Account Executive

Job Summary

We are seeking a driven and strategic Account Executive to join our growing sales team. Reporting to the Sales Development Manager, you will manage the full sales cycle, from engaging qualified leads to closing deals. This role is ideal for a self-starter who thrives in a fast-paced environment, enjoys building relationships, and is motivated by measurable results.

Key Responsibilities

Full-Cycle Sales Management

• Manage the end-to-end sales process, including discovery, demos, proposal development, negotiation, and closing
  
  
• Prospect within defined target markets, researching and engaging smaller clinical practices to generate a high-quality pipeline of qualified opportunities
  
  
• Build strong, consultative relationships with decision-makers at clinics and other target customers
  
  
• Understand customer needs and tailor solutions to demonstrate Frontera’s value
  
  
• Collaborate with SDRs to ensure qualified leads are effectively pursued
  
  

Pipeline & Forecasting

• Maintain accurate records of all sales activity, opportunities, and pipeline in the CRM
  
  
• Provide regular forecasts and updates to the Sales Development Manager and leadership
  
  
• Identify risks or opportunities in the sales pipeline and proactively address them
  
  

Market & Customer Insights

• Gather insights from customers and prospects to inform product, marketing, and growth strategies
  
  
• Represent Frontera at industry events, conferences, and customer meetings
  
  
• Continuously refine messaging, sales collateral, and approach based on feedback and results
  
  

Experience & Qualifications

Required

• 2–5 years of experience in B2B sales or account management. Healthcare and behavioral health experience a plus
  
  
• Proven track record of meeting or exceeding sales targets
  
  
• Strong consultative selling skills and ability to navigate complex decision-making
  
  
• Excellent communication and negotiation skills
  
  
• Comfortable managing multiple deals and competing priorities
  
  

Preferred

• Experience selling to pediatric therapy practices or healthcare providers
  
  
• Familiarity with CRM tools (HubSpot preferred)
  
  
• Experience in a startup or early-stage company environment
  
  

Traits & Characteristics

• Self-motivated and results-driven
  
  
• Strong communication and interpersonal skills
  
  
• Customer- and outcome-focused
  
  
• Adaptable and comfortable navigating ambiguity
  
  
• Team player who enjoys collaborating across functions
  
  
• Creative and open-minded in approach, with a willingness to try new strategies and rethink traditional sales motions

Location 

• Location: Flexible, preference for San Francisco, CA 
• This role requires up to 25% travel (for conferences, events, and in-person meetings)
  
  

Why This Role Matters

The Account Executive is a key driver of Frontera’s growth, connecting clinics, partners, and families to our innovative solutions. By managing the full sales cycle and closing deals, you’ll directly impact our ability to scale, expand access to behavioral healthcare, and improve outcomes for children and families. This is an opportunity to build relationships, influence strategy, and make a meaningful difference in pediatric care.

We have determined a salary range for this position that takes into account several factors including experience, knowledge, education, skills, and abilities. Please note that the salary information is a general guideline and the exact salary will be determined based on the individual’s qualifications and experience, with consideration given to the factors listed above. All full time employee benefits include a stake in shared success through stock options, health benefits, 401(k) plan, and up to 4 weeks of PTO.

Expected Base Salary Range:
$100,000 to $120,000, plus a generous variable compensation plan tied to performance and sales targets.