Job Title: Account Executive – DME/HME (West)
Territory: Western United States (west of the Mississippi River)
Location: Remote – candidates residing west of the Mississippi River strongly preferred
Department: Sales
Reports To: EVP, Sales
Job Type: Full-time
About ACU-Serve:
ACU-Serve is a leading provider of end-to-end revenue cycle management solutions focused on various markets within the post-acute healthcare space. With over 30 years of industry expertise, we combine people, processes, and technology to optimize cash flow, improve compliance, and deliver measurable results for our clients through our white glove tech enabled services offering.
Position Overview:
The Account Executive – DME/HME (West) is responsible for developing new business opportunities, building client relationships, and achieving sales targets within the Durable Medical Equipment / Home Medical Equipment space across the western United States. This individual will own and grow ACU-Serve's DME/HME market presence west of the Mississippi, serving as the key point of contact for prospective clients in the territory, demonstrating the value of ACU-Serve's services, and acting as a trusted advisor throughout the sales cycle.
Key Responsibilities:
- Own the western U.S. territory: identify, prospect, and secure new business opportunities within the DME/HME space, selling to providers across respiratory, sleep/PAP, mobility, enteral, and complex rehab categories west of the Mississippi River
- Develop and execute a strategic territory plan to achieve revenue and bookings goals across the West
- Conduct effective sales presentations and product demonstrations to operational and financial decision-makers
- Build and maintain strong relationships with prospective and existing clients within the DME/HME space, with an emphasis on key western markets
- Leverage GPO and channel relationships (e.g., VGM, MHA) to drive pipeline within the territory
- Collaborate with internal teams (marketing, implementation, client services) to ensure smooth client onboarding
- Maintain accurate records of sales activities and pipeline management in CRM software (HubSpot)
- Represent ACU-Serve at industry events, conferences, and trade shows (e.g., Medtrade, VGM Heartland), including events held in the western U.S.
- Stay informed on industry trends, reimbursement and payer dynamics, market activity, and competitor positioning within the territory
Qualifications:
- Bachelor's degree in Business, Marketing, Healthcare Administration, or related field preferred
- Deep knowledge of the DME/HME market, including the full landscape of providers across all tiers (national, regional, specialty, independent), with familiarity in western U.S. markets a strong plus
- Strong existing network and meaningful professional relationships within the DME/HME community
- 3–7+ years of experience in B2B healthcare sales, preferably selling services, RCM, or technology solutions to DME/HME providers
- Working knowledge of DME/HME billing and reimbursement fundamentals (prior authorization, resupply, documentation requirements, payer mix)
- Proven track record of meeting or exceeding sales quotas
- Ability to articulate value across operational and financial stakeholders
- Strong business acumen, communication, and presentation skills
- Self-starter with excellent time management and organizational skills, comfortable managing a large, multi-state territory remotely
- Proficient in CRM systems (e.g., Salesforce, HubSpot) and Microsoft Office Suite
- Self-motivated, goal-oriented, and adaptable in a fast-paced environment
- Willingness to travel regularly throughout the western U.S. for client meetings and industry events
What We Offer:
- Competitive base salary + commission structure
- Health, dental, and vision insurance
- 401(k) with company match
- Generous PTO and paid holidays
- Supportive, team-oriented culture
- Opportunities for professional growth and development
