Note: The job is a remote job and is open to candidates in USA. Pair Team is a public benefit company reimagining care for the safety net, focusing on integrating medical, behavioral, and social care for Medicaid and Medicare patients. As an Account Executive, you'll be responsible for building partnerships with health systems and other organizations to improve access to care for high-need patients.
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
Skills
- 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
- 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)
Benefits
- 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!
Company Overview
Pair Team is an end-to-end operations platform that connects vulnerable patients to local care teams. It was founded in 2019, and is headquartered in San Francisco, California, USA, with a workforce of 501-1000 employees. Its website is https://pairteam.com.