Preparation at Availity should be deliberate and structured. You are not just being measured on your ability to sell, but on your ability to think critically about the healthcare ecosystem and act as a consultant for our partners.

Consultative Selling – You will be evaluated on your ability to move beyond transactional interactions. Demonstrate your capacity to perform deep discovery, identify pain points, and map Availity solutions directly to those needs.

Strategic Thinking – We look for candidates who can forecast effectively and manage their territory as if it were their own business. Be prepared to discuss how you prioritize high-value opportunities while balancing long-term relationship growth.

Communication & Presence – As a representative of Availity, your ability to present technical concepts to executive-level stakeholders is vital. Practice articulating complex value propositions with clarity and confidence.

The Availity interview process is designed to be straightforward, transparent, and focused on both your technical capabilities and your cultural alignment. Typically, you will begin with a recruiter screen to establish baseline fit, followed by an interview with the hiring manager. From there, you can expect to meet with the wider team to assess how you would collaborate within our existing structure.

Depending on the specific level of the role, you may be asked to present a "Why Me?" presentation. This is a common practice here, designed to give you a platform to showcase your career history, your sales methodology, and the values you would bring to the team. We value candidates who are prepared, authentic, and genuinely interested in our mission.

The timeline above illustrates the typical progression from initial contact to final decision. Use this to pace your study and ensure you have time to prepare for the "Why Me?" presentation, which is a significant component of the evaluation. Note that the process is designed to be efficient; we respect your time and aim to move forward quickly when we find the right match.

Sales Methodology & Execution

We evaluate how you structure your day, your territory, and your deals. Strong candidates show a disciplined, data-driven approach to their pipeline.

Be ready to go over:

• Pipeline Management – How you track and forecast your revenue.
• Consultative Approach – Moving from "selling" to "partnering."
• Negotiation – How you work with legal and leadership to close agreements.

Example scenarios:

• "Walk us through your process for prospecting into a new, complex healthcare system."
• "How do you leverage CRM data to prioritize your daily activities?"

Industry Knowledge

Understanding the nuances of the healthcare landscape is a significant differentiator.

Be ready to go over:

• Revenue Cycle Management (RCM) – Understanding the financial flow of healthcare.
• Regulatory Environment – Knowledge of HIPAA and data security.
• Market Trends – Awareness of what is shifting in the HIT space.

Example scenarios:

• "How has the shift toward digital health impacted your recent sales strategies?"
• "What do you see as the biggest barrier to technology adoption for hospitals today?"

As an Account Executive, your primary responsibility is to drive revenue through both net-new logo acquisition and the expansion of existing accounts. You will be responsible for the full lifecycle of a deal, from initial prospecting and cold outreach to managing high-level negotiations with hospital and health system executives.

You will not work in a silo. You will partner with the Availity marketing team to create effective, value-based messaging and collaborate with technical teams to ensure that the solutions you propose can be seamlessly integrated into a client's existing workflow. Ultimately, you are the face of the company to our partners, and you are responsible for maintaining the high standards of trust and innovation that define our brand.

We are looking for seasoned professionals who have a proven track record in the healthcare technology sector.

• Must-have skills:
  • Minimum of 5–8 years of sales experience in Healthcare IT.
  • Proficiency in CRM tools, specifically Salesforce.
  • Strong negotiation skills and experience working with legal teams to finalize contracts.
  • Ability to travel for client meetings and industry conferences.
• Nice-to-have skills:
  • Existing network within MGMA, HFMA, or similar organizations.
  • Previous recognition as a President’s Club winner or equivalent top-performer status.
  • Deep technical familiarity with healthcare APIs and standard transactions.

Q: How difficult is the interview process? A: Candidates generally report a positive, straightforward experience. While the process is rigorous, the tone is welcoming and transparent, focusing on a two-way dialogue to see if we are a mutual fit.

Q: What is the most important part of the preparation? A: Focus on your "Why Me?" presentation and your ability to articulate the Availity value proposition. We want to see that you have done your research and understand the specific problems we solve for our clients.

Q: Is there a lot of travel involved? A: Yes, for many of our Account Executive roles, travel is required to build and maintain relationships with key stakeholders. Please be prepared to discuss your ability to manage a travel-heavy territory.

• Own your numbers: Be prepared to speak in detail about your past quotas, attainment percentages, and the size of the deals you have closed.
• Do your homework: Research our specific RCM products and understand the current challenges in the healthcare industry.
• Show your process: We value the "how" as much as the "what." Explain your methodology for managing a territory or a long-cycle negotiation.
• Be authentic: Our teams value honesty and openness. Don't be afraid to admit what you don't know—instead, show us how you would find the answer.

The Account Executive role at Availity is a challenging and rewarding position that puts you at the forefront of healthcare innovation. By focusing on your ability to consult, your deep industry knowledge, and your genuine passion for improving patient care, you will position yourself as a top candidate.

We encourage you to review the resources available on Dataford to refine your understanding of our business model and the competitive landscape. With focused preparation and a clear articulation of your past successes, you are well-equipped to make a strong impression. We look forward to seeing the unique value you can bring to our mission.