[Remote] Account Executive - Full-Cycle (B2B Healthcare SaaS)

Note: The job is a remote job and is open to candidates in USA. Optical Training Institute (OTI) is hiring an Account Executive to drive new customer growth and expand existing customer relationships. This role is responsible for building the sales pipeline, closing new business, and driving expansion from SQL through close in a high-ownership, full-cycle sales environment.

Responsibilities
• Proactively generate and qualify pipeline through outbound prospecting, inbound lead follow-up, and targeted account outreach
• Lead discovery and demo conversations to understand customer needs, buying dynamics, and use cases
• Own opportunities end-to-end from SQL through close, ensuring consistent progression and deal quality
• Maintain accurate pipeline visibility through strong CRM hygiene and forecasting discipline
• Travel to 5-10 events per year to meet prospects and customers
• Close new business across a range of deal sizes and customer types using a consultative sales approach
• Manage pricing, negotiation, and contract execution
• Consistently achieve revenue goals without compromising on customer fit or deal quality
• Help design, document, and implement scalable sales processes, playbooks, and systems
• Identify gaps in the current sales motion and recommend practical improvements across tools, messaging, and execution
• Demonstrate curiosity and ownership by regularly reviewing results and reflecting on outcomes to improve OTI’s sales motion, systems, and processes
• Partner with an Account Manager on larger accounts, supporting relationship management, expansion opportunities, and long-term success
• Own the full post-sale account process for smaller accounts, including onboarding support, engagement, retention, and expansion
• Identify and close upsell opportunities across accounts while proactively mitigating churn
• Serve as a trusted partner to customers by delivering ongoing value and responsiveness

Skills
• 3-5 years of experience in B2B sales, with demonstrated success closing deals in a consultative, longer-cycle sales motion
• Excellent communication, discovery, and relationship-building skills
• Organized, resourceful, and self-directed
• Comfortable using CRM and sales tools (e.g., HubSpot Marketing, Apollo, and LinkedIn Sales Navigator)
• Comfortable working in ambiguity and taking ownership in a fast-moving environment
• Operates with honesty, integrity, and professionalism in all interactions
• High ownership mindset with a strong bias toward execution and accountability
• Resilient, persistent, and comfortable navigating rejection and longer sales cycles
• High emotional intelligence with strong relationship-building and communication skills
• Curious, growth-oriented, and coachable
• Excited to grow alongside a scaling, mission-driven business
• Experience in healthcare, education technology, or optical industry software
• Bachelor's degree

Company Overview
• Optical Training Institute offers ABO-NCLE approved continuing education and exam prep courses for opticians. It was founded in 1989, and is headquartered in Atlanta, Georgia, USA, with a workforce of 11-50 employees. Its website is https://opticaltraining.com.

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