Account Executive, Partnerships

KeyCare; United States; On-site; USD 130,000 - 150,000; Full time

Benefits offered by this job

Medical

Vision

Life Insurance

Disability

Unlimited PTO

Job summary

KeyCare is a national virtual care company built natively on Epic. The Account Executive, Partnerships will own prospects from first conversation through signed contract, then stay accountable to the relationship as it expands.

This role focuses on health plan/payer partnerships with opportunities across health systems as they arise. This foundational individual contributor role on a growing partnerships team emphasizes pipeline development, multi-stakeholder negotiations, and long-term

Qualifications

• 5+ years of B2B sales experience, including health plans/payers or health systems.
• Experience closing six-figure enterprise deals.
• Familiarity with Epic or healthcare payer dynamics.

Responsibilities

• Own pipeline creation and full-cycle deals for health system and health plan targets.
• Build durable, non-transactional relationships across multi-stakeholder groups.
• Negotiate contracts and drive growth within existing accounts; expand after close.

Skills

B2B sales

Healthcare partnerships

CRM pipeline management

Sales negotiation

Job description

Role/Position: Account Executive, Partnerships

Primary Location: Virtual

Start Date Target: October 1, 2026

Direct Manager: VP of Partnerships

Hours: Full Time

Salary: $130,000 - $150,000 plus commissions for closed sales (as outlined in sales comp plan)

Cost Center: Growth

Work Authorization: Must be authorized to work in the United States

KeyCare is a national virtual care company built natively on Epic. This role owns prospects from first conversation through signed contract, then stays accountable to the relationship as it expands. This role is primarily focused on health plan / payer partnerships, with additional selling opportunities across health systems and other market segments as they arise.

This is a foundational individual contributor role on a growing partnerships team. Quota, territory, and team structure will be established as the go-to-market motion matures which means candidates who've built pipeline from scratch before will be most comfortable here. This is a great fit for a self-driven, consultative seller energized by building something new rather than working an established playbook.

What You'll Do

Own pipeline creation and follow-through for health system and health plan targets to drive new business and growth within our existing customer accounts. You'll run full-cycle deals: sourcing, discovery, clinical and financial value framing, proposal, contract, close, and in many cases stay engaged long term to focus on expansion opportunities.

Build durable relationships, not transactional ones. Health system and health plan sales cycles are long and multi-stakeholder. You'll navigate IT governance, physician leadership, and C-suite, or medical, network, and actuarial leadership on the payer side, simultaneously and keep momentum without burning trust.

Represent KeyCare where healthcare leaders gather such as events or onsite meetings. Through this, you'll build the kind of network that opens doors before RFPs are issued.

Responsibilities

• Grow integrated relationships across all channels (e.g., health system, payers and digital technology solutions) focusing on a seamless customer experience.
• Collaborate with internal teams — including product, clinical, network/provider operations, legal, and finance — to execute an end-to-end sales process and expand opportunities.
• Achieve rapid growth and revenue goals to be defined by leadership.
• Ensure delivery and execution of go to market strategy based on the customer and business goals to maximize sales, profits, engagement, and loyalty.
• Collaborate with product, marketing, and other leaders to drive adoption of KeyCare services.
• Collaborate with product management to identify, evaluate, and prioritize new technologies and solutions to bring value.
• Continuously collaborate with existing and prospective customers to understand market expectations and buyer personas.
• Assist in refining market sizing, customer segmentation, lead generation, and pricing strategies.
• Identify new opportunities using customer insights, market research and competitive intelligence.
• Analyze historical sales and external trend data to identify patterns in market behavior and develop strategies and tactics to improve sales effectiveness.
• Assist in continued refinement of proposals, contracts and customer deliverables.
• Lead relationships, proposals and contracting with prospects with a strong relationship and client management mindset for long term relationship management.
• Collaborate internally to support and expand the existing CRM, materials and other growth tools.
• Attend approved industry conferences and develop your existing network of contacts.
• Own issue resolution and account health/satisfaction for your book of business post-close, not just at signature.
• Maintain an account plan, rolling forecast, and quarterly business review cadence for key accounts, translating pipeline activity into a data-backed narrative for internal and partner-facing leadership.

How You'll be Measured

New accounts closed is the primary goal at this time. As we scale this will be expanded to focus on contribution to company revenue. Supporting signals include pipeline value created, average deal size, stage conversion rates, and the quality of market intelligence contributed internally. Activity metrics inform coaching; they don't define performance.

What We're Looking For

• 5+ years of B2B sales experience, including 2+ years selling into health plans/payers, health systems, or IDNs in a services or value-based care/SaaS environment, with a personal track record of closing six-figure enterprise deals. Experience navigating payer decision structures (medical/network leadership, actuarial, quality, and provider network teams) is a strong plus.
• Deep familiarity with Epic — how health plans buy it, govern additions to it, and think about workflow; existing relationships inside Epic-affiliated systems are a strong differentiator.
• Working knowledge of payer economics and value-based care mechanics (e.g., medical loss ratio, risk-based/value-based contracting, network adequacy, HEDIS/Star ratings, utilization management) sufficient to frame KeyCare's value in payer-native terms.
• Experience negotiating and executing enterprise contracts; exposure to digital health companies, medical groups, or payers is a plus.
• Comfort in a startup environment where your deal last quarter is informing the product roadmap today.
• Strong written and verbal communication; proposals here carry weight and will face scrutiny from skeptical procurement and legal teams.
• Build and track your own pipeline KPIs in a CRM.

Eligible for company benefits upon package roll out:

• Medical
• Vision
• Life Insurance
• Disability
• Unlimited PTO

Travel Requirements

This role may require at least 30% nationwide travel.

KeyCare is an Equal Opportunity/Affirmative Action Employer.

This job description makes no representations, warranties, conditions or agreements, oral or written, expressed or implied. This is not an offer and there is no obligation to fill the position.