Account Executive (West Coast)

Position Overview

ICANotes is seeking a high-energy, results-driven Account Executive focused on outbound prospecting and new business development within the behavioral health market. This role is responsible for generating pipeline through strategic outbound activity, managing the full sales cycle, and helping behavioral health organizations modernize their clinical and operational workflows through the ICANotes platform.

The ideal candidate lives on the West Coast is highly motivated, disciplined in outbound execution, comfortable operating in a fast-paced SaaS environment, and capable of building trust with healthcare decision-makers ranging from individual practice owners to group CEO's and operational executives

This position is ideal for a consultative seller who thrives on creating opportunities, running discovery conversations, and consistently exceeding quota.

Key Responsibilities

Outbound Prospecting & Pipeline Generation

• Generate new business opportunities through strategic outbound prospecting efforts including cold calls, email campaigns, LinkedIn outreach, referral development, and territory-based targeting.
• Build and maintain a consistent pipeline of behavioral health providers, clinics, group practices, and CMHCs.
• Conduct high-volume outbound activity while maintaining personalized and consultative engagement.
• Identify key decision-makers and navigate multi-stakeholder sales environments.

Sales Process Management

• Own the full sales cycle from prospecting through close.
• Conduct discovery calls to understand operational, clinical, financial, and workflow challenges within behavioral health organizations.
• Deliver compelling product demonstrations aligned to customer pain points and organizational goals.
• Develop proposals, pricing discussions, and contract negotiations.
• Maintain accurate forecasting and opportunity management within Salesforce or CRM platform.

Consultative Selling

• Position ICANotes as a strategic partner in improving documentation efficiency, compliance, clinician experience, and operational outcomes.
• Understand behavioral health workflows, reimbursement considerations, and EHR buying dynamics.
• Collaborate cross-functionally with implementation, customer success, marketing, and leadership teams to support successful customer acquisition.

Performance Expectations

• Meet or exceed monthly, quarterly, and annual quota targets.
• Maintain activity metrics including outbound calls, meetings booked, demos completed, and opportunities created.
• Consistently advance pipeline stages with urgency and professionalism.
• Participate in ongoing sales training, coaching, and process improvement initiatives.

Qualifications

• 5+ years of SaaS sales experience, preferably in healthcare technology, EHR, or behavioral health.
• Proven success in outbound prospecting and quota attainment.
• Strong experience running full-cycle sales processes.
• Excellent communication, presentation, and objection-handling skills.
• Ability to thrive in a metrics-driven environment.
• Experience using Zoho or comparable CRM systems.