Account Executive, Mid-Market

Accountabilities

• Own mid-market sales opportunities end to end, from initial discovery through negotiation and contract signature, while aligning clinical, operational, and business stakeholders.
• Diagnose each practice’s needs early and determine which combination of solutions best addresses its operational and commercial challenges.
• Build compelling financial and ROI cases by understanding practice economics, including accounts receivable, denials, collections, and net collection rates.
• Displace incumbent solutions by demonstrating measurable business value and addressing how existing systems perform in practice rather than relying solely on feature comparisons.
• Apply rigorous qualification standards, validate prospect information, and prioritize opportunities with strong potential for successful close.
• Partner closely with founding BDRs by providing timely feedback on lead quality, qualification, and messaging while demonstrating effective sales practices.
• Maintain accurate pipeline data, forecasting, and opportunity hygiene while contributing insights that improve measurement and sales processes for the mid-market segment.
• Represent the organization at relevant industry conferences and events, with approximately quarterly travel.
• Leverage AI and sales productivity tools such as Gong, Claude, and similar technologies to reduce administrative work and increase selling effectiveness.

Requirements

• 5+ years of overall closing experience, including at least 3 years independently closing six-figure contracts involving complex, multi-stakeholder buying committees.
• Proven experience selling to independent medical practices, with a strong understanding of how clinicians, practice owners, and administrators evaluate purchasing decisions.
• Strong financial and business acumen, including the ability to confidently discuss practice P&L, accounts receivable, denials, and collection performance.
• Experience selling professional services, technology-enabled services, or services combined with software rather than software seats alone.
• Highly disciplined qualification skills, with the confidence to disqualify weak opportunities early and protect sales-cycle efficiency.
• An AI-first mindset and practical understanding of how AI can improve prospecting, discovery, deal management, administration, and overall sales performance.
• Previous experience in a Series A–C startup environment, demonstrating autonomy, adaptability, and comfort operating with ambiguity.
• Strong consultative selling, negotiation, communication, forecasting, and relationship-building skills.
• Experience with interventional psychiatry treatments and related REMS requirements is a plus.
• Familiarity with prior authorization, benefits verification, or payer contracting is advantageous.
• Experience selling EHR, revenue cycle management, or practice management software is also a plus.

Benefits

• Competitive compensation package appropriate for a mid-market Account Executive role.
• Opportunity to manage substantial, six-figure sales relationships with meaningful ownership of the full sales cycle.
• Remote work opportunity within the United States.
• Quarterly travel opportunities to represent the organization at industry conferences and events.
• Fast-paced startup environment with significant autonomy and the opportunity to influence sales processes and go-to-market strategy.
• Opportunity to work at the intersection of healthcare technology, innovative treatment access, and practice growth.
• Access to AI-powered sales and productivity tools designed to reduce administrative work and improve selling effectiveness.
• Additional benefits and compensation details may vary based on the final employment arrangement and location.