Who We're Looking For

We're looking for an experienced account executive who knows the pharmacy landscape - the players, the buyers, the integration realities, and how to get deals across the line in a market facing rapid change. You've sold into, worked for, or partnered with pharmacies and are familiar with different formats: independents, regional and national chains, specialty, mail order, digital, etc. You have experience navigating multi-stakeholder engagements where operations, technology, commercial leadership, and legal/compliance all have a seat at the table.

Your mandate is to grow the pharmacy side of Photon's marketplace: bringing new pharmacies onto our e-prescribing network, deepening direct-connect integrations with the partners we already have, expanding the transparency elements pharmacies contribute to the marketplace, and helping pharmacies reach new patients through high-intention marketing placements. This is a full-cycle role. You'll source your own pipeline, run your own process, and close your own deals. You thrive in that model because you are an inherently self-motivated individual who builds genuine relationships, creates opportunities others miss, and believes deeply in the art of the possible.

You'll report to the Head of Marketplace Partnerships and work as part of a small, high-trust commercial team where everyone is expected to run their book of business like a pro.

Core Responsibilities

• Close deals while owning the full sales cycle from prospecting and discovery through contract and close for pharmacies; this is a full-cycle role with no SDR support
• Run a disciplined sales process that surfaces real pain, builds multi-threaded stakeholder relationships, and creates urgency without manufacturing it
• Serve as a category educator in conversations with pharmacy leadership, operations, and commercial buyers who may be unfamiliar with Photon's customer-centric prescribing infrastructure - and hold your own when technical leaders are in the room
• Maintain CRM hygiene and forecasting accuracy so the business can plan around your pipeline with confidence
• Provide market feedback by relaying what you hear from prospects to inform product roadmap, positioning, and competitive strategy
• Support and grow existing customers as needed, specifically during your ramp period to help you learn the product and value propositions of Photon

Required Qualifications

• 4+ years of full-cycle enterprise SaaS or partnerships sales experience, including consistent quota attainment
• Demonstrated experience selling into or partnering with pharmacies (independent, chain, specialty, mail-order, or adjacent verticals)
• Proven ability to self-source pipeline - you've owned your own outbound motion and don't rely on SDR support
• Experience managing complex, multi-stakeholder deals with 3-6 month sales cycles, including navigating operations, IT/integration, and commercial stakeholders
• Based in or willing to relocate to the NYC metro area; able to work from our Williamsburg office 3+ days per week
• Willingness to travel to industry conferences and for on-site pharmacy meetings

Preferred Qualifications

• Experience selling healthcare interoperability, prescribing, pharmacy, or clinical workflow solutions
• Familiarity with e-prescribing infrastructure, direct-connect and network integration models, and the technical and operational processes that govern how pharmacies adopt them
• Existing network within pharmacy at the operations, IT, or commercial leadership level, across independent, chain, specialty, or mail-order formats
• Familiarity with limited-distribution drug networks, specialty pharmacy dynamics, and the transitions-of-care moments where patients make pharmacy and cost decisions
• Experience selling marketing, media, or sponsored placements into a two-sided marketplace
• Experience working in an early-stage or Series A/B company where the initial process and playbook are still being refined

Pay Transparency

The estimated base salary for this role is $125,000 - $150,000 USD annually with OTE of $250,000 - $300,000 USD annually. Actual compensation will depend on skills, qualifications, and experience, and includes equity and benefits. At our stage, we place significant value on equity as part of total compensation.

Compensation

The base pay range for this role is $125,000 - $150,000 per year.