Enterprise Account Executive

Position Overview:

We are looking for a highly motivated Enterprise Account Executive to help us grow revenue within the Home Medical Equipment (HME), Home Infusion, and Specialty Pharmacy markets. This is an exciting, net-new opportunity for someone with 3-5 years of mid-market or enterprise level experience to own the full sales cycle–from prospecting to driving deals to close and everything in between–in a sales territory with an approximate $1M annual quota. We are looking for someone who thrives in both independent and team environments, possesses outstanding communication skills, and is well versed in developing relationships with prospects of various backgrounds and personalities. 

Location: This role is remote with a strong preference for candidates within commuting distance of Atlanta, GA or Philadelphia, PA. We will also consider applicants based in other U.S. locations.

Reports to: Director, Sales

As a Enterprise Account Executive at Trella, you will:

• Manage a named account list to meet or exceed monthly, quarterly, and annual quota goals, win rates, and pipeline goals within the HME, Infusion, and Specialty Pharmacy markets
• Create effective outbound prospecting strategies and conduct a high volume of lead generating activities to build your pipeline including cold calls, emails, and social touches
• Strategize with BDR, Marketing, and Customer Success Teams to break into new accounts as well as expand within existing clients
• Effectively qualify prospects by understanding their goals, plans, challenges, timeline, budget, and decision-making authority
• Deliver quality and tailored demonstrations of our solutions to prospects based on the prospects needs and priorities
• Be responsible for strategic selling by sourcing deals, negotiating pricing and contract terms, and driving deals to close
• Collaborate with internal teams on customer handoff, training, and user adoption along with understanding potential product enhancements and assisting with sharing general market feedback
• Use critical thinking skills to be able to work with clients on solutions, proof of concept, contracting, and strategic selling
• Maintain up to date account information in Salesforce including opportunities, accounts, contacts, and accurate forecasts
• Strive to continuously improve your sales process and demonstrate a willingness to learn and implement best practices
• Build an in-depth understanding of Trella Health’s full portfolio, including our post-acute provider, health system, and Trella community and referral partner offerings, along with the evolving market and competitive landscape, to position Trella as a partner across the continuum of care
• Stay focused on your HME, Infusion, and Specialty Pharmacy accounts while spotting cross-portfolio opportunities, such as shared referral relationships with health systems and post-acute providers, and partnering with peer teams to pursue them
• Use AI tools to automate repeatable sales work such as account research, call prep, meeting summaries, follow-up emails, and CRM updates, so more of your time goes to customer conversations
• Apply AI to analyze pipeline, call recordings, and market data to sharpen targeting, messaging, and forecast accuracy

This job might be a fit for you if you have: 

• Minimum of 3 years of mid-market or enterprise-level experience as a quota carrying sales representative
• Demonstrated success with prospecting, pipeline creation, and qualifying leads
• Familiarity with a software-as-a-service (SaaS) sales process within the healthcare industry is preferred, but not required
• Hands-on experience using AI tools (for example ChatGPT, Claude, Microsoft Copilot, or conversation intelligence platforms like Gong) in your sales workflow, with specific examples of what you have automated or improved
• Curiosity to test new tools, measure what works, and share what you learn with the team
• A strong track record of prospecting leads, closing deals, and meeting quota objectives
• Ability to navigate the strategic levels of customer organizations, identify key decision-makers, build relationships with senior executives and schedule meetings with key stakeholders at various levels within an organization
• A competitive spirit and a drive to be the best in a fast-growing, start-up environment
• A results-driven and highly motivated demeanor who is an independent and resourceful self-starter
• Ability to establish strong team relationships and thrive in a highly collaborative environment
• A strong sense of accountability to help drive productivity and revenue goals for the team and the company
• Ability to travel for industry conferences and company events