Regional Sales Manager - New Logo

EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we're driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information - when, where and how people need it. We're seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact.

Your Opportunity

We are seeking a motivated and strategic Regional Sales Manager - New Logo team to focus on acquiring and supporting healthcare organizations within a defined segment. This defined segment will primarily be focused on smaller hospitals and healthcare organizations.

A key mission for this role is to develop efficient, repeatable sales and adoption strategies that rely on a tech-touch post-sale model and drive high ROI for clients and for EBSCO.

You will be welcomed as a member of the Clinical Decisions team, specifically within the New Logo Team. In addition to our EBSCO family, you will also be welcomed by our channel partners. Our team enjoys the flexibility and greater work life balance working remotely offers. There will be ample resources, tools, training, and support to ensure your success as an RSM and your development and career growth at EIS.

What You'll Do

• Own and drive new logo acquisition efforts within the defined segment, targeting healthcare organizations primarily within the ≤100 beds and <$50K range.
• Collaborate closely with New Logo RSMs and the broader Sales team to co-develop strategies that ensure unified coverage and reduce overlap while maximizing engagement across accounts.
• Develop a deep understanding of the unique clinical, operational, and financial challenges of smaller healthcare organizations and how EBSCO's solutions, particularly Dyna AI, can support improved patient care and decision-making.
• Conduct tailored, insight-driven outreach and presentations that speak to the value of EBSCO's solutions for smaller health systems, critical access hospitals, and rural health providers.
• Work in lockstep with internal teams, including Marketing, Customer Success, and Product, to ensure efficient onboarding and tech-touch post-sale support.
• Identify and cultivate relationships in organizations with growth potential or those likely to consolidate into larger health systems, establishing EBSCO as a trusted partner from the outset.
• Maintain clear and current records in CRM tools and contribute to territory planning and forecasting.

• Delivering consistent pipeline growth and new logo wins within the assigned segment.
• Creating a repeatable, scalable engagement model for smaller accounts that aligns with EBSCO's broader strategy of supporting healthcare delivery across all sizes and settings
• Supporting the vision of growing the defined segment with strong ROI, driven by an effective close rate and a streamlined, exclusive digital-first post sales adoption process.

• 7+ years of sales experience; preferable in the medical field and a strong understanding of SaaS B2B sales.
• Strong medical acumen and understanding of the United States health care system.
• Outstanding presentation skills.
• Proven communication, follow-up, and sales skills are essential.

• Experience in healthcare sales, especially within smaller community hospitals, rural facilities, or the post-acute care segment.
• Proven ability to work collaboratively across teams while maintaining individual accountability and results focus.
• Strong communication skills, with the ability to clearly articulate complex value propositions to both clinical and administrative stakeholders.
• Comfort with virtual selling models and experience supporting clients through tech-touch post-sale models.
• A growth mindset, eager to build relationships that evolve as customers scale or consolidate into larger systems.
• A demonstrated ability to promote and support accounts within the assigned segment in alignment with EBSCO's shift toward an exclusive tech-touch model for post-sales adoption and ongoing engagement.