SMB/Mid-Market Account Executive

About the Role

This is a full-cycle Account Executive role at an early-stage AI healthcare technology company building an AI-powered clinical documentation platform loved by clinicians and the agencies that support them. You will own the entire sales motion from first cold call through close, working SMB and mid-market accounts, attending industry conferences, and partnering closely with SDRs, customer success, and leadership to grow revenue and help healthcare organizations move to a better way of working. The company is small by design right now, with one AE on the team today and plans to add more by year-end, so the person who joins next will have real influence on how the sales motion is built.

The ideal candidate is a natural at building relationships quickly, comfortable picking up the phone and creating pipeline from scratch, and has at least four years of B2B SaaS sales experience with a minimum of 12 months inside a startup. You know how to navigate multiple stakeholders, quantify ROI in terms that matter to each account, and keep a disciplined pipeline without needing a large support structure around you. You are energetic, proactive, and genuinely motivated by selling a product that improves patient care. Candidates who have only worked at large enterprises with no startup exposure, or who have focused exclusively on account management without net-new hunting, are not the right fit for this seat.

Key Responsibilities

1. Own the full sales cycle from prospecting and discovery through negotiation and close for SMB and mid-market accounts
2. Conduct outbound cold calls and build relationships from the very first touch, without waiting on inbound alone
3. Qualify inbound interest quickly and advance the right opportunities with urgency and discipline
4. Map your territory by identifying ICP-fit accounts, key contacts, and the specific ways the platform adds value for each
5. Manage pipeline with a clear-eyed view of real deal risk, not just activity logging
6. Clearly demonstrate and quantify ROI in terms tied to the outcomes each account cares about most
7. Work with existing customers to help them transition to the platform, and identify cross-sell and expansion opportunities alongside customer success
8. Represent the company at industry conferences and build relationships that extend beyond the immediate deal

Required Skills & Experience

• 4+ years of B2B SaaS sales experience, with current or recent tenure as an SMB or mid-market Account Executive
• Minimum 12 months of experience inside a startup or early-stage company (dealbreaker)
• Full-cycle closing experience, including self-sourced outbound; candidates with only farming or inbound experience will not be considered
• Proven track record closing deals at $80,000 or above in ACV with SMB or mid-market accounts
• Experience navigating multiple stakeholders in a single sales process
• Four-year college degree
• Must be authorized to work in the United States without visa sponsorship (US citizens and permanent residents only)
• Comfortable building and refining a sales motion with limited process and infrastructure already in place

Preferred Skills

• Experience selling into healthcare, clinical, or health technology environments
• Familiarity with AI-powered or EHR-adjacent products
• Prior experience working alongside or as an SDR or BDR, giving you empathy for the top-of-funnel motion
• Track record of attending and generating pipeline from industry conferences
• Demonstrated history of renewal and cross-sell success in addition to net-new closing