Account Executive [Remote]

About the Company:

Based in San Diego, California, CovalentCreative is a technology and healthcare information company shaping the future of eyecare. Through leading brands like Eyes On Eyecare, Glance, and npiQ, we deliver innovative web applications, accredited education, and data-driven insights to tens of thousands of eyecare professionals. Our mission is to empower the people who care for vision with the tools, knowledge, and connections they need to excel.

npiQ is the fastest growing data and analytics platform in optometry and ophthalmology. The platform helps pharmaceutical, and medical device companies discover the right physicians, understand referral patterns and make data‑driven commercial decisions.

Position Overview:

As an Account Executive, you'll own revenue for a defined set of eyecare company accounts and prospects. You'll run a consultative sales process end-to-end—prospecting, discovery, demos, evaluation, negotiation, close, and then expansion. This is a high-autonomy role for someone who can translate data into value, earn credibility with senior stakeholders, and consistently create pipeline.

You'll be joining a mature company (Eyes On Eyecare) with an early stage product (npiQ) that is taking the industry by storm. This role is ideal for someone who wants autonomy, direct exposure to our CEO and CTO, and a clear runway for growth into leadership as the new product scales. Success here opens doors to expanded responsibility and long-term career advancement within the sales organization.

Key Responsibilities

1) Own Pipeline and New Business

• Build and maintain a healthy outbound and inbound pipeline using smart account targeting, research, and multi-channel outreach. 
• Plan to attend 3-5 industry trade shows per year to meet directly with prospects and clients.
• Identify and engage leadership in professional affairs, medical affairs, marketing, analytics, and commercial departments at the world's largest pharmaceutical and medical device companies. 

2) Run a High-Quality Consultative Sales Cycle

• Lead discovery calls to uncover pain points, current workflows, success criteria, and measurable outcomes.
• Deliver compelling demos and use cases that connect npiQ capabilities to the prospect's business priorities.
• Manage evaluation, procurement, and close—balancing speed, quality, and long-term fit.

3) Grow and Retain Revenue in Your Book of Business

• Own renewals and expansion: develop account plans, identify growth paths, and proactively manage risk.
• Partner with Customer Success to drive adoption and ensure customers see ROI early and often.
• Build and maintain genuine and successful executive-level relationships so renewals are outcomes-based—not last-minute price conversations.

4) Become a Trusted Advisor in Eyecare Physician Intelligence

• Develop strong product fluency and be able to explain “what this data does for your business outcomes” in plain language.
• Stay current on market trends affecting physician targeting, marketing and selling to eye doctors, and the eyecare industry.
• Stay current on important ICD10 and CPT codes along with prescription drugs for all of your Clients.
• Bring structured feedback to product and leadership based on what you're seeing across deals and customers.

5) Operate Like an Owner

• Forecast accurately and keep CRM updates clean, timely, and useful to the broader team.
• Manage time and priorities across prospecting, active deals, and account growth without needing heavy oversight.
• Collaborate with marketing and sales leadership to test messaging, refine value propositions, and improve win rates.

Who This Role Is Not For:

This role will not be a good fit if you…

1. If making money isn't a top priority for you in your career.
2. If you don't consistently read books, listen to podcasts, or watch YouTube videos about sales.
3. If you don't genuinely enjoy high quality software products or geek out on data.
4. If you prefer only inbound leads and don't enjoy prospecting.
5. If you need a highly scripted environment (tight talk tracks, rigid sequences, minimal ambiguity), you'll likely feel constrained or frustrated here.
6. If you're uncomfortable selling to senior stakeholders, navigating multi-threaded deals, or being accountable to a number, this role will be challenging.
7. If you don't like learning a data software product deeply (and explaining it clearly), you won't enjoy the day-to-day.

Required Qualifications:

• 3+ years of quota-carrying experience in B2B SaaS sales at a data company (or closely related consultative enterprise software subscription sale).
• Demonstrated ability to build pipeline, run full-cycle deals, and consistently hit targets.
• Strong discovery and executive communication skills,
• Coachable, curious and has a demonstrated work ethic.
• Prior success as demonstrated through consistent quota-attainment.
• Able to translate product features into business value.
• Comfort working in a fast-moving environment with evolving messaging and priorities.
• Experience using a CRM (e.g., Salesforce/HubSpot) and maintaining forecast discipline.

Preferred Qualifications:

• Experience selling data, analytics, or workflow tools into life sciences, medtech, pharmaceutical, biotech, healthcare services, or adjacent markets.
• Track record selling multi-seat subscriptions and expanding accounts over time (renewals + upsell).
• Experience selling to commercial leadership (VP/Director-level buyers), including complex buying committees.
• Familiarity with physician targeting, healthcare markets, or provider/organization data.
• Comfort traveling for key meetings and industry events (as needed).

A note on qualifications:

Not all applicants will have skills that match a job description exactly. CovalentCreative values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having experience with these exact job duties makes for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering this role. We are always looking for people who will bring something new to the table.

Of course, we also offer:

• Competitive salary, commensurate with experience
• Comprehensive health insurance (90% silver plan coverage)
• Vision insurance
• Dental Insurance
• 401(k)
• Annual Profit Share
• Paid Time Off, Sick Time, and Paid Holidays, Flex Time, Bonus Time Off

And some other cool perks…

• Remote: All employees work 100% remotely!
• Volunteer Time Off
• MacBook (Apple equipment)