Account Executive, ACO Partnerships

Pair Team

6h•Remote

About The Position

Pair Team is looking for an Account Executive to join our Partnerships team and with a primary focus on ACOs, physician groups and provider practice partnerships nationwide. This role is designed to capitalize on a strong product-market fit of Pair Team’s AI driven social care management in the ACO channel and take dedicated ownership of an active pipeline while expanding into new markets. This is a true end-to-end individual contributor sales role for someone who knows how to build momentum in a fast-moving market, convert demand into closed deals, and independently generate new opportunities. We’re looking for someone who understands how ACOs and provider practices evaluate partnership opportunities, can speak credibly to how physicians generate value in ACO MSSP / REACH programs, and is comfortable balancing inbound conversion with outbound pipeline generation. You’ll report directly to our SVP, Networks and partner closely with our Director of Partner Engagement, with support from executive introductions and a Business Development Advisor on strategic accounts.

Requirements

3 - 5 years of experience in account executive, business development, or full-cycle sales roles
Direct experience selling to provider practices, ACOs, or adjacent value-based care organizations is required
Strong track record of owning deals end to end, including prospecting, managing pipeline, negotiating, and closing
Familiarity with ACO value drivers and core terminology such as MSSP tracks, HEDIS scores, MLR, care management, and shared savings models
Demonstrated ability to self-source pipeline and independently create opportunities rather than relying entirely on inbound demand
Experience balancing outbound prospecting with conversion of warm or inbound opportunities
Ability to build trust and credibility with executive, operational, and clinical stakeholders
Experience selling healthcare services, tech-enabled services, care models, or workflow solutions into provider organizations strongly preferred
Experience using HubSpot, Salesforce, or another CRM with a high level of consistency and organization
Strong operational rigor and comfort working in a metrics-driven, process-oriented sales environment
Strong written and verbal communication skills, with the ability to tailor messaging to different audiences
Comfortable working in a fast-moving environment where some structure exists and some is still being built

Responsibilities

Own the full sales cycle for our physician partnerships, from prospecting and outreach through discovery, proposal development, negotiation, and close
Develop a deep understanding of the programs that fund our physician practice offering - Medicare ACCESS
Take ownership of an active sales pipeline and drive opportunities forward to close while expanding into new markets nationwide
Self-source approximately 50% of your pipeline through outbound outreach, networking, referrals, and strategic prospecting
Convert inbound interest generated through marketing, webinars, content, events, and executive introductions into qualified opportunities and closed deals
Build and manage relationships with executive, operational, and clinical stakeholders across ACOs, provider practices, and other prospective partners
Navigate complex, multi-stakeholder sales cycles with strong follow-through, sound judgment, and attention to detail
Maintain strong CRM discipline in HubSpot, including pipeline updates, activity tracking, next steps, and forecasting
Develop a strong understanding of Pair Team’s ACCESS program and clearly communicate our value to external partners
Partner closely with senior leadership, external advisors, and BD support to shape market strategy, account prioritization, and outbound approach
Surface market feedback, buyer insights, and competitive intelligence to inform broader sales and partnerships strategy
Represent Pair Team in partner meetings, events, and other external forums as needed

Benefits

Base salary of $100,000- $115,000 base salary with on-target earnings of $180,000 - $200,000
Equity compensation package
Flexible vacation policy – take the time you need to recharge
Comprehensive medical, dental, and vision coverage
401(k) through Guideline
100% company-sponsored short and long-term disability and life insurance
Subsidized backup childcare and caregiver supports through Wellthy
Work from the comfort of your own home
Monthly $100 work from home expense stipend
We provide the equipment needed for the role
Opportunity for rapid career progression with plenty of room for personal growth!
Travel reimbursements for your on-site engagement days