Account Executive - Health Systems

Pair Team

6d•Remote

About The Position

Pair Team is a public benefit company focused on reimagining care for the safety net, particularly for Medicaid and Medicare patients. They operate as an AI-enabled medical group that integrates community-based organizations like shelters and pantries into their whole-person care model. Pair Team has demonstrated significant reductions in ER visits and hospitalizations, aiming to save taxpayers substantial amounts annually by scaling their approach nationally. They are developing an AI platform to connect fragmented healthcare and welfare systems by embedding social work agents across the safety net, thereby extending high-touch care to all. This role is for an Account Executive who will be responsible for growing Pair Team's reach to high-need patients by building strategic partnerships with health systems, virtual care providers, medically tailored meal companies, and other organizations capable of routing these members at scale. The Account Executive will manage a channel of high-value enterprise partnerships, driving deals from initial contact to signed agreements. This position emphasizes relationship-driven partnership work with a measurable downstream impact on patient lives, rather than a traditional SaaS quota role. The position is fully remote with travel approximately twice per quarter and reports to the SVP, Networks.

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

Nice To Haves

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)

Responsibilities

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

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!