Account Executive - Healthcare Partnerships

About the Opportunity

Pair Team exists to reach the people the healthcare system consistently fails — high-need Medicaid and Medicare patients who need coordinated care but rarely get it. As an Account Executive, you'll grow our ability to reach those patients by building the partnerships that make it possible: health systems, virtual care providers, medically tailored meal companies, and other organizations that can route high-need members to us at scale.

In this role you’ll own a strategic channel of high-value enterprise partnerships— with ability to drive deals from first conversation through signed agreement. You’ll be responsible for building relationships with decision-makers. This isn't a SaaS quota role; it's relationship-driven partnership work where the downstream impact is measurable in patient lives.

You’ll have real ownership of your workstream, but you won’t be doing it alone. You’ll report directly to our SVP, Networks and collaborate closely with our VP of Partner Success and clinical leadership as you go.

This is a fully remote position with travel ~2x a quarter.

What You’ll Do

• 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 inform product and strategy