Inside Sales Executive

Location: Remote

Reports To: EVP of Provider Solutions

About Jopari
Jopari is transforming healthcare by eliminating paper from claims administration and accelerating digital workflows. As the leader in the Property & Casualty marketplace, we support Commercial and Government Health Plans, Carriers, and Providers by modernizing claims processes, reducing administrative waste, and enabling efficient electronic communication. We are seeking motivated, mission-driven individuals who want to make an impact while advancing their career.

Position Summary
The Inside Sales Executive is a full-cycle, quota-carrying role responsible for generating, qualifying, advancing, and closing new business opportunities across direct Provider relationships and Channel Partner ecosystems.

This role owns opportunities from initial prospecting through contract execution for deals within defined scope, while exercising judgment to route qualified opportunities to Senior Sales or Account Executives or to Channel Partners when appropriate.

The Inside Sales Executive engages a mix of inbound and outbound prospects, including healthcare Providers and potential Channel Partners such as Clearinghouses, EMR/EHR platforms, RCM vendors, and Medical Billing Service organizations. The role leverages structured discovery, defined sales sequences and scripts, and data-driven prospecting insights provided by Jopari. Success in this position requires strong sales execution, disciplined pipeline management, and the ability to operate in a high-activity, metrics-driven inside sales environment.

Responsibilities

Pipeline Generation & Prospecting

  • Generate new pipeline through outbound prospecting to direct Providers and Channel Partner prospects, including Clearinghouses, EMR/EHR platforms, RCM vendors, and Billing Service companies.
  • Execute defined sales sequences and scripts, tailoring messaging based on prospect data, segment (Provider vs. Channel Partner), and ideal customer profile.
  • Leverage company-provided data analysis, account lists, and insights to prioritize outreach and identify high-propensity prospects.
  • Respond to and qualify inbound leads in a timely and professional manner.

Discovery, Qualification & Deal Execution

  • Conduct discovery calls to understand prospect workflows, pain points, decision criteria, and success metrics.
  • Deliver high-level, web-based demonstrations of Jopari’s product features and functionality to support discovery, qualification, and early-stage deal progression.
  • Qualify opportunities based on established criteria, including deal size, complexity, buyer profile, current systems in use (e.g., Clearinghouses, EMR and RCM platforms), and implementation requirements.
  • Own qualified opportunities from first contact through close, including pricing discussions, proposals, objection handling, and contract coordination.
  • Progress opportunities through defined sales stages while maintaining accurate pipeline forecasts.

Opportunity Routing & Collaboration

  • Identify opportunities that meet criteria for escalation to Senior Sales or Account Executives, scheduling demos or presentations and supporting joint pursuits as needed.
  • Refer appropriate prospects to Channel Partners as part of the qualification process when a partner-led close or referral model is the optimal path.
  • Collaborate closely with Enterprise Sales, Channel Partners, Marketing, and Sales Operations to ensure effective handoffs, consistent messaging, and alignment.
  • Support joint demos or presentations with Senior Sales or Account Executives for more complex or enterprise-level opportunities.

Sales Operations & CRM Discipline

  • Maintain rigorous Salesforce hygiene, including accurate activity tracking, opportunity updates, and pipeline management.
  • Follow established sales processes, qualification frameworks, and reporting requirements.
  • Use dashboards and performance metrics to manage activity levels, pipeline coverage, and revenue attainment.

Market Feedback & Continuous Improvement

  • Provide ongoing feedback on prospect objections, competitive dynamics, and messaging effectiveness.
  • Participate in training and coaching related to product knowledge, industry trends, and sales best practices.
  • Continuously improve outreach effectiveness and conversion rates using data and performance insights.

Qualifications

  • 3–6 years of B2B sales, business development, or inside sales experience.
  • Demonstrated success carrying a revenue quota and closing deals.
  • Experience managing both inbound and outbound sales motions.
  • Comfort with cold calling and high-volume prospecting.
  • Ability to qualify opportunities and exercise judgment on deal routing
  • Experience using Salesforce or a similar CRM to manage pipeline and activities.
  • Strong communication, discovery, and objection-handling skills.
  • Experience selling SaaS, healthcare technology, or workflow-based solutions preferred.
  • Experience selling to healthcare Providers and/or working with Channel Partners such as Clearinghouses, EMRs, RCM platforms, or Billing Services preferred.

Preferred Skills

  • Results-oriented, self-motivated, and accountable
  • Comfortable in a structured, metrics-driven sales environment
  • Strong verbal and written communication skills
  • Organized and disciplined in pipeline management
  • Analytical mindset with the ability to prioritize based on data
  • Collaborative and team-oriented

Why Join Jopari

  • Competitive base salary with commission and incentive opportunities
  • 401(k) with company match
  • Stock options
  • Medical and Dental insurance options
  • Health Savings Account and Flexible Spending Account eligibility
  • Life insurance
  • Paid vacation and sick time

Other
Department: Provider Solutions
Employment Type: Full-Time
Pay Range: $75K – $90K/ year, plus incentive opportunities for new, cross-sell and upsell
Work Model: Remote
Travel: Limited, as needed
Please submit your resume in confidence to: careers@jopari.com