Strategic Account Executive, Large Employers
About The Position
We are a healthcare technology company that has made a strategic shift from a traditional device model to a value-based, surgery-avoidance solution. Our solution addresses knee osteoarthritis, chronic hip pain, and lower back pain through a clinically supported care pathway designed to improve outcomes, reduce unnecessary surgery, and lower total cost of care. Having treated over 200,000 patients worldwide, the technology has demonstrated ROI for customers. This is not a traditional medical device sale to hospitals or providers. The commercial model is focused on self-insured employers and other risk-bearing buyers who are motivated to reduce healthcare costs, absenteeism, lost productivity, and avoidable procedures. This is a newly created revenue stream within an established company. The right candidate will have the opportunity to help shape strategy and make an outsized impact on growth.
Requirements
- Existing relationships with self-insured employers, consultants, brokers, or regional payor stakeholders strongly preferred
- Existing relationships at jumbo self-insured clients like hospitals, schools, police, retail, etc.
- Experience supporting self-insured employer accounts on behalf of a payor
- Experience closing complex, multi-stakeholder deals with executive buyers
- Strong ability to prospect, develop, and close net-new business
- Comfort selling value-based, outcomes-based, or ROI-driven healthcare solutions
- Strong executive presence, communication skills, and commercial judgment
- High urgency, accountability, resilience, and ability to operate independently
- Ability to work effectively in a growing company where strategy is evolving and speed matters
- Background working with employer groups, brokers, consultants, or labor accounts through a health plan environment
- Background in healthcare consulting with relationships at major self-insured accounts with demonstrated history of sales
- Strong familiarity with employer healthcare markets in Massachusetts, New York, Pennsylvania, Delaware, New Jersey
- Experience in musculoskeletal care, orthopedic solutions, pain management, virtual care, digital health, specialty benefits, or related categories
- 7–12+ years in healthcare sales, employer account management, payor partnerships, or strategic client management
- Proven success selling into employers with 20,000+ employees
- Existing relationships with employer, benefits, payer, consultant, or labor decision-makers
- Familiarity with self-insured employer economics and buying cycles
- Strong pipeline management and forecasting discipline
Responsibilities
- Own a defined bookings target within the large employer segment
- Actively drive patient acquisition at target employee sites growth
- Build and manage strategic accounts of large self-insured employers and other risk-bearing buyers
- Leverage existing employer relationships
- Introduce innovative MSK solution to existing client base
- Influence benefit strategy
- Operate consultatively
- Engage employer accounts through existing health plan and benefits ecosystem relationships
- Navigate health plan/employer dynamics and benefit structures
- Collaborate with brokers, consultants, and employer stakeholders to position the solution
- Identify opportunities within existing covered populations and regional employer relationships
- Lead the full sales cycle from outreach through contract execution
- Deliver a compelling ROI-driven sales story rooted in value-based care, surgery avoidance, and total cost reduction
- Partner closely with the CRO and cross-functional teams to move deals efficiently and position the company effectively in market
- Maintain strong pipeline discipline, forecasting accuracy, and account planning
- Share market feedback and competitive intelligence to inform go-to-market strategy
- Work with new employers to set up wellness events featuring MSK solution
- Work with new employers and their insurance carriers / consultants to identify potential employees who may benefit from MSK solutions using claims data
Benefits
- Comprehensive medical, dental, and vision coverage
- Company-paid life and disability insurance
- 401(k)
- Paid time off
- Paid sick leave
- Paid company holidays
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
