Account Executive, Hospital Partnerships

Pair Team

5h•$115,000 - $125,000•Remote

About The Position

Pair Team is looking for an Account Executive to join our Partnerships team and own the full sales cycle for California health system partnerships, with a primary focus on expanding our Enhanced Care Management program. This is a highly strategic, high-priority role that will help unlock a critical growth channel for Pair Team as we scale access to whole-person care for Medicaid members across California. This is a true end-to-end individual contributor sales role focused on building relationships with California hospitals and health systems, managing long and complex deal cycles, and navigating executive-level conversations through contract close. We’re looking for someone who understands how California health systems buy, contract, and evaluate partners, and who can operate credibly with VP and C-suite stakeholders. 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 to help accelerate pipeline generation and strategic account development.

Requirements

5+ years of experience in account executive, business development, or full-cycle sales roles
Direct experience selling into California hospitals or health systems is required
Strong track record of owning deals end to end, including prospecting, managing pipeline, negotiating, and closing
Experience navigating long, complex sales cycles with executive stakeholders and multiple decision-makers
Ability to build credibility quickly with clinical, operational, and executive leaders
Demonstrated ability to self-source pipeline and independently create opportunities rather than relying entirely on inbound demand
Experience selling healthcare services, tech-enabled services, care models, workflow solutions, or other solutions into provider organizations strongly preferred
Familiarity with California healthcare market dynamics and how health systems evaluate and contract with partners
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 executive and clinical audiences
Comfortable working in a fast-moving environment where some structure exists and some is still being built
Must be based in California

Responsibilities

Own the full sales cycle for California health system partnerships, from prospecting and outreach through discovery, proposal development, negotiation, and close
Drive growth of Pair Team’s Enhanced Care Management program through strategic hospital and health system partnerships across California
Self-source approximately 50% of your pipeline through outbound outreach, networking, referrals, and strategic prospecting
Partner closely with senior leadership, external advisors, and BD support to develop and advance high-value partnership opportunities
Build and manage relationships with executive, operational, and clinical stakeholders, including VP and C-suite leaders within California health systems
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 ECM model and clearly communicate our value to external partners
Help shape territory strategy, partner segmentation, and go-to-market priorities as the team continues to evolve
Surface market feedback, buyer insights, and competitive intelligence to inform broader sales and partnerships strategy
Represent Pair Team in partner meetings, industry conversations, conferences, and other external forums as needed

Benefits

Base salary of $115,000-$125,000 base salary with on-target earnings of $220,000
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