About the role
The SMB Account Executive is responsible for acquiring new small-to-medium sized healthcare customers for Studycast/Core Sound Imaging. This role owns the full sales cycle—from prospecting through close—within an assigned SMB territory and/or vertical focus. Success requires strong pipeline discipline, consultative discovery, and the ability to navigate clinical and administrative stakeholders to close new-logo agreements.
Key Responsibilities
- Own new-logo revenue for SMB accounts: build pipeline, qualify, develop, forecast, and close opportunities.
- Execute full-cycle sales motions: outreach, discovery, product positioning, demonstrations, stakeholder alignment, proposal, negotiation, and close.
- Identify and engage key stakeholders across clinical operations, administration, IT, security, and finance/procurement.
- Lead value-based selling: quantify ROI, operational efficiency, and clinical workflow improvements; build business cases.
- Coordinate product demos, workflow reviews, and technical validations with internal teams (Clinical Applications, Product, Security/IT as applicable).
- Navigate procurement requirements: vendor onboarding, security questionnaires, contract redlines, pricing, and approvals.
- Maintain accurate pipeline, close plans, and forecasts in CRM (Salesforce preferred) and follow defined stage exit criteria and hygiene standards.
- Partner cross-functionally with Marketing, SDR support (if applicable), Clinical Applications, and Implementation to ensure smooth handoffs and customer outcomes.
- Track performance against goals (New Logo ARR, pipeline coverage, conversion rates, forecast accuracy, sales cycle time).
Required Qualifications
- 3–5 years of B2B sales experience in healthcare technology, SaaS, or imaging-adjacent solutions.
- Proven ability to prospect, run discovery, and close net-new business.
- Demonstrated success selling to multi-stakeholder environments (clinical + IT + finance/procurement).
- Strong commercial skills: consultative selling, negotiation, and close management.
- Proficiency with CRM (Salesforce preferred) and modern sales tools; strong pipeline discipline and forecasting habits.
- Excellent communication skills, executive presence, and ability to run structured customer meetings.
Preferred Qualifications
- Experience in medical imaging environments (radiology/cardiology), imaging workflow, or reporting solutions.
- Familiarity with healthcare security/vendor requirements and procurement processes.
- Experience selling into multi-site groups, regional systems, or outpatient networks.
Key Competencies
Prospecting and pipeline development, discovery, consultative selling, value-based sales execution, territory planning, negotiation, process adherence, cross-functional partnership, accountability, and consistent follow-through.