Account Executive

This is a fully remote position, open to applicants in North Carolina, +1 more state.

📋 Description

• Report directly to the Chief Growth Officer.

• Drive business development and meet assigned sales quotas within the specified territory.

• Create and maintain a qualified sales pipeline through outbound prospecting, industry networking, partner relationships, referrals, inbound inquiries, and thorough follow-up.

• Facilitate consultative sales discussions with healthcare organizations, hospital systems, diagnostic laboratories, healthcare IT vendors, and industry partners.

• Assess client needs and formulate suitable JTG service recommendations.

• Prepare proposals and Statements of Work while advancing qualified opportunities to closure.

• Formulate and implement territory sales plans to achieve designated sales targets and organizational OKRs.

• Conduct research and prioritize target accounts while monitoring territory activities, competitive developments, and market trends.

• Execute discovery processes, qualify opportunities, present JTG capabilities, address inquiries and objections, and guide opportunities towards timely conclusions.

• Establish trusted relationships with decision-makers, influencers, industry partners, and prospective clients.

• Oversee opportunities from initial contact through proposal development, negotiation, and closure.

• Collaborate with the Chief Growth Officer, Consulting Services team, and subject-matter experts on engagements, proposals, RFP responses, presentations, pricing, and Statements of Work.

• Work with Contracting and Finance on client-specific contracting, payment terms, invoicing, and other financial issues.

• Document sales commitments and facilitate the transition of closed business to the Consulting Services delivery team.

• Represent JTG at conferences, partner meetings, user groups, webinars, and healthcare IT events.

• Cultivate relationships with referral sources, vendors, consultants, and strategic partners to generate new business and grow existing accounts.

• Maintain a strong knowledge base of JTG services, competitors, partners, and trends in healthcare and laboratory IT.

• Conduct client and partner meetings, including quarterly business reviews.

• Keep complete, accurate, and timely records in the CRM system.

• Provide reliable sales forecasts and communicate significant changes in opportunity status, timing, or likelihood of closure.

• Monitor prospecting, pipeline, conversion, and sales performance.

• Participate in pipeline reviews and leverage performance data and feedback to enhance sales effectiveness.

• Work alongside Marketing and internal teams on outreach, campaigns, content creation, events, client feedback, and market intelligence.

• Travel approximately 40–60% within the assigned territory, including overnight travel for client meetings, conferences, and partner events.

• Perform other related duties as assigned.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Healthcare Administration, Information Technology, or a related field, or an equivalent combination of education and relevant professional experience.

• At least three (3) years of experience in sales, business development, account management, or another client-facing role related to laboratory IT, clinical laboratory technology, healthcare IT, or related professional services.

• Proven understanding of clinical laboratory operations, workflows, information systems, technology challenges, and stakeholder needs.

• Capability to recommend suitable laboratory IT solutions or Consulting Services.

• Experience in prospecting for new business, qualifying leads, developing and managing a sales pipeline, and achieving assigned sales quotas or other measurable sales objectives.

• Effective communication and collaboration skills with laboratory leaders, healthcare executives, IT professionals, vendors, consultants, and internal subject-matter experts.

• Experience maintaining precise sales and forecasting data within a CRM system.

• Proficiency in Microsoft 365 applications.

• Ability to work independently in a remote setting while contributing to a collaborative team environment.

• Willingness to meet travel requirements, including overnight travel.

• Preferred: Three (3) to five (5) years of sales or business development experience in complex laboratory IT, healthcare IT, consulting, professional services, software, middleware, or managed-service solutions.

• Preferred: Familiarity with laboratory information systems and associated platforms, workflows, integrations, and implementation or optimization initiatives.

• Preferred: Working knowledge of clinical and anatomic pathology operations along with relevant healthcare privacy, security, regulatory, and laboratory quality standards.

• Preferred: Experience in developing proposals, presentations, RFP responses, pricing, and Statements of Work, as well as negotiating and closing complex engagements involving multiple stakeholders.

• Preferred: Established relationships with laboratory leaders, healthcare organizations, laboratory IT vendors, consultants, or other industry partners.

• Ability to prioritize tasks, manage time efficiently, meet deadlines, and remain accessible and responsive during designated working hours.

• Ability to safeguard confidential information and adapt to evolving needs and priorities.

🏝️ Benefits

• Competitive Salaries

• Paid Company Holidays

• Paid Time Off

• Sick Leave

• Flexible Working Hours

• Remote Positions - Work from home

• Health, Dental & Vision Insurance

• 401(k) + Employer Match

• Career Advancement Opportunities

• On-Going Education & Professional Development Opportunities

• Manageable project loads

• Attractive compensation packages