Location: Remote - Western United States
Company: Pictor Labs
Employment Type: Full-time

Compensation: Base Salary, Uncapped Commission, Equity Potential, OTE $210,000

About Pictor Labs

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

As the Account Executive, West, you will drive revenue growth by selling Pictor Labs' virtual staining solutions to clinical labs, academic centers and CROs within the Western United States. This role requires both consultative selling skills and technical acumen to effectively communicate complex virtual staining benefits to diverse stakeholders and deep understanding of laboratory workflows, digital pathology system integration, and proof-of-concept deployment cycles. You will guide prospects through the complete sales cycle, from qualification to contract signature, while positioning Pictor Labs as the leading workflow-accelerating virtual staining solution.

Key Responsibilities

Sales Execution & Pipeline Management

• Own and execute full sales cycle across clinical labs, AMCs and CROs in the West
• Achieve quarterly and annual sales targets for 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 tailored customer decks, SOWs, quotes and device/SaaS rollout plans

Prospecting & Lead Development

• Generate new business opportunities through outbound prospecting, conference networking, and inbound lead follow-up
• Leverage conference presence 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 clinical labs and CROs (lab managers, digital pathology leaders, research executives, procurement and quality 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, digital pathology, diagnostics or lab automation
• Experience selling to clinical labs and/or CROs is required
• Proven track record of meeting or exceeding sales quotas in complex selling environments
• Strong understanding of lab workflows (IHC, H&E, QA/QC, scanner integrations)
• Solid pipeline management and CRM utilization skills

• Experience with consultative selling in long technical cycles
• Familiarity with healthcare decision-making processes and regulatory considerations

• 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

• 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

Nice to Have

• 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
• Background in pathology, laboratory instruments, LIS/LIMS systems, or imaging devices

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.