Founding Account Executive

About the Role

Our client is seeking a highly consultative Account Executive to help shape the early go-to-market function for a fast-growing clinical and operational software platform. The ideal candidate excels at deep discovery, masters complex technical products quickly, and confidently navigates intricate operational workflows within the healthcare ecosystem.

Go-To-Market & Sales Motion

• Founder-Led Transition: The current sales motion is relationship-driven and led by the founding team. You will partner directly with them to formalize a repeatable sales playbook.
• Outbound Champion: This is not an inbound-reliant role. You will focus heavily on outbound strategy and self-generating your own pipeline.
• Strategic Collaboration: You will work hand-in-hand with leadership to refine messaging, target profiles, discovery frameworks, and deal execution strategies.

Target Market & Buying Committee

• The Customer: Private, specialty, and private-equity-backed healthcare organizations, including mid-to-large provider groups, Management Services Organizations (MSOs), and specialty medical networks (typically 5+ physicians).
• The Buyer: Practice owners, clinicians, executive operators, and MSO leaders.
• The Environment: These stakeholders are highly sophisticated but naturally protective of their practice workflows. Success requires a seller who avoids aggressive, transactional pitches and instead builds credibility through thoughtful questioning and deep operational empathy.

Commercial Metrics

• Initial Deal Size: ~$50K Average Contract Value (ACV)
• Growth Profile: Significant land-and-expand potential scaling into six-figure contracts
• Sales Cycle: Typically 2 months
• Approach: Outbound-led, augmented by executive referrals and industry networks; heavily relationship-driven and trust-oriented.

Responsibilities

• Drive Net-New Pipeline: Own outbound prospecting into specialty provider groups and healthcare networks. Identify high-fit accounts based on scale, ownership structure, and workflow bottlenecks. Craft highly personalized outreach that addresses real operational friction.
• Execute High-Judgment Discovery: Lead deep-dive conversations with medical and business stakeholders. Uncover staff bottlenecks, patient flow constraints, and system friction to translate operational pain into clear, data-backed business cases.
• Build Clinical & Operational Trust: Demystify modern automation and workflow tech for skeptical buyers. Clearly articulate how the software integrates smoothly into daily practice habits without causing operational disruption.
• Manage Mid-Market Cycles: Guide opportunities from initial contact through procurement, multi-threading across clinical, operational, and financial executives. Build structured close plans and maintain meticulous CRM hygiene.
• Architect the Sales Playbook: Help convert founder intuition into a scalable revenue engine. Document what works—from outreach sequences to objection handling—and pass critical market feedback back to the product and implementation teams.

Requirements

Must-Haves:

• Proven SaaS Background: 3 to 7+ years of quota-carrying B2B SaaS sales experience, preferably touching healthcare or complex workflow environments.
• Mid-Market Deal Experience: Documented success managing $50K+ initial deal sizes with a track record of expanding those accounts over time.
• Pipeline Creator: Exceptional outbound prospecting skills and comfort generating a pipeline from a blank slate via digital outreach, field networking, and industry events.
• Advanced Discovery Skills: A consultative sales style that leads with curiosity and business logic rather than standard pitch decks.
• High-Growth Grit: High agency, resilience, and comfort operating in an early-stage environment without a pre-made playbook.
• Collaboration & Mobility: Ability to take direct feedback from a founding team and a willingness to spend time on-site at the Northeast hub during onboarding and initial ramp.

Strong Pluses:

• Direct experience selling into provider groups, MSOs, or healthcare operations.
• Experience selling workflow automation, advanced data products, or digital transformation software.
• Prior experience as a founding/early AE or early GTM hire.
• Comfort with field sales, medical conferences, and executive relationship-building.

Benefits

• Competitive base salary + commission (50/50 split)
• Great Health/Dental/Vision insurance
• Gym benefit
• Unlimited vacation
• Lunches/dinners in office
• Dog friendly office in New York

Pay

In accordance with New York Labor Code, the good-faith base salary range for this position is $125,000-$150,000 annually + commission. Final compensation will be determined based on various legally permissible factors, including but not limited to the candidate’s relevant experience, specific skill set, education, certifications, and geographic location within New York.