Job description

Elation is looking for an Sales Engineer - Billing to partner with our commercial selling teams as the billing and revenue cycle expert throughout the sales process. When prospects have detailed questions about claims workflows, denial management, or billing operations, you'll provide deep expertise, solve problems consultatively, and help close deals. This is a pre-sales role focused on problem-solving and expertise, not just running demos. You'll conduct discovery with billing managers and practice administrators, translate complex workflows into clear solutions, and build the internal tools and processes that enable our team to sell with confidence. This is also a builder role. You'll define what this function looks like by creating demo scripts, developing enablement programs, establishing office hours, and partnering with Product Marketing and Product Management to shape our approach. We're looking for someone entrepreneurial who thrives when building something new. This role reports to the Director of Product Marketing with dotted-line reporting to the sales organization. What You'll Do Sales Support (60%) Drive revenue by identifying and advancing qualified opportunities through expert billing consultation Lead in-depth billing and revenue cycle conversations and demos with prospects when Account Executives (AEs) and Customer Success Managers (CSMs) need specialized expertise Conduct discovery with billing managers, practice administrators, clinicians, and other stakeholders to understand their workflows, pain points, and financial goals Translate billing challenges into clear solutions that prospects can act on Partner with AEs to move deals forward by handling objections, validating ROI, and building credibility Run product demos, though the primary focus is problem-solving rather than demo delivery Help prospects understand our AI-powered billing capabilities and the future of revenue cycle automation Build the Function (40%) Create the processes, tools, and enablement resources this new role needs Develop billing training and education programs for Account Executives and Customer Success Managers (CSMs) Run internal billing office hours to answer questions and build team confidence Create and maintain demo scripts, talk tracks, competitive positioning, and sales collateral Serve as a billing expert for Product and Customer Marketing Partner with Product to translate product capabilities into clear value stories that resonate with prospects Share customer insights to inform product roadmap and messaging What We're Looking For Must-Haves: Deep billing and revenue cycle expertise This is non-negotiable. You can independently lead detailed conversations with experienced billing managers and practice administrators. You understand the end-to-end revenue cycle from a practice perspective: scheduling, charge capture, claims submission, payment posting, denial management, A/R follow-up, and patient collections. You also understand the payer side: claims processing, denial reasons, eligibility verification, ERA/EOB, timely filing, and payer rules. You can explain complex workflows in clear, accessible language. 2-5+ years in a solutions engineering or pre-sales role supporting sales of billing or revenue cycle software You've done this job before. You've successfully helped sales teams close deals and drive revenue by providing specialized expertise, conducting discovery, and solving complex problems. You're valued for your subject matter knowledge and ability to translate technical workflows into business solutions that impact the bottom line. Experience selling to medical practices You've worked with primary care, specialty practices, or small independent physician groups. You understand practice operations and what matters to practice owners, administrators, and billing managers. You know how to sell to multiple stakeholders and build consensus across a buying committee. Builder and entrepreneurial mindset You're comfortable defining a new role. You don't need a playbook handed to you. You can create processes, build programs, and establish best practices in a fast-paced environment where things are still taking shape. Quick learner and problem solver You're adaptable and can quickly identify what's needed, then figure out how to deliver it. You're open to feedback and can adjust your approach based on what the team needs. You're a collaborator who supports AEs rather than overshadowing them. AI enthusiast You're excited about AI in healthcare and can position AI-powered billing as an opportunity (not a threat). You're comfortable learning new technology and explaining it to skeptical audiences. Nice-to-Haves: Previous sales or account executive experience before transitioning to solutions engineering Deep payer-side expertise beyond working knowledge (claims processing, denial management, payer rules, coding) Experience with value-based care or alternative payment models Deep understanding of the outpatient billing and revenue cycle solutions in the healthcare market landscape Who You Are Expert: You're confident leading detailed billing conversations without needing to defer to others Consultative: You lead with questions and discovery, not feature lists or prescriptive answers Builder: You're entrepreneurial and comfortable creating structure where none exists Collaborative: You're a team player who supports Account Executives and makes them better at their jobs Adaptable: You thrive in fast-paced environments where priorities shift Coachable: You're open to feedback and can adjust your approach based on what the team needs Customer-focused: You genuinely care about helping practices succeed Salary Range: $100,000 - $140,000k/yr + variable Elation welcomes individuals from all backgrounds and walks of life. Elation is proud to be an Equal Opportunity Employer and is dedicated to creating and maintaining a diverse and inclusive work environment. We are committed to equal opportunity for all employees and applicants, and value individuals with diverse perspectives including, but not limited to: race, color, religion, sex, sexual orientation, socioeconomic status, age, gender identity or gender expression, national origin, disability or veteran status. Elation also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. We firmly believe a strong culture that supports a diverse and inclusive workforce allows us to achieve Elation’s mission of helping independent primary care thrive.

Requirements

Must-haves

This role reports to the Director of Product Marketing with dotted-line reporting to the sales organization.
Sales Support (60%)
Drive revenue by identifying and advancing qualified opportunities through expert billing consultation
Lead in-depth billing and revenue cycle conversations and demos with prospects when Account Executives (AEs) and Customer Success Managers (CSMs) need specialized expertise
Conduct discovery with billing managers, practice administrators, clinicians, and other stakeholders to understand their workflows, pain points, and financial goals
Translate billing challenges into clear solutions that prospects can act on
Partner with AEs to move deals forward by handling objections, validating ROI, and building credibility
Run product demos, though the primary focus is problem-solving rather than demo delivery
Help prospects understand our AI-powered billing capabilities and the future of revenue cycle automation
Build the Function (40%)
Create the processes, tools, and enablement resources this new role needs
Develop billing training and education programs for Account Executives and Customer Success Managers (CSMs)
Run internal billing office hours to answer questions and build team confidence
Create and maintain demo scripts, talk tracks, competitive positioning, and sales collateral
Serve as a billing expert for Product and Customer Marketing
Partner with Product to translate product capabilities into clear value stories that resonate with prospects
Share customer insights to inform product roadmap and messaging
Deep billing and revenue cycle expertise
2-5+ years in a solutions engineering or pre-sales role supporting sales of billing or revenue cycle software
Experience selling to medical practices

Nice-to-haves

Previous sales or account executive experience before transitioning to solutions engineering
Deep payer-side expertise beyond working knowledge (claims processing, denial management, payer rules, coding)
Experience with value-based care or alternative payment models
Deep understanding of the outpatient billing and revenue cycle solutions in the healthcare market landscape

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick