Health Payer Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Responsible for achieving a $3.5M annual ARR bookings target, concentrating on acquiring new Medicaid and commercial health plan business.

• Develop and maintain a pipeline through relationship-building, prospecting, account development, referrals, events, and opportunities generated by marketing.

• Identify and cultivate relationships with executives and functional leaders who influence payer decision-making.

• Formulate account strategies to penetrate intricate payer organizations and establish multiple pathways to secure deals.

• Manage opportunities from the initial outreach phase through business case development, executive alignment, procurement, contracting, and closing.

• Facilitate value-based and risk-aligned commercial discussions with leadership, analytics, finance, and legal teams.

• Convert clinical outcomes, member experience, and utilization impact into compelling financial and strategic value propositions.

• Create customized presentations, proposals, and business cases for health plans and executive stakeholders.

• Ensure effective pipeline management and accurate forecasting using HubSpot.

• Represent Blueberry at healthcare industry and payer events.

• Bring back market intelligence to Blueberry to assist in shaping payer go-to-market strategies, positioning, pricing, and offerings.

• Report directly to the Head of Growth.

⛳️ Requirements

• Minimum of 7 years of enterprise healthcare sales experience, including substantial experience selling directly to health plans.

• Proven track record of surpassing quota and closing significant, complex, net-new payer deals.

• Established relationships with senior executives in Medicaid and/or commercial health plans.

• Comprehensive understanding of how health plans assess, budget, procure, contract for, and implement new healthcare solutions.

• Experience navigating complex payer organizations and garnering support from clinical, financial, operational, procurement, and executive stakeholders.

• Preferably experienced in selling value-based, risk-aligned, or outcomes-based healthcare solutions.

• Capability to construct and articulate persuasive business cases based on clinical outcomes, utilization, healthcare costs, and ROI.

• Strong prospecting abilities and the knack for generating a pipeline without relying solely on inbound demand.

• Disciplined in account strategy, follow-up, CRM management, and forecasting.

• Resourceful, persistent, comfortable with ambiguity, and ready to engage in hands-on work.

• Valued experience in Medicaid, digital health, pediatric care, or solutions targeting avoidable healthcare utilization.

• Authorized to work in the United States.

🏝️ Benefits

• Significant equity ownership.

• Comprehensive benefits package.

• Flexibility for remote work.

• Uncapped commission structure.

• Travel as required.

• Chance to play a pivotal role in scaling Blueberry's payer business and influencing its go-to-market strategy.