Founding Account Executive
Mpathic
Keeping the human in AI. mpathic is a trusted leader in advancing clinical accuracy and quality through AI-powered oversight. Backed by over a decade of scientific validation, its comprehensive platform analyzes and interprets conversational and contextual data. By integrating human and AI analytics, it drives enhanced organizational efficiency, with patient safety as the top priority.
From a seed-stage, VC-backed start-up, our journey has been backed by notable investors including Foundry.vc and Next Frontier Capital. We were selected by Google for Startups AI Academy, and our founder was an AWS Spotlight Founder.
We’re ready to bring on a proven seller who can help us turn a great product into a repeatable go-to-market motion. The Founding Account Executive is excellent at selling and building sales operations. This person has a proven track record selling to life sciences customers. In addition, this person has the ability to talk about SaaS and AI/ML and is excited to work with a fantastic founding team.
ABOUT YOU:
- You’re the Swiss Army Knife of GTM: You like to roll up your sleeves and sell directly. You understand that at this stage, execution is everything - you'll need to both drive revenue personally and develop the playbook that will scale.
- You love winning: You have a proven track record in enterprise B2B SaaS sales with technical products or AI/ML solutions. You see the potential in pre-product market fit, and you have worked with a founding team to find the winning market.
- You’re creative and take risks: You can actively iterate and test various GTM strategies to determine what works and where to focus. You are comfortable drafting and testing your own sales assets, and testing your thinking with a hypothesis-driven approach. You have the ability to identify and prioritize market segments, refine our value proposition, and establish sales processes
- You are technical: You can quickly grasp complex technical concepts and articulate our value proposition to technical and business stakeholders alike. You understand the AI/ML landscape and can position our solution effectively.
- You are familiar with Life Sciences: You have exposure to the life sciences market (e.g., pharmaceutical sponsors), understand how clinical trials work, and have a sense of the market landscape.
CORE RESPONSIBILITIES:
- In the beginning: Operating as an IC to close deals and to refine our go-to-market strategy in partnership with our CRO and Chief Innovation Officer (CIO). You'll work directly with customers to understand their needs and optimize our sales approach.
- Build and manage a qualified pipeline of enterprise and SMB life sciences accounts.
- Run full-cycle deals: prospect, qualify leads, demo with GTM engineers, negotiate, close contracts, and hand off to customer onboarding
- Collaborate with cross-functional teams to ensure seamless implementation and delivery of solutions
- Act as a trusted advisor to clients, providing ongoing support and guidance when needed.
- Creating and refining sales enablement materials, pricing strategies, and competitive positioning.
- Develop a repeatable sales playbook—including messaging, qualification criteria, and win/loss insights
- Collaborate with product & engineering to translate market feedback into features and roadmap priorities
- Lay the groundwork for future sales hires and lead by example in culture and execution
- You’ll report to the CEO with a dotted line to our fractional CRO.
QUALIFICATIONS:
- Closer: 5+ years of B2B closing experience and a proven record in new-logo, high-ACV deals (e.g., $100K+), preferably in life sciences sector
- Competitive: You have a history of winning in sales
- Translator: Ability to translate deep technical value into clear business outcomes for exec stakeholders
- Startup Ready: Proven ability to navigate ambiguous, fast-moving startup environments and ability to work independently and collaboratively. You have a reason to be here and can make sacrifices for something uncertain
- Relationship builder: You have strong interpersonal skills and the ability to build rapport with diverse stakeholders.
- Excellent communicator: You possess strong written & verbal communication; you’re a persuasive storyteller and rigorous negotiator. You can clearly articulate what you’re thinking and feeling
- Founder mindset: New ideas come from you, you build it yourself or annoy everyone until it’s done
- Salesforce ready: You have prior familiarity with Salesforce.
Bonus points:
- Proven track record of selling complex, technical B2B software or AI/ML
- Serial startup AE - you love this stage of a business
- Enjoy technical deep dives and can hold your own with engineers
- Obsess over customer success and long-term partnerships, not transactional wins
Life at mpathic:
Prioritizing Work-Life Balance
As a remote-first company, we emphasize work-life balance. In-person retreats, flexible work location policies, other benefits such as 100% funded healthcare benefits, flexible-managed PTO, training and education funding, are all part of life at mpathic.
At mpathic, we respect the whole person, acknowledging that quality benefits support a thriving workforce. Leading in the integration of AI with human communication, our efforts are centered on cultivating genuine connections, nurturing trust and facilitating collaborative success.mpathic is an Equal Employment Opportunity (EEO) employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status, or any other characteristics protected by law. We welcome applicants from all backgrounds to join our team.
Compensation:
Base Pay + Equity + Benefits
A reasonable estimate of the base pay range for this role is $135,000-165,000 with 50/50 commission split for an approximate OTE of $300,00. Any offered base pay is based on a wide array of factors including but not limited to skillset, experience, training, location, scope of role, management responsibility, etc.
Following our Equal Pay Commitment, we have salary banding and established vesting schedules for equity.
We’re excited to meet you!
To apply:
At this time, we require that all applicants are eligible
to accept employment in the United States.
Please share:
- Resume
- Two references
We are looking for you. If you don't think you meet the qualifications for the jobs posted, but think you're a fit or want to get involved, send us a note at joinus@mpathic.ai or reach out to any team member on LinkedIn to say, "hi." We keep resumes on file and we're growing fast!