[Remote] Account Executive - Health Systems

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.ResponsibilitiesOwn 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 populationsBuild trusted, multi-level relationships with executive and operational stakeholders (C-suite, Chief Population Health Officers, CMOs, VPs of Operations) at target partner organizationsSelf-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 marketingDevelop 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 developmentContribute to building and refining sales playbooks, deal structures, and partner segmentation approaches as the team scalesMaintain disciplined CRM hygiene in HubSpot and deliver accurate, consistent pipeline forecastingSurface market intelligence—partner needs, competitive dynamics, emerging trends—and bring insights back to leadership and product teamsRepresent Pair Team at relevant industry conferences and eventsSkills3+ years of B2B sales or business development experience, with 2+ years selling into healthcare enterprises—health systems, providers, or large digital health companiesDemonstrated ability to navigate complex, multi-stakeholder deals with long sales cycles and build relationships with VP/C-suite buyersFamiliarity 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 youExperience with HubSpot, Salesforce, or similar CRM; comfortable maintaining disciplined pipeline hygiene and forecastingStrong written and verbal communicator; able to tailor your message to clinical, operational, and executive audiencesHighly organized, self-motivated, and thrives in a remote-first environmentMission-driven and passionate about improving outcomes for underserved communitiesAn existing network within health systems, virtual care providers, or social care organizationsExposure to social determinants of health (SDOH)-focused organizations or care coordination platformsExperience selling dual-sided or channel partnership models (not just direct SaaS/services)BenefitsEquity compensation packageFlexible vacation policy – take the time you need to rechargeComprehensive medical, dental, and vision coverage401(k)100% company-sponsored short and long-term disability and life insuranceSubsidized backup childcare and caregiver supports through WellthyWork entirely from the comfort of your own homeMonthly $100 work from home expense stipendWe provide the equipment needed for the roleTravel reimbursements for engagement daysOpportunity for rapid career progression with plenty of room for personal growth!Company OverviewPair 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.