Account Executive, Hospital 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 own the full sales cycle for California health system partnerships, with a primary focus on expanding our Enhanced Care Management program. This is a highly strategic, high-priority role that will help unlock a critical growth channel for Pair Team as we scale access to whole-person care for Medicaid members across California. This is a true end-to-end individual contributor sales role focused on building relationships with California hospitals and health systems, managing long and complex deal cycles, and navigating executive-level conversations through contract close. We’re looking for someone who understands how California health systems buy, contract, and evaluate partners, and who can operate credibly with VP and C-suite stakeholders. 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 to help accelerate pipeline generation and strategic account development. What You’ll Do • Own the full sales cycle for California health system partnerships, from prospecting and outreach through discovery, proposal development, negotiation, and close • Drive growth of Pair Team’s Enhanced Care Management program through strategic hospital and health system partnerships across California • Self-source approximately 50% of your pipeline through outbound outreach, networking, referrals, and strategic prospecting • Partner closely with senior leadership, external advisors, and BD support to develop and advance high-value partnership opportunities • Build and manage relationships with executive, operational, and clinical stakeholders, including VP and C-suite leaders within California health systems • 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 ECM model and clearly communicate our value to external partners • Help shape territory strategy, partner segmentation, and go-to-market priorities as the team continues to evolve • Surface market feedback, buyer insights, and competitive intelligence to inform broader sales and partnerships strategy • Represent Pair Team in partner meetings, industry conversations, conferences, and other external forums as needed What You’ll Need • 5+ years of experience in account executive, business development, or full-cycle sales roles • Direct experience selling into California hospitals or health systems is required • Strong track record of owning deals end to end, including prospecting, managing pipeline, negotiating, and closing • Experience navigating long, complex sales cycles with executive stakeholders and multiple decision-makers • Ability to build credibility quickly with clinical, operational, and executive leaders • Demonstrated ability to self-source pipeline and independently create opportunities rather than relying entirely on inbound demand • Experience selling healthcare services, tech-enabled services, care models, workflow solutions, or other solutions into provider organizations strongly preferred • Familiarity with California healthcare market dynamics and how health systems evaluate and contract with partners • 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 executive and clinical audiences • Comfortable working in a fast-moving environment where some structure exists and some is still being built • Must be based in California Because We Value You • Base salary of $115,000-$125,000 base salary with on-target earnings of $220,000 • 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!