Account Executive - Central

Preferred Locations: Candidates residing in or near Dallas, Texas, or Chicago, Illinois, are preferred.

Job Summary

Reporting to the Chief Growth Officer, the Account Executive is responsible for developing new business and achieving an assigned sales quota within their designated territory. This role builds and manages a qualified sales pipeline through outbound prospecting, industry networking, partner relationships, referrals, inbound inquires, and disciplined follow-up on all opportunities.

The Account Executive leads consultative sales conversations with healthcare organizations, hospital systems, diagnostic laboratories, healthcare IT vendors, and industry partners. Working with JTG’s Consulting Services teams, the Account Executive identifies client needs, develops appropriate JTG service recommendations, coordinates proposals and statements of work, and advances qualified opportunities through close.

This is a remote, field-based position requiring approximately 40–60% travel, primarily within the assigned territory including overnight travel and attendance at client meetings, conferences, and partner events. Success requires consistent achievement of assigned sales targets, pipeline expectations, and organizational Objectives and Key Results (OKRs).

Job Duties and Responsibilities

 Sales and Territory Management

• Develop and execute a territory sales plan to achieve assigned sales targets and organizational OKRs
• Research and prioritize target accounts and maintain a qualified pipeline through outbound prospecting, inbound leads, referrals, partners, and industry events
• Monitor territory activity, competitive developments, and market trends while consistently advancing qualified opportunities

Consultative Sales

• Conduct discovery and qualify opportunities based on the prospect’s objectives, systems, workflows, challenges, budget, decision-making process, purchasing timeline, and strategic fit
• Present JTG’s capabilities, recommend appropriate services, address questions and objections, and guide qualified opportunities toward a timely decision
• Build trusted relationships with decision-makers, influencers, industry partners, and prospective clients

Opportunity and Proposal Management

• Manage assigned opportunities from initial contact through proposal development, negotiation, and close
• Collaborate with the Chief Growth Officer, Consulting Services team, and subject-matter experts to scope engagements and prepare proposals, Request for Proposal (RFP) responses, presentations, pricing, and Statements of Work (SOW)
• Collaborate closely with Contracting and Finance by providing timely and accurate information, including promptly communicating client-specific requests or arrangements related to contracting, payment terms, invoicing, or other financial matters
• Accurately document sales commitments and coordinate an effective handoff of closed business to the Consulting Services delivery team 

Prospecting and Industry Engagement

• Represent JTG at relevant conferences, partner meetings, user groups, webinars, and healthcare IT events
• Build relationships with referral sources, vendors, consultants, and strategic partners to develop new business and expand existing accounts
• Maintain a working knowledge of JTG’s services, competitors, partners, and relevant healthcare and laboratory IT trends
• Conduct client and partner meetings, including quarterly business reviews, to strengthen existing relationships and identify opportunities with prospective clients

CRM, Forecasting, and Performance Management

• Maintain complete, accurate, and timely CRM records, including next steps, sales stage, probability, anticipated close date, and estimated engagement value
• Provide reliable sales forecasts and promptly communicate significant changes in opportunity status, timing, or probability
• Track performance against assigned prospecting, pipeline, conversion, and sales targets
• Participate in pipeline reviews and use performance data and feedback to improve sales effectiveness

Collaboration and Organizational Responsibilities

• Collaborate with Marketing and other internal teams to coordinate outreach, campaigns, content, and events and to share relevant client feedback and market intelligence
• Perform other related duties as assigned

Job Qualifications

Required Education & Experience

• Bachelor’s degree in Business, Marketing, Healthcare Administration, Information Technology, or a related field, or an equivalent combination of education and relevant professional experience
• Minimum of three (3) years of experience in sales, business development, account management, or another client-facing role involving laboratory IT, clinical laboratory technology, healthcare IT, or related professional services
• Demonstrated understanding of clinical laboratory operations, workflows, information systems, technology challenges, and stakeholder needs, with the ability to recommend appropriate laboratory IT solutions or Consulting Services
• Experience prospecting for new business, qualifying leads, developing and managing a sales pipeline, and working toward an assigned sales quota or other measurable sales objectives
• Ability to communicate and collaborate effectively with laboratory leaders, healthcare executives, IT professionals, vendors, consultants, and internal subject-matter experts
• Experience maintaining accurate sales and forecasting information in a CRM system and proficiency with Microsoft 365 applications
• Ability to work independently in a remote environment, contribute to a collaborative team, and meet the position’s travel requirements, including overnight travel

Preferred Qualifications

• Three (3) to five (5) years of sales or business development experience involving complex laboratory IT, healthcare IT, consulting, professional services, software, middleware, or managed-service solutions, preferably at the hospital or health-system level
• Familiarity with laboratory information systems and related platforms, workflows, integrations, and implementation or optimization initiatives
• Working knowledge of clinical and anatomic pathology operations and relevant healthcare privacy, security, regulatory, and laboratory quality requirements
• Experience developing proposals, presentations, RFP responses, pricing, and Statements of Work and negotiating and closing complex engagements involving multiple stakeholders
• Established relationships with laboratory leaders, healthcare organizations, laboratory IT vendors, consultants, or other industry partners

Competencies

• Self-Starter: Takes initiative, identifies opportunities and next steps without waiting for direction, and follows through on commitments
• Drive: Works with energy, urgency, persistence, and a strong bias toward action while maintaining quality and client trust
• Diversity: Values different backgrounds, experiences, disciplines, and perspectives and engages others whose expertise can improve outcomes
• Results and Execution: Takes ownership of sales targets, pipeline development, lead conversion, follow-up, deadlines, and complete and accurate CRM records
• Consultative Laboratory IT Selling: Understands laboratory operations, workflows, systems, and stakeholders and recommends appropriate services through effective questions and active listening
• Time Management and Availability: Prioritizes responsibilities, manages time effectively, meets deadlines, and remains accessible and responsive during established working hours.
• Relationships and Collaboration: Builds trust and works effectively with individuals and teams across the organization and with external stakeholders
• Professional Judgment and Adaptability: Responds constructively to changing needs and priorities, protects confidential information, communicates honestly, and follows through on commitments