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.