Account Executive – Health Systems

Role Overview

• Own the end-to-end sales cycle for enterprise partnerships including prospecting, discovery, proposal development, negotiation, and close across health systems, virtual care providers, digital health platforms, medically tailored meal companies, and other social/care organizations serving overlapping Medicaid and Medicare populations
• Build trusted, multi-level relationships with executive and operational stakeholders (C-suite, Chief Population Health Officers, CMOs, VPs of Operations) at target partner organizations
• Self-source ~50% of your own pipeline through outbound outreach, referrals, conferences, and your existing network; work inbound leads sourced through executive and advisor warm introductions and marketing
• Develop an annual GTM market plan and bottoms-up revenue plan for your territory, with a near-term focus on California Medicaid growth and national Medicare pipeline development
• Contribute to building and refining sales playbooks, deal structures, and partner segmentation approaches as the team scales
• Maintain disciplined CRM hygiene in HubSpot and deliver accurate, consistent pipeline forecasting
• Surface market intelligence—partner needs, competitive dynamics, emerging trends—and bring insights back to leadership and product teams
• Represent Pair Team at relevant industry conferences and events

Requirements

• 3+ years of B2B sales or business development experience, with 2+ years selling into healthcare enterprises—health systems, providers, or large digital health companies
• Demonstrated ability to navigate complex, multi-stakeholder deals with long sales cycles and build relationships with VP/C-suite buyers
• Familiarity with Medicaid and/or Medicare program structures (ECM, LTSS, care management, or equivalent value-based care models)
• Comfortable self-sourcing pipeline—you don’t wait for leads to come to you
• Experience with HubSpot, Salesforce, or similar CRM; comfortable maintaining disciplined pipeline hygiene and forecasting
• Strong written and verbal communicator; able to tailor your message to clinical, operational, and executive audiences
• Highly organized, self-motivated, and thrives in a remote-first environment
• Mission-driven and passionate about improving outcomes for underserved communities
• Bonus Points for:
• An existing network within health systems, virtual care providers, or social care organizations
• Exposure to social determinants of health (SDOH)-focused organizations or care coordination platforms
• Experience selling dual-sided or channel partnership models (not just direct SaaS/services)

Benefits

• Competitive salary: $120,000 (OTE: $200,000)
• Equity compensation package
• Flexible vacation policy – take the time you need to recharge
• Comprehensive medical, dental, and vision coverage
• 401(k)
• 100% company-sponsored short and long-term disability and life insurance
• Subsidized backup childcare and caregiver supports through Wellthy
• Work entirely from the comfort of your own home
• Monthly $100 work from home expense stipend
• We provide the equipment needed for the role
• Travel reimbursements for engagement days
• Opportunity for rapid career progression with plenty of room for personal growth!