Strategic Account Executive

The Opportunity

We are a healthcare technology company that has made a strategic shift from a traditional device model to a value-based, surgery-avoidance solution. Our solution addresses knee osteoarthritis, chronic hip pain, and lower back pain through a clinically supported care pathway designed to improve outcomes, reduce unnecessary surgery, and lower total cost of care. Having treated over 200,000 patients worldwide, the technology has demonstrated ROI for customers.

This is not a traditional medical device sale to hospitals or providers. The commercial model is focused on self-insured employers and other risk-bearing buyers who are motivated to reduce healthcare costs, absenteeism, lost productivity, and avoidable procedures.

This is a newly created revenue stream within an established company. The right candidate will have the opportunity to help shape strategy and make an outsized impact on growth.

The Strategic Account Executive will report to the Chief Revenue Officer and be responsible for winning new business with medium to large self-insured employers and related risk-bearing customers.

This is a senior individual contributor role with meaningful visibility and growth potential. The right person will have experience managing employer relationships within a regional or national health plan, be a disciplined seller who can leverage existing employer relationships, navigate complex buying processes, build executive relationships, and close large, multi-stakeholder deals. This person must be comfortable selling a value-based story grounded in clinical outcomes, healthcare economics, and measurable ROI.

• Own a defined bookings target within the large employer segment
• Actively drive patient acquisition at target employee sites growth
• Build and manage strategic accounts of large self-insured employers and other risk-bearing buyers
• Leverage existing employer relationships
• Introduce innovative MSK solution to existing client base
• Influence benefit strategy
• Operate consultatively
• Engage employer accounts through existing health plan and benefits ecosystem relationships
• Navigate health plan/employer dynamics and benefit structures
• Collaborate with brokers, consultants, and employer stakeholders to position the solution
• Identify opportunities within existing covered populations and regional employer relationships
• Lead the full sales cycle from outreach through contract execution
• Deliver a compelling ROI-driven sales story rooted in value-based care, surgery avoidance, and total cost reduction
• Partner closely with the CRO and cross-functional teams to move deals efficiently and position the company effectively in market
• Maintain strong pipeline discipline, forecasting accuracy, and account planning
• Share market feedback and competitive intelligence to inform go-to-market strategy
• Work with new employers to set up wellness events featuring MSK solution
• Work with new employers and their insurance carriers / consultants to identify potential employees who may benefit from MSK solutions using claims data

• Actively drive patient acquisition
• Leverage existing employer relationships
• Builds a qualified pipeline within a defined set of accounts
• Closes complex enterprise deals with large employers and related buyers
• Establishes credibility with senior decision-makers
• Maintains disciplined forecasting and strong sales process management
• Contributes market insight that strengthens the company’s commercial strategy

• Existing relationships with self-insured employers, consultants, brokers, or regional payor stakeholders strongly preferred
• Existing relationships at jumbo self-insured clients like hospitals, schools, police, retail, etc.
• Experience supporting self-insured employer accounts on behalf of a payor
• Experience closing complex, multi-stakeholder deals with executive buyers
• Strong ability to prospect, develop, and close net-new business
• Comfort selling value-based, outcomes-based, or ROI-driven healthcare solutions
• Strong executive presence, communication skills, and commercial judgment
• High urgency, accountability, resilience, and ability to operate independently
• A…