a mature book of business or rely on inbound opportunities. You'll create the opportunity, win the initial business, and own the commercial relationship as it expands across the organization.
The right person will see a health system with hundreds of facilities, multiple decision-makers, and a complicated procurement process — and see an opportunity worth pursuing.
What You'll Own
1. Open doors into the nation's largest healthcare organizations
- 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.
2. Orchestrate and win complex, transformational deals
- 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.
3. Turn the initial win into an enterprise-wide opportunity
- 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.
4. Build the playbook for strategic account selling
- 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.
What Makes You Successful
We're looking for someone who has already demonstrated the ability to win business that others consider too large, complex, or difficult to pursue.
You're a proven big-game hunter. You've personally opened doors into major enterprise organizations, created opportunities from scratch, and converted them into meaningful revenue. You don't rely on an inherited pipeline, established relationships alone, or an SDR team to generate your success.
You understand how large health systems buy. You know how to navigate the complexity of integrated delivery networks, multiple hospitals, corporate versus local decision-making, clinical stakeholders, and sophisticated procurement organizations.
You can operate in the boardroom and the hallway. You are as comfortable presenting a strategic business case to a health system CEO as you are walking a hospital floor to understand frontline needs. You know that influencing the executive sponsor and earning credibility with the people using the product are equally important.
You play the long game without losing urgency. You can manage extended sales cycles while consistently creating momentum, advancing stakeholder relationships, and finding opportunities for near-term wins.
You're a strategic thinker who executes relentlessly. You can develop a multi-year account strategy but aren't afraid to pick up the phone, make the introduction, conduct the discovery call, or drive the next meeting yourself.
You build partnerships, not just transactions. While your primary instinct is to hunt, you have the judgment and relationship skills to grow an account over time — without becoming a passive account manager.
What You Bring
- 10+ years of successful enterprise or strategic sales experience, preferably in healthcare technology, enterprise software, or complex technology solutions.
- 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.
- Willingness to travel regularly to target accounts, industry events, and customer sites.
Especially compelling:
- 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.
What Success Looks Like
In your first 90 days:
- 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.
In your first 6–12 months:
- 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.
Why Canopy
At Canopy, we're building technology with a direct and meaningful impact on healthcare workers' lives.
This role offers a rare combination: an enormous market opportunity, a mission worth pursuing, direct access to company leadership, and the autonomy to shape how we win some of the most important healthcare organizations in the country.
You'll have the opportunity to create relationships that could fundamentally change the trajectory of our business — and help make healthcare safer at scale.
If you're the kind of seller who sees the largest, most difficult accounts as the most exciting opportunities, we'd love to meet you.