Legal Retrieval Solutions Account Executive - Scottsdale - ChartRequest

Description

ChartRequest

Hybrid Policy. This is an in-office role in Scottsdale, AZ.

Position: Account Executive - Legal Retrieval Solutions (Account Expansion Focus) 

Company Profile

Founded in 2012, ChartRequest is a leading healthcare information technology and services company dedicated to transforming the record retrieval lifecycle. Within our specialized Legal Retrieval Business Unit, we provide a secure, 100% electronic Retrieval of Information and medical record fulfillment platform. Our solutions are specifically designed to serve the critical needs of legal firms, insurance companies, ERE users, and other requestors requiring Protected Health Information (PHI) for litigation and case management.

We believe in being Helpful, Accountable, and Respectful, Problem-Solving Team Players. Every team member at ChartRequest embodies those core values and attributes on the ChartRequest PATH. Our mission is to eliminate manual processes, streamline case operations, and protect sensitive, business-critical information.The Opportunity: Drive Account Expansion and Value

ChartRequest is seeking a motivated and strategic Account Executive to join our team focused on maximizing revenue and subscription adoption within our existing client base in the legal and insurance markets.

This is an Inside Sales/Account Expansion role where you will be instrumental in identifying and closing opportunities to transition existing transactional clients onto our higher-value, paid subscription products. You will leverage your inside sales skills, strong business acumen, and collaborative approach to drive product adoption, increase lifetime customer value, and ensure long-term client success.

The ideal candidate thrives on building deep relationships, conducting high-volume strategic outbound calls to existing accounts, and working seamlessly with our outbound Business Development Representatives (BDRs) to manage the final stages of the sales cycle.Key Responsibilities

1. Account Expansion & Revenue Growth (Inside Sales Focus):

• Execute a high-volume outbound calling strategy directed at existing ChartRequest accounts to introduce and sell our premium, paid subscription products and services.
• Conduct detailed account reviews to identify opportunities for migrating high-volume transactional users to strategic, contract-based partnerships.
• Own the full sales cycle for account expansion opportunities, from qualification and compelling product demonstration to negotiation and closure.
• Meet and exceed realistic quarterly and annual sales quotas focused on subscription growth and increased Average Customer Value (ACV).

2. Product Expertise & Value Communication:

• Become a deep product expert in the entire ChartRequest legal retrieval platform, clearly articulating the value proposition of 100% electronic ROI, compliance, security, and process efficiency.
• Lead compelling conversations around pricing strategy, differentiation, and the benefits of a HIPAA-compliant, paperless record fulfillment platform over traditional retrieval methods.

3. Collaboration and Sales Efficiency:

• Work cross-functionally with three dedicated Outbound Business Development Representatives (BDRs), providing expert insight and support to seamlessly close new business opportunities they generate.
• Collaborate with Marketing, Onboarding, and Account Management to ensure smooth transitions for expanded accounts and provide ongoing success.
• Ensure timely and accurate documentation of all activities, pipeline movement, and account notes within the company's CRM (Hubspot).

4. Strategic Market Insight:

• Gather and leverage voice-of-the-customer feedback to inform product development and sales strategy, acting as an internal representative for the market's needs.
• Maintain comprehensive knowledge of competitive offerings in the legal retrieval marketplace to position ChartRequest as the superior solution.

Primary Responsibilities

• Execute a sales strategy to identify prospective partners that fit our Ideal Customer Profile, engage with Decision Makers through compelling conversations, demonstrate value of a partnership, and provide a pathway to mutual success for our clients; 
• Become a product expert and display sharp business acumen to lead conversations around our pricing strategy and differentiation
• Research competitive offerings in the marketplace and become a trusted resource for our prospective clients;
• Work collaboratively with members of the team, sharing best practices and successful strategies for driving interest with our prospective client base;
• Build and manage a pipeline of healthcare organizations ranging from independent medical groups to Enterprise accounts;
• Effectively manage time to achieve quarterly metrics to drive successful quota attainment;
• Ensure documentation is up to date and accurate in the company's CRM (Hubspot);
• Represent the interests of our users and market throughout the customer acquisition lifecycle by leveraging insights from user, voice-of-the-customer feedback, and market research to identify opportunities and drive informed, user-centered decisions;
• Demonstrated commitment to the ChartRequest PATH. On the ChartRequest PATH, you'll be bound by a value system that is critical to success. The PATH requires you to be a polite and respectful problem solver in all scenarios, demands accountability, and for all team members to be trustworthy team players while being helpful cross-functionally.  

Required Qualifications & Experience

• 4-year Bachelor's degree or a demonstrated history of 3+ years of success in an Inside Sales, Account Expansion, or B2B Sales role (Required).
• Proven ability to manage a high-volume pipeline and utilize strategic outbound calls to close business within an existing client base.
• Strong written and verbal communication skills, with an ability to conduct persuasive product demonstrations via phone/video conference.
• Comprehensive and current knowledge of company offerings and industry trends, especially within legal record retrieval or Release of Information (ROI) is highly advantageous.
• Familiarity with CRM software (Hubspot a plus), LinkedIn, and Google Suite.
• Motivated, self-driven, highly organized, and committed to the core values of the ChartRequest PATH.
•  Experience with EOS, LVL10 Meetings, and Rock Setting (Preferred)
• Work ethic. Motivated and driven to succeed

Compensation. This role is a sales role with commission based performance. The base compensation will be between $60,000 - $80,000 and the On Target Earnings will be between $120,000 - $160,000 dependent on leadership and management experience. Prior management experience is a requirement for this role.

Hybrid Policy. This is an in-office role in Atlanta, GA OR Scottsdale, AZ.

ChartRequest is an Equal Opportunity Employer

We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

The ChartRequest PATH.

Great expectations between ChartRequestors. Every ChartRequestor is on the ChartRequest PATH. When you are on the ChartRequest PATH you must be a team player that is a polite and respectful problem solver. Being Accountable for your work and actions, as well as being a trustworthy team player is paramount to success on this PATH. If you are on the ChartRequest PATH, you must strive to be helpful at all times to your teammates, clients, and all end-users in the ChartRequest ecosystem. 

P - Polite, Respectful Problem Solver

A - Accountable

T - Trustworthy Team Player

H - Helpful