Account Executive - Full-Cycle (B2B Healthcare SaaS)

About the Role

Optical Training Institute (OTI) is hiring an Account Executive to drive new customer growth and expand existing customer relationships. This is a high-ownership, full-cycle sales role responsible for building our sales pipeline, closing new business, and driving expansion from SQL through close. This is an ideal opportunity for someone who is excited to join a mission-driven company, thrives in a fast-paced environment, and is looking to grow alongside a scaling business. The role offers meaningful exposure to leadership, the chance to help shape repeatable sales processes, and the opportunity to make a tangible impact on OTI’s growth trajectory. The ideal candidate will have experience with longer, consultative B2B sales cycles and is comfortable navigating multi-stakeholder buying processes. We are seeking someone who can flex down to smaller deals while growing into larger, strategic enterprise opportunities over time. You will work closely with OTI leadership and marketing to refine messaging, build scalable sales systems, and help establish a high-quality, repeatable sales motion that supports long-term growth.

Compensation

• Compensation is 50% base salary and 50% performance bonus

Role Overview Lead Generation & Pipeline Development

• Proactively generate and qualify pipeline through outbound prospecting, inbound lead follow-up, and targeted account outreach
• Lead discovery and demo conversations to understand customer needs, buying dynamics, and use cases
• Own opportunities end-to-end from SQL through close, ensuring consistent progression and deal quality
• Maintain accurate pipeline visibility through strong CRM hygiene and forecasting discipline
• Travel to 5-10 events per year to meet prospects and customers

Closing New Business

• Close new business across a range of deal sizes and customer types using a consultative sales approach
• Manage pricing, negotiation, and contract execution
• Consistently achieve revenue goals without compromising on customer fit or deal quality

Sales Systems, Processes & Continuous Improvement

• Help design, document, and implement scalable sales processes, playbooks, and systems
• Identify gaps in the current sales motion and recommend practical improvements across tools, messaging, and execution
• Demonstrate curiosity and ownership by regularly reviewing results and reflecting on outcomes to improve OTI’s sales motion, systems, and processes

Account Management & Retention

• Partner with an Account Manager on larger accounts, supporting relationship management, expansion opportunities, and long-term success
• Own the full post-sale account process for smaller accounts, including onboarding support, engagement, retention, and expansion
• Identify and close upsell opportunities across accounts while proactively mitigating churn
• Serve as a trusted partner to customers by delivering ongoing value and responsiveness

Additional Considerations Qualifications:

• 3-5 years of experience in B2B sales, with demonstrated success closing deals in a consultative, longer-cycle sales motion
• Experience in healthcare, education technology, or optical industry software preferred
• Excellent communication, discovery, and relationship-building skills
• Organized, resourceful, and self-directed
• Comfortable using CRM and sales tools (e.g., HubSpot Marketing, Apollo, and LinkedIn Sales Navigator)
• Comfortable working in ambiguity and taking ownership in a fast-moving environment
• Bachelor's degree preferred

Personal Attributes:

• Operates with honesty, integrity, and professionalism in all interactions
• High ownership mindset with a strong bias toward execution and accountability
• Resilient, persistent, and comfortable navigating rejection and longer sales cycles
• High emotional intelligence with strong relationship-building and communication skills
• Curious, growth-oriented, and coachable
• Excited to grow alongside a scaling, mission-driven business

About the Company

Optical Training Institute (OTI) is the all-in-one learning and development platform for eyecare professionals. For over 30 years, we’ve supported more than 30,000 learners across the optical industry with high-quality, affordable education that strengthens clinical skills, advances careers, and improves the patient experience. OTI’s platform includes tools for hiring and skill assessments, onboarding, job training, certification preparation, and continuing education. Our expert-developed curriculum helps eyecare teams stay ahead of industry trends, meet regulatory requirements, and enhance patient care. By streamlining professional development in one convenient platform, OTI empowers both individuals and employers to build stronger, more engaged teams while simplifying training, compliance, and certification processes. Next Steps We encourage you to apply, even if you do not meet all qualifications. We value diverse perspectives and look forward to reviewing your application. Apply tot his job Apply To this Job