Account Executive

COMPANY OVERVIEW

Healthcare is one of the largest and most important sectors in the world, yet the teams keeping it running are still buried in back-office work that moves across inboxes, faxes, PDFs, portals, phone calls, spreadsheets, and manual data entry.

This company deploys AI to handle the repetitive, manual work slowing down healthcare operations — built for healthcare from the ground up, and fully HIPAA compliant and SOC 2 Type II certified with end-to-end encryption and 24/7 threat monitoring.

A significant portion of operational healthcare work revolves around information flowing in and out of EMR portals, insurance portals, fax systems, emails, lab systems, external provider records, and browser-based workflows. Today, healthcare staff spend enormous amounts of time manually navigating these systems to gather, organize, and move information between them.

Traditionally, this type of automation has been handled through simple bots with rigid, step-by-step programming — functional only when the environment stays predictable. But healthcare workflows don't stay predictable. Records move, patient information is inconsistently structured, portals change layouts, EMRs update, and workflows vary across clinics.

The core of this company's technical investment is building computer-use agents that can operate directly inside messy, ambiguous, and constantly changing healthcare environments — and once information is retrieved, leveraging LLMs to interpret it and automate workflows on behalf of the customer.

WHY THIS OPPORTUNITY

Backed by top-tier VCs and with strong organic growth, this company has scaled from $0 to $1.5M+ ARR in just six months.

JOB DESCRIPTION

We think the ideal profile is not just a traditional SaaS salesperson, but someone who is highly consultative, good at discovery, comfortable learning technical products quickly, and able to navigate complex healthcare operational workflows.

Go-To-Market & Sales Motion

1. The current sales motion is founder-led, relationship-driven, and highly consultative.
2. This is not a pure inbound role.
3. The role will focus heavily on outbound and self-generated pipeline, while working closely with the founders to refine messaging, ICP, discovery, and deal strategy.

ICP & Buying Committee

1. Private and PE-backed healthcare organizations, including provider groups, MSOs, and specialty networks.
2. Specialty outpatient practices
3. Healthcare organizations with more than five physicians.

The buyer is often close to the business and may include physicians, practice owners, operators, executives, and MSO leaders. These buyers are sophisticated but often skeptical. They need a seller who can build trust, ask thoughtful questions, understand workflows, and avoid sounding overly transactional or aggressive.

Commercial Motion

1. Ideal starting ACV: approximately $50K
2. Expansion potential: six-figure contracts over time
3. Typical sales cycle: 2 months
4. Primary motion: outbound-led, with some referral and founder-led inbound support; significant land-and-expand motion
5. Sales style: consultative, relationship-driven, discovery-heavy, and trust-oriented

Core Responsibilities

1. Own and Create Net-New Pipeline

1. Build outbound pipeline into specialty provider groups, private practices, and PE-backed MSOs
2. Prioritize high-fit accounts based on vertical, size, ownership structure, workflow complexity, and buying urgency
3. Develop personalized outreach that speaks to real healthcare operational pain
4. Partner with the founding team to identify referral, conference, field, and network-driven opportunities

2. Run Consultative, High-Judgment Discovery

1. Lead discovery with physicians, operators, executives, and healthcare business stakeholders
2. Understand customer workflows deeply enough to identify where Mello can create meaningful value
3. Ask thoughtful questions around process, staffing, patient flow, operational bottlenecks, and implementation constraints
4. Translate customer pain into clear business cases and solution narratives

3. Build Trust in a Healthcare Buying Environment

1. Communicate clearly and credibly with provider-led organizations
2. De-risk AI adoption by helping customers understand what the product does, where it fits, and how implementation works
3. Build champions by being useful, thoughtful, and commercially sharp
4. Navigate skepticism around AI, workflow change, implementation risk, and operational disruption

4. Manage and Close Mid-Market to Enterprise leaning deals

1. Own opportunities starting around $50K ACV, with room to expand into six-figure contracts
2. Build clear, close plans, control next steps, and create urgency without being overly aggressive
3. Multi-thread across clinical, operational, and executive stakeholders where appropriate
4. Maintain disciplined follow-up, CRM hygiene, and pipeline management

5. Help Build the Sales Playbook

1. Convert founder-led sales intuition into a repeatable process
2. Document effective outreach, discovery questions, demo narratives, objection responses, and close strategies
3. Identify patterns across customer segments and verticals
4. Share market feedback with product, implementation, and leadership teams

Who We’re Looking For

Must-Have

1. 3–7+ years of B2B SaaS sales experience, with meaningful quota-carrying AE experience, ideally in Healthcare domains
2. Proven ability to manage mid-market or complex commercial sales cycles
3. Experience selling deal sizes around $50K+, ideally with expansion into six-figure contracts
4. Strong outbound prospecting ability; comfortable creating a pipeline from scratch
5. Ability to drive pipeline through a variety of methods, including in person events and conferences
6. Excellent discovery skills; leads with questions, not a pitch deck
7. High judgment, strong critical thinking, and the ability to understand customer workflows
8. Relationship-led sales style; credible, thoughtful, and not overly aggressive
9. Ability to build trust with sophisticated or skeptical buyers
10. High agency, urgency, grit, and comfort operating without a mature sales playbook
11. Ability to work closely with founders and receive direct feedback
12. Willingness to spend time in New York during onboarding and ramp-up
13. Excitement about building an early GTM function at a fast-moving healthcare AI company

Strong Plus

1. Experience selling into healthcare, health tech, provider groups, MSOs, or healthcare operations
2. Experience selling AI, automation, workflow, data, or infrastructure-oriented products
3. Prior experience as an early AE, founding AE, founding SDR, or early GTM hire
4. Comfort with field sales, conferences, executive dinners, or in-person relationship-building

Perks:

1. Great Health/Dental/Vision insurance
2. Gym benefit
3. Unlimited vacation
4. Lunches/dinners in the office
5. Dog friendly