SMB Account Executive

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.