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Pair Team is a public benefit company reimagining care for the safety net. As an AI-enabled medical group for Medicaid and Medicare, we deliver medical, behavioral, and social care by integrating shelters, pantries and other community-based organizations into our whole-person model. As California's largest complex care provider, we've proven our impact to reduce avoidable emergency care, including a 52% and 26% reduction in ER visits and hospitalizations respectively. Once scaled nationally, our approach would save tax payers $150B per year.

With our years of experience and vast data collected, we are now building an AI platform that embeds social work agents across the safety net to truly unify our fragmented healthcare and welfare system. By scaling our country's frontline medical and social services workforce, we aim to bring high-touch care to everyone.

At Pair Team, we're not just delivering care—we're transforming it. We're building a future where high-touch, community-driven care is accessible to everyone, especially the most underserved.

• 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
• Journal of General Internal Medicine: A Novel Intervention for Medicaid Beneficiaries with Complex Needs

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.

This is a fully remote position with travel ~2x a quarter. You'll report directly to our SVP, Networks.

• 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

• 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

Bonus Points for:

• 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)

• 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.

Because We Value You

• Competitive salary: $120,000 (OTE: $200,000)
• 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!