Strategic Account Executive

About this role

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…