Enterprise Transformation Executive

About the Role

We are looking for a driven and strategic Enterprise Transformation Executive to join our growing sales team. Reporting to the Sales Leader, you will manage the full sales cycle for our largest and most complex opportunities, including multi-site clinic groups and enterprise-scale ABA providers. This role is ideal for someone who thrives in longer, multi-stakeholder sales cycles, is comfortable navigating complex organizations, and is motivated by closing deals that make a real difference.

What You'll Do

Full-Cycle Enterprise Sales

• Manage the end-to-end sales process for enterprise accounts, including discovery, demos, multi-stakeholder alignment, proposal development, negotiation, and closing
• Prospect within defined enterprise target markets, researching and engaging large clinic groups and regional health systems to build a high-quality pipeline
• Build strong, consultative relationships with decision-makers across clinical, operational, and executive levels
• Understand each customer's priorities and tailor Frontera's value proposition to address what matters most to their organization
• Navigate complex buying processes including procurement, legal, and compliance reviews, keeping deals moving without creating friction
• Collaborate with SDRs to ensure enterprise leads are effectively qualified and pursued

Pipeline and Forecasting

• Maintain accurate records of all sales activity, opportunities, and pipeline in the CRM
• Provide regular forecasts and updates to commercial leadership team 
• Identify risks and opportunities in the pipeline and proactively address them

Market and Customer Insights

• Gather insights from enterprise prospects and customers to inform product, marketing, and growth strategies
• Represent Frontera at industry events, conferences, and customer meetings
• Continuously refine messaging, sales collateral, and approach based on feedback and results

What You Bring

Experience and Qualifications

Required:

• 8+ years of experience in B2B sales or account management, with a focus on enterprise or complex deal cycles; healthcare and behavioral health experience a plus
• Proven track record of meeting or exceeding sales targets on larger, multi-stakeholder deals
• Strong consultative selling skills and ability to navigate complex organizations and buying processes
• Excellent communication and negotiation skills, including comfort engaging clinical and executive stakeholders
• Comfortable managing multiple deals and competing priorities across longer sales cycles

Preferred:

• Experience selling to multi-site healthcare providers, ABA practices, or similar clinical organizations
• Familiarity with CRM tools (HubSpot preferred)
• Experience in a startup or early-stage company environment

Traits and Characteristics

• Self-motivated and results-driven
• Strong communication and interpersonal skills
• Customer- and outcome-focused
• Comfortable navigating ambiguity and longer deal timelines
• Collaborative and able to work cross-functionally with SDRs, CS, and Product
• Creative and open-minded, with a willingness to try new approaches and refine your motion based on what you learn

Location

Flexible, with a preference for San Francisco, CA. This role requires up to 30% travel for conferences, events, and in-person client meetings.

Why This Role Matters

The Enterprise Transformation Executive is a key driver of Frontera's growth, connecting large clinic groups and health systems to our platform so more families can access care. By owning complex, high-impact deals, you'll directly expand our reach, strengthen our market position, and help more children in underserved communities get the support they need.

We have determined a total compensation range for this position that takes into account several factors including experience, knowledge, education, skills, and abilities. Please note that the salary information is a general guideline and the exact salary will be determined based on the individual’s qualifications and experience, with consideration given to the factors listed above. All full-time employee benefits include a stake in shared success through stock options, health benefits, 401(k) plan, and 4 weeks of PTO per year.

The base salary for this position is $150,000, plus substantial variable compensation based on quota attainment.