Account Executive, ACO Partnerships at Pairteam

About Pair Team At Pair Team, we're an innovative, mission-driven company reimagining how Medicaid and Medicare serves the most underserved populations. As a tech-enabled medical group, we deliver whole-person care - clinical, behavioral, and social - by partnering with organizations deeply connected to the communities we serve. We’re building a care model that empowers clinicians and care teams to do what they do best: provide compassionate, high-impact care. At Pair Team, we leverage AI and automation to reduce administrative burden, streamline coordination, and ensure patients receive timely, personalized support. Our work is powered by a deeply collaborative team of nurses, social workers, community health workers, and medical professionals working alongside product, technology, and operations to close care gaps and improve outcomes for high-need patients. We’re one of the largest Enhanced Care Management providers in California and are on track to build the nation’s largest clinically integrated network supporting high-need patients. Our model has demonstrated real impact, including a 58% reduction in emergency department visits and a 29% reduction in hospital admissions. At Pair Team, were not just delivering care - we're building the future of more equitable, community-driven healthcare. Our Values • Lead with integrity: We keep our commitments and take responsibility for our actions. We are dependable and choose authenticity over perfection. • Embrace challenges: We leave our egos at the door and step forward into discomfort instead of back into safety. We help each other to learn and provide feedback using candor and kindness. • Break through walls: We go the extra mile for our patients, partners and one another, and we run toward hard things. We are resilient in our push for consistent improvement and challenge the status quo. • Act beyond yourself: We build each other up and respect boundaries. We seek first to understand and assume positive intent. • Care comes first: We hold ourselves to the highest standards for our patients. We are relentless in the pursuit of our mission, and ensure that we are taking care of ourselves in order to care for others. In the News • Forbes: For Pair Team, Accessibility Is About Delivering Healthcare To Those Who Need It The Most • TechCrunch: Building for Medicaid’s regulatory moment with Neil Batlivala from Pair Team • Axios: Pair Team collects $9M for Medicaid-based care About the Opportunity Pair Team is looking for an Account Executive to join our Partnerships team and with a primary focus on ACOs, physician groups and provider practice partnerships nationwide. This role is designed to capitalize on a strong product-market fit of Pair Team’s AI driven social care management in the ACO channel and take dedicated ownership of an active pipeline while expanding into new markets. This is a true end-to-end individual contributor sales role for someone who knows how to build momentum in a fast-moving market, convert demand into closed deals, and independently generate new opportunities. We’re looking for someone who understands how ACOs and provider practices evaluate partnership opportunities, can speak credibly to how physicians generate value in ACO MSSP / REACH programs, and is comfortable balancing inbound conversion with outbound pipeline generation. 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 on strategic accounts. What You’ll Do • Own the full sales cycle for our physician partnerships, from prospecting and outreach through discovery, proposal development, negotiation, and close • Develop a deep understanding of the programs that fund our physician practice offering - Medicare ACCESS • Take ownership of an active sales pipeline and drive opportunities forward to close while expanding into new markets nationwide • Self-source approximately 50% of your pipeline through outbound outreach, networking, referrals, and strategic prospecting • Convert inbound interest generated through marketing, webinars, content, events, and executive introductions into qualified opportunities and closed deals • Build and manage relationships with executive, operational, and clinical stakeholders across ACOs, provider practices, and other prospective partners • 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 ACCESS program and clearly communicate our value to external partners • Partner closely with senior leadership, external advisors, and BD support to shape market strategy, account prioritization, and outbound approach • Surface market feedback, buyer insights, and competitive intelligence to inform broader sales and partnerships strategy • Represent Pair Team in partner meetings, events, and other external forums as needed What You’ll Need • 3 - 5 years of experience in account executive, business development, or full-cycle sales roles • Direct experience selling to provider practices, ACOs, or adjacent value-based care organizations is required • Strong track record of owning deals end to end, including prospecting, managing pipeline, negotiating, and closing • Familiarity with ACO value drivers and core terminology such as MSSP tracks, HEDIS scores, MLR, care management, and shared savings models • Demonstrated ability to self-source pipeline and independently create opportunities rather than relying entirely on inbound demand • Experience balancing outbound prospecting with conversion of warm or inbound opportunities • Ability to build trust and credibility with executive, operational, and clinical stakeholders • Experience selling healthcare services, tech-enabled services, care models, or workflow solutions into provider organizations strongly preferred • 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 different audiences • Comfortable working in a fast-moving environment where some structure exists and some is still being built • This role is fully remote and open to candidates based anywhere within the United States Because We Value You • Base salary of $100,000- $115,000 base salary with on-target earnings of $180,000 - $200,000 • 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 Pair Team is an Equal Opportunity Employer. At Pair Team, we value diversity and strive to provide an inclusive environment for all applicants and employees. All applicants will be considered without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, marital status, age, disability, political affiliation, military service, genetic information, or any other characteristic covered by federal, state, or local law. Pair Team participates in E-Verify to verify employment eligibility for new hires. Any offer of employment at Pair Team is conditioned upon passing a pre-employment background check. Following a conditional job offer, candidates will undergo comprehensive employment background checks, including; criminal history, reference checks, and driving records if a role requires vehicle use. We do not conduct any TA business outside of our @pairteam.com emails. If you’re ever concerned about spam or fraudulent activity, please reach out to [Upgrade to PRO to see contact]. Note: Please be aware that while we sincerely appreciate your interest, due to the high volume of requests, we're unable to respond to general position inquiries via email. To apply for a position with us, please submit your application for the role you are interested in. Our team regularly reviews applications and will reach out to candidates whose qualifications align with our current openings listed below. Thank you!