Account Executive

Pictor Labs is the leading virtual staining company revolutionizing digital pathology adoption worldwide through cutting-edge AI-powered technology. Our solutions deliver diagnostic-quality results in minutes while preserving tissue samples for comprehensive analysis.

Our breakthrough DeepStain™ and ReStain™ technologies enable unlimited virtual staining from a single tissue sample, eliminating the bottlenecks and limitations of traditional chemical staining processes. This innovation supports the critical evolution from research applications to clinical deployment, empowering laboratories to advance their digital pathology capabilities while reducing chemical waste, improving operational efficiency, and expanding diagnostic possibilities.

Position Overview

You will drive revenue growth by selling Pictor Labs' virtual staining solutions to key target markets including biopharma companies, contract research organizations (CROs), academic medical centers (AMCs), and community/independent laboratories. You'll manage the full sales cycle from lead qualification through contract closure, working closely with prospects to understand their pathology workflows and demonstrate how our AI-powered technology solves critical operational challenges. This role requires both consultative selling skills and technical acumen to effectively communicate complex virtual staining benefits to diverse stakeholders.

Key Responsibilities

Sales Execution & Pipeline Management

• Own and execute full sales cycle for assigned accounts and territories
• Achieve quarterly and annual sales targets for Virtual Staining Hub sign-ups and full platform deployments
• Manage pipeline using HubSpot CRM with accurate forecasting and opportunity progression tracking
• Conduct product demonstrations and technical presentations to decision-makers and influencers
• Draft customer specific decks
• Draft SOWs quotes

Prospecting & Lead Development

• Generate new business opportunities through outbound prospecting, conference networking, and inbound lead follow-up
• Leverage conference presence at CAP, PathVisions, HLTH, and SITC for lead generation and relationship building
• Qualify prospects based on technical requirements, budget authority, and implementation timeline
• Partner with marketing to convert leads from digital campaigns and thought leadership initiatives

Customer Relationship Management

• Build and maintain relationships with key personas across target markets (lab directors, pathologists, research executives, procurement teams)
• Understand customer workflows, pain points, and business objectives to position virtual staining solutions effectively
• Coordinate with internal teams (product, customer success, regulatory) to address customer requirements
• Serve as primary point of contact throughout the sales process and initial onboarding phase

Market Intelligence & Strategy

• Develop deep understanding of digital pathology market dynamics, competitive landscape, and regulatory environment
• Provide feedback to product and marketing teams on customer needs, competitive positioning, and market trends
• Participate in industry events and maintain awareness of emerging trends in pathology and laboratory automation
• Support development of sales materials, case studies, and competitive positioning tools

Cross-functional Collaboration

• Work with technical teams to scope pilot programs and proof-of-concept deployments
• Coordinate with legal and regulatory teams on contract negotiations and compliance requirements
• Partner with customer success to ensure smooth handoffs and successful implementations
• Collaborate with marketing on campaign effectiveness and lead quality improvement

Required Qualifications

• 3+ years of B2B sales experience, preferably in healthcare technology, Software SAAS, laboratory equipment, or life sciences
• Proven track record of meeting or exceeding sales quotas in complex selling environments
• Experience with consultative selling methodologies and technical product demonstrations
• Strong pipeline management and CRM utilization skills

• Understanding of pathology workflows, laboratory operations, or clinical diagnostics
• Familiarity with healthcare decision-making processes and regulatory considerations
• Experience selling to academic institutions, pharmaceutical companies, or research organizations preferred
• Knowledge of digital pathology, AI/ML applications, or laboratory automation a plus

• Ability to understand and articulate complex technical concepts to diverse audiences
• Comfortable presenting to technical stakeholders (pathologists, lab directors) and business decision-makers
• Strong written and verbal communication skills with attention to detail
• Experience with virtual demonstrations and remote selling techniques

• Excellent interpersonal skills with ability to build trust and credibility quickly
• Experience managing multiple stakeholders in complex organizational structures
• Strong listening skills and consultative approach to understanding customer needs
• Ability to maintain long-term relationships throughout extended sales cycles

• Self-motivated with strong organizational and time management skills
• Comfortable with travel (25-35%) for customer meetings and industry conferences
• Resilience and persistence in navigating complex sales processes
• Collaborative mindset with ability to work across functional teams

• Bachelor's degree in life sciences, business, or related field
• Experience with pilot program management or proof-of-concept sales
• Previous experience at early-stage or growth-stage technology companies
• Knowledge of pathology staining processes, tissue analysis, or laboratory quality control
• Familiarity with AI/ML technology adoption in healthcare settings
• Experience with conference-based selling and relationship development

• Monthly and quarterly revenue targets
• Pipeline generation and progression metrics
• Lead qualification and conversion rates
• Customer satisfaction and reference development

Equal Opportunity Statement

Pictor Labs is an equal opportunity employer committed to diversity and inclusion. We celebrate diverse perspectives and are dedicated to creating an inclusive environment where all employees can thrive, regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.