Strategic Accounts Healthcare Provider — Revenue Cycle Services

October 23, 2026

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Strategic Accounts (Healthcare Provider) - Revenue Cycle ServicesLocation: Southeastern United States About Firstsource Firstsource is a leading global provider of business process services and a part of the RP-Sanjiv Goenka Group. We deliver Intelligence that Operates — deep domain expertise, encoded into AI-powered systems that don’t just advise or automate, but operate end-to-end with accountability. In healthcare, we partner with the nation’s most respected hospitals and health systems to redesign and run revenue cycle operations that improve cash, reduce denials, and lift patient experience. Our work is inch-wide and mile-deep in the verticals we serve, with 25+ years of operational expertise built into every engagement.We make it happen. The Opportunity The leader, Strategic Accounts is a senior individual contributor responsible for protecting, expanding, and deepening relationships within a portfolio of Firstsource’s most strategic hospital and health system clients in our Healthcare Provider Revenue Cycle Services business. This is a true “farmer” role — your mandate is multi-year account growth. You will be measured on retention, expansion, cross-sell, and the long-term health of your accounts, not on net-new logo acquisition. You will partner closely with Delivery, Solutions, Operations, and Marketing leaders to bring the full power of Firstsource’s RCM portfolio — including our AI-enabled offerings — to bear on each client’s most pressing financial and operational priorities. If you are a healthcare RCM veteran who has spent a decade or more growing complex enterprise relationships at the C-suite level, and you take pride in turning a $5M account into a $20M account through trust, outcomes, and disciplined account planning, this role is built for you. What You’ll Do <ul><li>Own and grow a portfolio of strategic hospital and health system accounts, with full accountability for revenue, retention, NPS, and account profitability</li><li>Build trust-based relationships across the client C-suite and senior executive team — CFO, Chief Revenue Officer, COO, CIO, VP of Revenue Cycle, VP of Patient Financial Services, and others</li><li>Develop and execute multi-year strategic account plans that map each client’s strategic priorities to Firstsource’s full RCM portfolio: patient access, mid-revenue cycle (coding, HIM, CDI), A/R management, denials and underpayments, self-pay and patient collections, and AI-enabled revenue cycle solutions</li><li>Identify, qualify, and close cross-sell and upsell opportunities; lead complex, multi-stakeholder pursuits within existing accounts</li><li>Lead executive business reviews (EBRs/QBRs); translate operational performance and outcomes into commercial growth conversations</li><li>Partner with Delivery and Operations leaders to ensure flawless execution — credibility earned through outcomes is the foundation for expansion</li><li>Negotiate renewals, expansions, MSAs, SOWs, and outcome-linked commercial constructs</li><li>Maintain disciplined Salesforce hygiene; deliver accurate forecasts and pipeline against quarterly and annual revenue targets</li><li>Represent Firstsource at industry forums and conferences (HFMA, Becker’s, HIMSS, AHA, etc.)</li><li>Stay ahead of the trends reshaping healthcare provider economics — payer-provider dynamics, regulatory shifts, labor pressures, and the rapidly evolving role of AI and agentic automation in revenue cycle</li></ul> What You’ll Bring Required <ul><li>10+ years of experience in healthcare provider revenue cycle services, with a strong mix of strategic sales and enterprise account management</li><li>A demonstrable, quota-carrying sales track record — consistent attainment, multi-million-dollar deal cycles, and named-account expansion</li><li>Deep working knowledge of hospital and health system operations, the end-to-end revenue cycle, and the major EHR ecosystems (Epic, Oracle Health/Cerner, Meditech)</li><li>Proven ability to navigate complex, matrixed buying centers and earn trust with senior healthcare executives</li><li>Strong commercial acumen across pricing, contracting, MSAs/SOWs, and outcome-based commercial structures</li><li>Experience working in or alongside outsourced/managed services environments at scale</li><li>Disciplined CRM and forecasting practices (Salesforce strongly preferred)</li><li>Bachelor’s degree</li><li>Ability to travel 30–50%</li></ul> Preferred <ul><li>MBA or other advanced degree</li><li>An existing network of CFO, CRO, COO, and CIO-level relationships within U.S. hospitals and health systems, particularly in the Western U.S.</li><li>Familiarity with AI-enabled RCM, agentic workflows, and automation platforms in revenue cycle</li><li>Track record of growing strategic accounts into $10M+ ACV relationships</li><li>Experience presenting at major industry events (HFMA, Becker’s, HIMSS)</li></ul> Location & Travel This is a fully remote role. Travel will average 30–50% for client visits, internal meetings, and industry events. Equal Opportunity Firstsource is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law.

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