About this role.
CentralReach is seeking a senior Strategic Account Executive to create enterprise pipeline and close new-logo SaaS deals with large ABA, IDD, and PE-backed provider organizations. The role owns the complete sales cycle, including strategic prospecting, executive discovery, solution selling, commercial negotiation, and contract execution. Success requires deep familiarity with the ABA or behavioral-health ecosystem, consultative enterprise selling, and the ability to engage C-suite and private-equity stakeholders. This is a high-autonomy hunter position with substantial travel requirements of up to 50% and ambitious pipeline and ARR expectations.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would first segment the market by clinic footprint, ownership structure, growth activity, technology environment, and operational complexity. I would create account maps for priority organizations, identify executive and clinical champions, develop relevant hypotheses around billing, staffing, compliance, and scale, then execute coordinated multithreaded outreach supported by events, referrals, and targeted content.
I would prepare around the platform's acquisition strategy, clinic count, payer mix, growth goals, and likely operational constraints. During discovery, I would ask structured questions to quantify revenue leakage, utilization, clinician capacity, compliance exposure, and integration challenges, then align the platform's capabilities to measurable business outcomes and an implementation path.
I use a formal account plan and mutual action plan that identifies decision-makers, champions, evaluators, economic buyers, approval processes, and risks. I tailor value messages by stakeholder, maintain documented next steps in CRM, and bring in solutions, legal, and executive resources early enough to avoid late-stage surprises.
I would acknowledge the risk and explore the specific sources of concern, such as data migration, clinician adoption, billing continuity, or implementation bandwidth. I would then build a phased business case that compares the cost and risk of maintaining the current environment with the expected operational gains, while involving implementation experts to establish a credible transition plan.
I manage to leading indicators: target-account coverage, executive meetings, qualified opportunities, pipeline creation, stage conversion, and next-step quality. I review the funnel weekly, identify gaps early, maintain multiple prospecting channels, and use deal reviews to remove obstacles while preserving a healthy pipeline-to-quota ratio.
CentralReach is a leading provider of autism and IDD care software for Applied Behavior Analysis (ABA), multidisciplinary therapy, and special education. Trusted by more than 200,000 users, we enable therapy providers, educators, and employers to scale the way they deliver ABA and related therapies with innovative technology, market-leading industry expertise, and world-class customer satisfaction.
The Opportunity
This is a newly created, high-impact role sitting at the intersection of enterprise sales and market expansion. As a Strategic Account Executive, you will be a pure hunter — building pipeline from scratch, identifying and closing transformative deals with the largest ABA provider groups, multi-site IDD organizations, and PE-backed platform companies in the country.
You will own the full sales cycle — from cold outreach and executive engagement through discovery, solution design, commercial negotiation, and contract execution. You will operate with entrepreneurial autonomy while being fully resourced by a world-class product, marketing, and solutions engineering team behind you.
This role is ideal for a seasoned enterprise sales professional who understands the ABA market deeply, speaks the language of BCBAs and operations leaders, and knows how to navigate complex organizations — including ownership groups and PE sponsors.
