Healthcare Revenue Cycle & Collections (Direct Sales)
Sales Executive – Healthcare Revenue Cycle & Collections (Direct Sales)
Job Summary
The Sales Executive – Healthcare Revenue Cycle & Collections will drive direct sales into healthcare-focused collections agencies, early-out vendors, and revenue cycle partners.
This role is responsible for developing and executing sales strategies that position RevSpring’s patient engagement, payment, and analytics solutions to improve recovery rates, enhance patient financial experience, and ensure compliance within a highly regulated healthcare environment.
Target accounts include healthcare collection agencies, early-out/self-pay vendors, extended business office (EBO) providers, and RCM partners. Leads originate from marketing, BDR efforts, personal networks, and targeted account strategies.
Essential Functions
- Develop and execute a territory strategy focused on healthcare collections and revenue cycle partners, prioritizing agencies aligned to healthcare servicing.
- Build and manage account plans that map decision-makers across operations, compliance, IT, and client services within healthcare collections organizations.
- Conduct consultative discovery centered on healthcare-specific challenges such as:
- Patient financial engagement and digital adoption
- Bad debt recovery optimization
- Early-out vs. bad debt placement strategies
- Regulatory constraints (HIPAA, TCPA, FDCPA)
- Align RevSpring solutions to improve:
- Patient communication strategies (omnichannel engagement)
- Payment capture and self-service adoption
- Operational efficiency and agent productivity
- Develop and present ROI-driven business cases tied to:
- Liquidation rate improvement
- Cost-to-collect reduction
- Increased digital payment yield
- Partner with internal teams (product, compliance, legal, operations) to ensure solutions meet healthcare regulatory and client requirements.
- Collaborate with Marketing to build vertical-specific campaigns and messaging targeting healthcare collections and RCM audiences.
- Lead RFP responses and complex proposal development, particularly for agency consolidations and large health system outsourcing initiatives.
- Deliver executive-level presentations and demos tailored to agency leadership and healthcare client stakeholders.
- Maintain disciplined pipeline management, CRM hygiene, and forecast accuracy.
- Establish long-term trusted advisor relationships with agency executives and their healthcare provider clients.
- Proven success selling into or working within healthcare collections, revenue cycle, or adjacent healthcare financial services markets
- Strong understanding of:
- Healthcare revenue cycle workflows (early-out, bad debt, EBO)
- Patient billing and payment ecosystems
- Compliance frameworks (HIPAA, TCPA, FDCPA, state regulations)
- Experience selling SaaS, digital engagement, payments, or analytics solutions
- Demonstrated ability to navigate complex, multi-stakeholder healthcare sales cycles
- Strong consultative selling and value-based positioning skills
- Ability to build financial models tied to collections performance and ROI
- Excellent communication, presentation, and negotiation capabilities
- Willingness to travel up to 50%