Strategic Accounts Manager

Pear Suite; San Francisco (CA); Remote; USD 115,000 - 130,000; Full time

Job summary

A leading digital health company seeks a Strategic Accounts Manager to drive go-to-market efforts with health plans. This role involves developing sales strategies, managing executive relationships, and negotiating contracts to expand the customer base across Medicaid and Medicare programs.

Qualifications

• 6+ years in business development or payer strategy roles.
• Success selling into health plans for complex needs.
• Strong relationship management with C-level stakeholders.

Responsibilities

• Develop health plan sales strategy and pipeline.
• Build executive relationships with payers.
• Lead complex contract negotiations.

Skills

Business Development

Sales Strategy

Relationship Management

Negotiation

Understanding of Medicaid and Medicare

Value-Based Care

Job description

Pear Suite is a digital health company revolutionizing community-based care. Our care navigation platform equips staff—like community health workers and doulas—with tools to collect, visualize, and act on social determinants of health data. Pear Suite also operates the largest provider network of community-based care providers. By supporting culturally responsive, person-centered care, we help healthcare organizations close care gaps and improve outcomes.

Title: Strategic Accounts Manager

Type: Full-time

Base Salary: 115-130K + Performance Bonus

Location: Remote

Reports to: CEO

About the role

We’re looking for an experienced, entrepreneurial, and mission-aligned Strategic Accounts Manager to lead our go-to-market efforts with health plans. This individual is responsible for designing and executing a scalable sales strategy to grow Pear Suite’s customer base across Medicaid Managed Care Organizations (MCOs), Medicare plans, Duals plans, and more. This role is ideal for someone who understands the complexities of value-based care, managed care contracting, and SDoH interventions—and is ready to drive impact at the national level.

What you'll do

• Develop and own the health plan sales strategy and pipeline, including territory mapping, segmentation, and prioritization.
• Build and manage executive relationships with payers, particularly those focused on Medicaid, Medicare, and Duals populations.
• Lead contract negotiations and navigate complex payer procurement processes (e.g., RFPs, pilots, direct contracts, LOIs).
• Collaborate with Pear Suite’s leadership on pricing models, reimbursement strategies, and ROI storytelling for CHW programs.
• Represent Pear Suite externally at industry events, webinars, and key stakeholder meetings to drive brand awareness and lead generation.
• Coordinate with internal teams (product, partnerships, operations) to ensure alignment between customer needs and solution delivery.
• Establish metrics and track progress toward revenue goals, market penetration, and customer satisfaction.

Qualifications

• 6+ years of experience in business development, enterprise sales, or payer strategy roles—specifically in digital health or tech-enabled healthcare services.
• Demonstrated success selling into health plans or other risk-bearing entities, especially for populations with complex needs.
• Deep understanding of Medicaid and Medicare programs, value-based care models, community-based care navigation strategies, and social drivers of health.
• Exceptional ability to translate technical product capabilities and a provider network of community-based care providers into strategic value propositions for health plan executives.
• Strong relationship management skills, particularly with VP and C-level stakeholders.
• Confident navigating long sales cycles with multiple internal and external decision-makers.
• Experience working in or with startups, with a bias toward action and flexibility in dynamic environments.
• Willingness to travel for conferences, site visits, and customer meetings (15–30%).

We are an Equal Opportunity Employer- We celebrate diversity and believe it is the key to creating vibrant, healthy communities! We encourage applicants from all cultures, races, colors, religions, sexes, national or regional origins, ages, disability status, sexual orientation, gender identity, military, protected veteran status or other status protected by law.