Mid-Market Account Executive
Location: Remote - Hiring for multiple U.S. region, starting with Eastern US
Reports To: SVP, Sales
About the Role
We are seeking an experienced, high-performing Mid-Market Account Executive to own the full sales cycle for selling new healthcare system customers. This role will focus on driving net-new revenue by introducing Canopy’s flagship wearable safety platform to C-level executives, security leaders, and operational decision-makers in hospitals and health systems.
You’ll be selling a solution with an obvious ROI, a compelling emotional value proposition, and a proven track record of rapid adoption in one of healthcare’s most urgent priority areas—staff safety.
Successful candidates will have a proven track record of driving new logo sales by identifying, prospecting, and closing six-figure deals in US-based healthcare systems, helping them solve complex, cross-functional business challenges with innovative solutions.
Key Responsibilities
- Pipeline Generation – Identify, research, and target prospective health systems and hospitals; develop and execute account penetration strategies.
- Full-Cycle Sales Execution – Own the sales process from first meeting through close, including discovery, ROI modeling, proposal creation, contract negotiation, and handoff to implementation.
- Enterprise Stakeholder Management – Engage with multiple decision-makers including CNOs, COOs, CIOs, and Security Chiefs to navigate complex buying committees.
- Solution Selling – Articulate the value of Canopy’s wearable safety platform, demonstrating both operational impact and emotional ROI for staff safety.
- Pipeline Management: Maintain a robust and accurate sales pipeline, providing regular forecasts and updates to leadership.
- Market Development – Represent Canopy at industry conferences, security forums, and healthcare technology events to build relationships and brand awareness.
Required Experience & Skills
- Track Record – 3+ years of B2B SaaS or healthcare technology sales experience with a history of exceeding quota in a new business role.
- Enterprise Sales Expertise – Skilled in multi-stakeholder, moderately complex sales cycles (3-6 months typical), with deal sizes in the $100-200K ARR range.
- Solution & Value Selling – Ability to quantify ROI and also sell based on strategic, operational, and cultural value drivers.
- Stakeholder Alignment – Proven ability to engage, align, and gain consensus across diverse organizational stakeholders, from frontline staff to C-suite executives, to ensure successful decision-making and adoption.
- Self-Starter – Highly motivated, autonomous, and adept at building pipeline from scratch.
Preferred Qualifications
- Familiarity with selling to regulated industries. Healthcare and security experience is helpful but not required.
- Experience working in a MEDDIC-based sales organization
- Background in selling category-creating or disruptive technology solutions.
Success in This Role Looks Like
- Landing 10-13 new healthcare logos annually.
- Ability to run an adaptable, repeatable playbook for engaging, converting, and expanding new accounts.
- Establishing Canopy as the default choice for wearable safety in your territory.