What You’ll Do:
Strategic Prospecting & Pipeline Development
- Build and own a robust book of large-account targets including multi-location ABA provider groups (50+ clinics), PE-backed ABA platforms, and IDD/waiver service organizations
- Develop account maps, identify key stakeholders (CEO, COO, CFO, Clinical Directors, PE Sponsors), and execute multi-threaded outreach strategies
- Leverage your ABA network, industry events (CR Unite, APBA, ABAI), and market intelligence to surface new opportunities
Executive Engagement & Solution Selling
- Lead C-suite and PE-level conversations, articulating ROI, total cost of ownership, and strategic value of the CentralReach platform
- Conduct discovery sessions that uncover operational pain points, compliance challenges, staffing inefficiencies, and revenue leakage — and map them to CentralReach solutions
- Partner with Solutions Engineers and Clinical Solutions Consultants to build compelling, customized demonstrations and business cases
Deal Execution & Revenue Attainment
- Own the full enterprise sales cycle from first contact to signed contract, driving urgency and managing complex, multi-stakeholder decisions
- Negotiate enterprise agreements, pricing, and contract terms in collaboration with Legal and Finance
- Meet and exceed quarterly and annual ARR/new logo targets
Market Intelligence & Feedback Loop
- Act as the voice of the market internally — sharing competitive intelligence, prospect feedback, and product gaps with Product and Marketing leadership
- Represent CentralReach at key industry conferences, PE health care summits, and ABA trade events
- Collaborate with the Customer Success and Implementation teams to ensure a seamless post-close transition
What You’ll Bring
Required Qualifications
- 7+ years of enterprise B2B sales experience, with a demonstrated track record of closing large, complex deals ($500K+ ACV)
- Direct experience selling into the ABA, behavioral health, or IDD services market — either as a software/tech vendor, managed services provider, or in an adjacent role (e.g., staffing, RCM, payer relations)
- Proven ability to engage and close at the C-suite and ownership/PE level
- Hunter mentality — you open doors others can’t, build pipeline from zero, and love the challenge of a new logo
- Strong command of consultative and value-based selling methodologies (MEDDIC, Challenger, or equivalent)
- Ability and willingness to travel up to 50% for client meetings, site visits, and industry events
Strongly Preferred
- Field experience in the ABA industry — as a BCBA, practice manager, operations leader, or in a client-facing role within an ABA organization — is a significant differentiator
- Existing network of relationships with ABA group practice owners, DSPs, regional operators, or PE firms focused on behavioral health
- Familiarity with ABA billing, payor contracting, Medicaid/insurance reimbursement, and the operational pressures facing mid-to-large ABA providers
- Experience selling EMR, practice management, or revenue cycle management software in healthcare
- Comfort working in a fast-paced, high-growth SaaS environment with evolving go-to-market strategy
Skills & Competencies
- Exceptional executive presence and communication — written, verbal, and in presentations
- High business acumen; ability to quickly understand an organization’s financial and operational drivers
- Strategic and analytical thinker who can build territory plans, account plans, and business cases independently
- Collaborative and coachable — you compete hard but operate as a team player
- Proficiency with Salesforce or equivalent CRM; experience with sales engagement tools (Outreach, Gong, etc.)
What Success Looks Like
- In your first 30 days, you’ve completed onboarding, built deep product knowledge, and developed a prioritized target account list of 50–75 strategic prospects.
- In 90 days, you have active pipeline across 15+ qualified accounts, have presented CentralReach’s platform to C-suite stakeholders at no fewer than 5 organizations, and have a clear path to your first close.
- In 12 months, you’ve closed 3–5 new enterprise logos, exceeded your ARR target, and established CentralReach as the go-to platform among the largest ABA and IDD organizations in your territory.
Why CentralReach
- Mission-driven company — every deal you close directly improves care for individuals with autism and IDD
- Category leader with a proven, AI-powered platform across the full ABA care continuum
- Competitive base salary + uncapped commission with accelerators for over-performance
- Comprehensive benefits: medical, dental, vision, 401(k) with company match, HSA employer contribution, paid parental leave, generous PTO
- Hybrid and remote-friendly culture — flexibility paired with high performance
- Award-winning company culture: Inc. Best Workplaces, NJ Best Places to Work, Built In Miami Best Places to Work (4 consecutive years)
- Access to leadership: 6-stage interview and mentorship process ensures you’re set up to win
#LI-Remote
Base Salary Range
$125,000—$150,000 USD
Backed by Roper Technologies, Inc. (Nasdaq: ROP), CentralReach is entering an exciting phase of growth, innovation, and scale.
Recognized as one of the best places to work over 10 times by organizations such as Inc, Built In, and NJBIZ, our culture is centered around impact, inclusion, and flexibility. As a hybrid company with collaborative offices in Ft. Lauderdale, FL; Holmdel, NJ; and Verona, Italy, we foster a workplace where top talent can thrive and make a real difference in the lives of those we serve.
We offer competitive compensation, comprehensive health benefits, generous PTO, 401(k) matching, and paid parental leave to our full-time employees. Our team members also enjoy hybrid work schedules, career development support, wellness programs, and opportunities to give back through CR Cares™, our community engagement initiative.
Be part of a market leader driving the future of care. Explore opportunities at centralreach.com/careers.
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