Account Executive
scarlet · US - New York City Office · onsite
USD 240,000 to 300,000 a year
WE PULL MEDICAL TECHNOLOGY FROM THE FUTURE TO SOLVE HUMAN HEALTH.
Scarlet is authorised to assess and certify medical devices. We combine clinical, technical and regulatory expertise with AI agents and software so rigorous certification can keep pace with product development at the world’s most ambitious technology companies, without lowering the safety bar.
Our customers have cut a year or more from their certification timelines for new AI-enabled medical devices and shortened product-update cycles from months to weeks. You’ll join a team building the infrastructure that makes these outcomes repeatable at scale.
ABOUT THE ROLE
We already have customers in the US and are opening an office in New York to grow our presence. As an Account Executive you will be one of the founding members of that team: owning deals from discovery to close with regulatory, quality and operations leaders at US medical technology companies, and helping build Scarlet’s US presence from the ground up.
You will become a regulatory expert capable of meeting the complex needs of our customers: from venture-backed AI startups to established medical device and digital health businesses. Your work will help ambitious medical technology companies bring safe products to patients sooner and drive Scarlet’s growth in the US.
This is a full-time, in-office role based in New York City. You’ll spend your first weeks onboarding with the team in London, and you’ll be in front of customers across the US.
WHAT YOU'LL BE WORKING ON
The companies you'll be selling to are doing some of the most interesting work in healthcare right now. A few of the customers you'll be pointing prospects towards:
- DeepHealth https://www.deephealth.com, the AI arm of US radiology group RadNet, chose Scarlet as the notified body for its portfolio of AI radiology devices
- Floy https://www.scarlet.cc/customer-stories/floy certified three AI radiology devices under EU MDR, completed an ISO transfer and a scope extension, all in 16 weeks
- Skin Analytics https://www.scarlet.cc/customer-stories/skin-analytics brought a Class III AI dermatology device to the European market
- Augmedit https://www.scarlet.cc/customer-stories/augmedit certified multiple augmented reality neurosurgery devices
- Flok Health https://www.scarlet.cc/customer-stories/flok-health went from submission to EU MDR certification of an AI physiotherapy device in 14 weeks
- Lucida Medical https://www.scarlet.cc/customer-stories/lucida-medical transferred an AI radiology device to Scarlet in seven weeks and started shipping model updates immediately
- BrightHeart https://www.scarlet.cc/customer-stories/brightheart, already FDA-cleared in the US, certified two AI prenatal ultrasound devices and its QMS under EU MDR and ISO 13485 to open up the European market
You can read all of these at scarlet.cc/customer-stories http://scarlet.cc/customer-stories. Many of the US companies we work with are expanding into Europe and need a certification partner that moves at their pace; others are transferring away from slower incumbent notified bodies. Your job is to find the next DeepHealth or Floy in the US, including inside larger organizations, and show them there's a faster way.
RESPONSIBILITIES
- Source, own, and win deals from discovery to closed won with the right customers across the US, from early-stage AI companies to established medical device and digital health businesses
- Run structured, multi-stakeholder sales cycles with larger organizations: mapping regulatory, quality, clinical, legal and procurement stakeholders, building the business case, and navigating security and vendor reviews
- Build and nurture relationships with key decision-makers in person wherever possible, including at major US industry conferences (e.g. RSNA in Chicago, RAPS Convergence, AdvaMed, HLTH) and at customer sites nationwide
- Help build Scarlet’s US presence: host local community events such as Scarlet Supper Club and Regs on Toast, work with our Commercial Relations team to grow the US consultant and referral network, and adapt our sales playbook for a US audience
- Collaborate closely with teammates in New York and London to bring the relevant expertise to different parts of the sales motion and communicate Scarlet’s value proposition
- Work with the rest of the Sales function to continuously improve our processes
- Drive continuous iteration by sharing insights from US customer interactions to help shape our go-to-market strategy and product offering
REQUIRED QUALIFICATIONS
- You have 4+ years of B2B sales experience, including at least 2 years as a quota-carrying Account Executive owning full-cycle deals
- You've sold a technical or expertise-led product and can get credible with specialist buyers quickly
- You’re insatiably curious about the world and what makes people tick
- You have a high EQ, which alongside your curiosity enables you to navigate complex human relationships, understand people’s drivers, communicate creatively, and close complex deals
- You have exceptional written & verbal communication skills
- You are a self-starter, high-agency, and take ownership of your own success; you want to help build a team and a market, not join a finished one
- You are based in, or willing to relocate to, New York City, and are authorized to work in the United States
PREFERRED QUALIFICATIONS
- You have experience working in healthcare and/or a regulated industry
- You are familiar with medical device regulation (FDA, EU MDR, ISO 13485) and Software as a Medical Device
- You have an existing network in the US digital health or medical technology ecosystem
- You have experience as an early commercial hire at a startup or in a new market
COMPENSATION AND BENEFITS
The base salary range for this role is $120,000 – $150,000 per year, with on-target earnings of $240,000 – $300,000 including commission. The actual base salary offered will depend on experience and skills. This role also includes equity in Scarlet and a competitive benefits package.
INTERVIEW PROCESS
We typically collapse interviews 3 to 6 into one in-person session in New York or London.
1. Intro call with Patrick - 30 mins
2. Interview with Karan, Val or Anna - 30 mins
3. Live case with Dan - 30 mins
4. Interview with James - 30 mins
5. Interview with Jamie - 30 mins
6. Interview with James A - 30 mins
7. Referencing
8. Offer