Mid-Market Sales Executive

About this role

About Avo

Avo is the leading AI platform for healthcare enterprises, helping clinicians make better decisions, move faster, and improving the quality of patient care. Serving as a central hub for care teams, Avo brings together patient data, clinical knowledge, and AI-powered workflows to support diagnosis, care planning, documentation, orders, and evidence-based decision-making at the point of care.Clinicians today navigate dozens of tabs, applications, datasets, hospital protocols, medical guidelines, and payer policies to deliver high-quality care. Avo changes that.

We are product-obsessed, collaborative, and scrappy, united by a mission to improve healthcare delivery through AI. Our investors include Noro-Moseley Partners, AlleyCorp, Scrub Capital, and several leading hospitals and universities.

The Role

We’re looking for a Mid-Market Sales Executive to own and grow a portfolio of SMB and mid-market hospitals, community health systems, and medical groups. This is a full-cycle role: you’ll prospect into new accounts, build relationships with clinical and operational decision-makers, manage deals from first conversation through close, and help shape how Avo goes to market in the mid-market segment.

This role is ideal for someone who thrives in a high-velocity, relationship-driven environment and wants real ownership over their territory. You’ll join a company where your results are visible, your voice matters, and your growth is tied directly to the company’s.

What You’ll Do

• Own the full sales cycle from prospecting and discovery through proposal, negotiation, and close for SMB and mid-market hospitals, community health systems, and physician groups (typically 50–500 bed facilities or organizations of equivalent complexity)

• Build and manage a healthy pipeline through outbound outreach, conference attendance, partner referrals, and inbound leads

• Engage key stakeholders including CMOs, CNOs, CIOs, Chiefs of Departments, IT Directors, and coding and quality leaders

• Develop a genuine understanding of each prospect’s clinical workflows and operational challenges and connect Avo’s value to what matters most to them

• Run structured, consultative discovery calls and product demonstrations tailored to each prospect’s priorities

• Navigate mid-market procurement processes including contract reviews, security questionnaires, and budget conversations efficiently and professionally

• Maintain accurate pipeline records and forecasting in HubSpot CRM

• Collaborate with clinical success and product teams to ensure smooth handoffs and share customer feedback

• Represent Avo at industry events, webinars, and conferences relevant to community hospitals and health systems

What You Bring

Required

• 5+ years of B2B sales experience, with at least 2 years selling to healthcare organizations (hospitals, health systems, physician groups, or similar)

• Demonstrated track record of meeting or exceeding quota in a full-cycle, closing role

• Experience managing mid-market deals with multiple stakeholders across clinical, operational, and administrative functions

• Comfortable engaging both clinical leaders (CMOs, CIOs, department leaders) and operational/IT buyers in the same deal

• Strong discovery and communication skills: you ask good questions, listen well, and tailor your message to your audience

• Organized and self-sufficient: you manage your own pipeline, own your calendar, and keep your CRM current

Preferred

• Experience selling SaaS or technology solutions to community hospitals, regional health systems, or medical groups

• Familiarity with clinical workflows, EHR environments (Epic, Cerner, Meditech), or pharmacy/clinical decision support

• Prior experience at a startup or growth-stage company where processes were still being built

• Active network in community hospital administration, nursing leadership, or health system quality/pharmacy

Traits We Value

• Self-Starter: You build your own pipeline, manage your own schedule, and don’t wait to be told what to do next.

• Critical Thinker: You ask smart questions, read the room, and adapt your approach based on who’s in front of you.

• Relationship Builder: Mid-market healthcare is relationship-driven. You earn trust with clinical and operational buyers through genuine curiosity and follow-through.

• Resilient: Deals fall through. Procurement moves slow. Clinical champions change jobs. You bounce back, learn from it, and keep going.

• Mission-Driven: You care about clinical outcomes and patient safety as a real reason you come to work.

• Adaptable: Processes will change, the product will evolve, and priorities will shift. You stay effective and positive through ambiguity.

• Collaborative: You partner with clinical success, product, and leadership rather than working in a…