Account Executive - Ophthalmology EMR & RCM (Southwest)

Position Summary

This role is a full-cycle, new logo Account Executive role responsible for acquiring net-new Optivate customers. The Account Executive owns the sales process from initial prospecting through closing and works closely with the internal teams to deliver a thoughtful, consultative buying experience aligned with Optivate’s mission, vision, and values. This role is suited for a professional who takes ownership, values preparation, and follow-through, and is motivated by contributing to meaningful outcomes for customers and the broader organization.

**Candidates must be year-round residents of Arizona or Texas to be eligible for this position.

Key Responsibilities

• Own the full sales cycle — prospecting, discovery, demo, negotiation, and close — selling SaaS-based EMR, practice management, patient engagement, and RCM solutions into ophthalmology practices and ambulatory surgery centers (ASCs)
• Lead structured, consultative discoveries with physicians, practice managers, and administrative and billing stakeholders
• Translate operational and financial challenges into clear, measurable business value
• Guide prospects through competitive evaluations by articulating differentiation and fit
• Build and manage a pipeline of new-logo opportunities while identifying expansion and upsell paths within existing accounts (additional locations, provider seats, and add-on RCM services)
• Consistently meet or exceed quota through accurate forecasting, disciplined CRM hygiene, and reliable follow-through across a multi-stakeholder buying process
• Collaborate cross-functionally and with leadership to support execution and alignment
• Operate with integrity and accountability, prioritizing long-term customer success

Qualifications

• 3+ years of full-cycle B2B SaaS sales experience, with a documented record of meeting or exceeding quota
• Experience selling into healthcare, ideally EMR, practice management, patient engagement, or RCM solutions
• Demonstrated ability to run consultative discovery and sell to multiple stakeholders, including clinical, administrative, and financial decision-makers
• Strong command of a defined sales methodology and CRM discipline (pipeline management, forecasting, and accurate reporting)
• Excellent communication and presentation skills, with the ability to translate operational and financial pain points into measurable business value
• Willingness to travel periodically for onsite client visits and industry tradeshows.
• Experience using CRM platforms such as HubSpot or Salesforce

What We Offer

• Competitive base salary plus commission, and performance-based bonus
• Remote work model with flexibility and work-life balance
• Comprehensive benefits including medical, dental, vision, and 401(k)
• Generous paid time off and holiday schedule
• Opportunity to grow within a mission-driven and innovative healthcare tech company