Sales Account Executive

Novopath LLC; United States; Remote; USD 90,000 - 120,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401K

HSA

FSA

Unlimited PTO

Job summary

NovoPath LLC is seeking an Account Executive to own the full sales cycle for its enterprise Laboratory Information System (LIS) sales in a 100% remote role across a defined US territory. You will prospect, qualify, present, negotiate, and close new business, traveling up to 60% for key meetings and trade shows when needed.

You will build a robust pipeline, engage with lab directors, pathologists, IT, and executives, and drive results in a high-volume territory as part of a fast-growing SaaS

Qualifications

• 4–5+ years of professional sales experience as an Account Executive with quota track record.
• Experience developing new business in a defined territory, self-sourcing leads and pipeline.
• Experience selling enterprise B2B SaaS with multi-stakeholder cycles.
• Strong consultative discovery, negotiation and closing skills.
• Proficiency with Salesforce, HubSpot, ZoomInfo and productivity tools.

Responsibilities

• Meet and exceed new-logo sales quotas using a MEDDPICC-based approach from first contact to close.
• Continuously prospect to build territory pipeline with multiple tools and inbound leads.
• Research target labs, identify decision-makers, and map buying committees.
• Conduct discovery to understand workflows, pain points, and technical requirements.
• Deliver product demonstrations and provide technical deep-dives with teams.
• Develop tailored proposals, pricing, ROI cases, and navigate RFPs and contracts.
• Track sales activity and forecasts in Salesforce; provide territory insights to leadership.
• Coordinate with internal/external teams to drive success through implementation.
• Attend trade shows and conferences to turn contacts into pipeline.

Skills

Sales experience

New-logo hunting

Territory management

SaaS sales

Negotiation

Communication

Tools

Salesforce

HubSpot

ZoomInfo

6Sense

LinkedIn

Job description

Do you have a track record of closing complex, enterprise SaaS deals? Do you enjoy building your own pipeline and owning a deal from first conversation to signed contract?

Did you answer ‘yes’ to any or all of the above questions? If so, then how would you like to leverage all of that experience by working for a dynamic, fast-growing SaaS company?

THE COMPANY:

NovoPath is embarking on its next phase of growth after establishing itself as a leading, U.S. based Lab Information Systems (LIS) company. With over 30 years of experience serving the Anatomic and Clinical Pathology, Molecular and Genetic Testing, and Clinical Trials markets, NovoPath provides a powerful SaaS solution that enables labs to maximize efficiency and reduce human error, promoting superior patient care. The Company is highly regarded in the market for its innovation, customer experience, and product features.

THE POSITION:

As an Account Executive, you will be responsible for prospecting and selling NovoPath products and services to new business partners within a defined region. You will be solely focused on securing new business opportunities, owning the full sales cycle for NovoPath’s enterprise Laboratory Information System (LIS) from sourcing and qualifying your own leads through negotiation and close. The ideal candidate must be able to work effectively and efficiently within a large, high-volume territory while traveling to meet and exceed set sales goals and must actively prospect to grow the opportunity pipeline. The ideal candidate has previous experience developing and cultivating new business in an assigned territory.

We are looking for a proactive hunter. This position requires exceptional verbal and non-verbal communication skills and the ability to work well with others in person, via internet communication platforms, and over the phone. You will navigate complex buying committees of lab directors, pathologists, lab managers, IT, and executive leadership across 6–12 month enterprise sales cycles, translating a highly technical solution into clear business value tailored to each prospect. Handling multiple tasks and working with a variety of people at all levels, both internally and externally, along with dependability, flexibility, organization, attention to detail, professionalism, and perseverance, are all integral to your success in this role.

WHAT YOU WILL DO:

• Meet and exceed new-logo sales quotas for your territory, using a consultative, MEDDPICC-based approach to advance opportunities from first contact through close
• Continuously prospect to build your territory pipeline using Salesforce, HubSpot, 6Sense, ZoomInfo, cold calling, email, LinkedIn, and other tools, and convert marketing-generated inbound leads assigned to your territory
• Research target labs, identify key decision-makers and influencers, and build relationship maps across buying committees
• Conduct in-depth discovery to understand each lab’s workflows, pain points, and technical requirements
• Deliver compelling product demonstrations and presentations, partnering with product and implementation resources on technical deep-dives
• Develop tailored proposals, pricing, and ROI-based business cases, and navigate RFPs, security and compliance reviews, and contract negotiations
• Track all sales activity and forecasts in Salesforce, and provide regular territory overviews and insights to NovoPath leadership
• Build relationships and proactively involve the right internal and external personnel to ensure success through the sales process and into implementation
• Continuously deepen your product and industry knowledge through NovoPath training, cross-department collaboration, and industry resources
• Represent NovoPath at trade shows and industry conferences, turning event contacts into new pipeline

Requirements

WHAT YOU NEED TO BE SUCCESSFUL:

• 4–5+ years of professional sales experience as an Account Executive, with a proven track record of consistently meeting or exceeding annual quota
• Previous experience developing and cultivating new business in an assigned territory, including self-sourcing leads and building your own pipeline as a new-logo hunter
• Experience managing a large, high-volume territory that may require significant travel
• Experience selling enterprise B2B SaaS with 6–12 month, multi‑stakeholder sales cycles
• Strong consultative discovery, negotiation, and closing skills
• Proficiency with Salesforce, HubSpot, ZoomInfo, and corporate productivity and web presentation tools
• Excellent verbal, non‑verbal, and written communication skills, with strong listening and presentation skills for both technical and executive audiences
• Ability to multitask, prioritize, and manage time effectively with minimal direction, backed by drive, grit, and a strong desire to compete and win as part of a team
• Nice to have: Healthcare, laboratory, or healthcare IT sales experience, or experience selling a highly technical, complex solution (e.g., LIS, EHR, or other clinical software), and experience with MEDDPICC or a similar enterprise sales methodology (e.g., MEDDIC, Challenger, Sandler)

POSITION & WORKPLACE DETAILS:

• This is a full-time position with a base salary plus commission
• This position is a 100% remote role
• Travel can be extensive (up to 60%) for prospect and customer visits, industry conferences and company meetings
• Candidates must be able to cover travel expenses and then submit them for reimbursement according to NovoPath’s standard expense reimbursement policies
• Role reports directly to the Vice President of Sales and Marketing
• Benefits include Medical, Dental, Vision, 401K, HSA, FSA
• Unlimited PTO

Compensation

Base pay of 90k-120k DOE. Commission target of 90k-120k annually. Presidents Club incentives.