Role Description 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. 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 Requirements - 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 - 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 - 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 - 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 Benefits - Compensation is 50% base salary and 50% performance bonus Company Description 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.

• Proactively generate and pursue new business through outbound outreach, networking, event follow-ups, and strategic prospecting • Build and nurture relationships with Salesforce Account Executives and other ecosystem partners to uncover and develop qualified leads • Engage potential clients through discovery sessions to understand their challenges and position Orion’s solutions strategically • Communicate the value of the Salesforce platform in a way that aligns with each prospect’s business goals and priorities • Develop and execute pursuit strategies and account plans in collaboration with Orion’s industry and service teams • Partner closely with the Solution Delivery team to define client objectives and tailor solution proposals • Own the full sales cycle—from lead generation and relationship building to proposals, contract negotiation, and close • Forecast accurately, maintain a strong sales pipeline, and coordinate staffing needs with project teams to ensure successful delivery • Build trust with clients and internal stakeholders, creatively addressing objections and navigating complex decision-making cycles • Represent Orion at Salesforce and industry events to drive new opportunities and strengthen our brand presence • Model cross-functional collaboration and serve as a trusted partner to both clients and internal teams • Attend weekly team meetings, one-on-one meetings, and sales pipeline meetings for updates.

• working with strategically important prospects and customers • working on pre-qualified leads and successfully closing them • generating your own pipeline • handling tenders • identifying market opportunities • shorter sales cycles • consultative selling • strategically developing your customers after closing by establishing long-term business relationships and identifying opportunities for up- and cross-selling • developing commercial frameworks based on the technical scoping, preparing individual offers, negotiating prices independently and following all necessary steps towards a signature • tracking all data and maintaining accurate information in Salesforce

• Generate new business opportunities through outbound prospecting efforts such as cold calling, email campaigns, and social media outreach • Qualify and nurture leads through the sales funnel • Manage and maintain a database of prospects and customers in a CRM system • Collaborate with sales and marketing teams to develop and implement lead generation strategies • Conduct research on target accounts to understand their business needs and pain points • Provide timely and accurate reporting of sales activities and performance metrics • Attend industry events and conferences to network and build relationships with potential customers • Maintain knowledge of industry trends and competitors