Pair Team

• Own the translation of Growth and Commercial strategy into quarterly, KPI-driven marketing roadmaps by partnering with leadership to convert priorities, target audiences, state focus, and market insights into integrated campaign plans tied to pipeline and expansion goals. • Develop and maintain Pair Team’s B2B messaging playbook: define, refine, and enforce core positioning across payer, CBO, health system, state, provider, and ACO audiences. • Conduct and synthesize competitive intelligence to inform positioning and strategy, including state-by-state differentiation, payer pain points, RFP and policy trends, and buyer personas. • Lead development of RFIs, RFPs, proposals, and related opportunity materials in close partnership with Growth and Partnerships teams. • Turn business priorities into clear pitch narratives, value propositions, and objection-handling language for Growth, Commercial, and Partnership teams. • Drive conference and event strategy and execution, including registration, outreach, speaking opportunities, media engagement, and post-event follow-up. • Own execution of webinars, B2B newsletters, and targeted outreach campaigns aligned to commercial priorities. • Coordinate and manage CRM and marketing automation workflows (e.g., HubSpot) for B2B pipeline nurture and engagement tracking. • Build and own Pair Team’s content strategy across blog, social, video, and long-form thought leadership, with a focus on establishing category authority in AI-powered care delivery, Medicaid and Medicare innovation, and safety-net healthcare. • Drive SEO performance: develop a keyword strategy, publish high-quality content at a consistent cadence, and measure organic traffic growth against targets. • Own social media strategy and execution across company and executive channels (LinkedIn, etc.), creating a content calendar that blends original thought leadership, product storytelling, clinical insights, and industry commentary. • Partner with clinical and product leaders to produce differentiated content—case studies, whitepapers, blog posts, video series, and data-driven narratives—that positions Pair Team as a thought leader. • Collaborate with PR leadership on earned media strategy, ensuring content efforts amplify press placements, reporter relationships, and executive visibility. • Build scalable content production workflows, whether through personal execution, management of freelancers and agencies, or a combination of both. • Manage and grow a social calendar for senior leaders, covering LinkedIn presence, podcast appearances, speaking engagements, and industry commentary. • Lead creation and maintenance of all B2B marketing assets, including pitch decks, one-sheets, case studies, conference materials, and other sales enablement collateral. • Build and manage a scalable workflow for asset requests, version control, customization, and distribution to Growth, Commercial, and Partnership teams. • Lead development of B2B and partner-facing website content, including key product and program experiences. • Develop and refine payer and partner reporting materials, ensuring marketing supports account management, renewal and upsell efforts. • Create target-specific materials tailored to market conditions, audience segments, and partnership types. • Develop and refine decks and presentations for internal and external leadership use, including board presentations, investor materials, and executive briefings. • Partner with Sales, Growth, Product, Government Relations, and Clinical leads to ensure all materials reflect accurate operations, outcomes, and program details. • Execute on high-priority organizational marketing needs across teams.

• Partner with product leadership to define and drive the Pod-Agents roadmap, from discovery through pilot, GA, and ongoing iteration. You'll contribute to strategy, own the specs, and drive execution on one of our most technically ambitious product areas. • Partner closely with our CMO and clinical operations team to deeply understand how care managers work, where AI can genuinely help, and where humans need to stay in the loop. • Define what good looks like for AI agent features, including evaluation frameworks, success metrics, and feedback loops that tell you whether the product is actually working in the field. • Write clear, opinionated specs that give engineers and designers the context they need to build the right thing: not requirements documents, but decision documents. • Navigate ambiguity with structure. This is greenfield product work in a regulated domain – you’ll make good calls with incomplete information, and know when to slow down and learn more before moving forward. • Own the cross-functional alignment across Pod-Agents, ECM, and Access, driving the shared understanding of what we're building, why it matters, and how it connects to Pair Team's broader care delivery model and partner programs. • Keep stakeholders informed and united at every stage — writing crisp updates, running efficient reviews, and managing across clearly so leadership always has the context they need and the team stays focused on building.

• Provide virtual care and clinical assessments for Medicare patients across multiple ACCESS markets • Support initial patient assessments, care plan direction, and ongoing clinical oversight • Manage chronic conditions, acute concerns, medication-related questions, and routine follow-ups through telemedicine • Partner with RNs, Community Health Workers, and clinical leadership to close care gaps and ensure timely follow-up • Provide clinical guidance during case reviews, escalations, and complex patient situations • Support patients with conditions common in Medicare populations, including hypertension, diabetes, CKD, cardiovascular disease, chronic pain, depression, and anxiety • Build trusted relationships with patients who may have limited access to consistent care • Collaborate with operations and product teams to improve care delivery workflows, documentation, and patient engagement • Maintain timely, accurate, and compliant clinical documentation

• Own the full sales cycle for our physician partnerships, from prospecting and outreach through discovery, proposal development, negotiation, and close • Develop a deep understanding of the programs that fund our physician practice offering - Medicare ACCESS • Take ownership of an active sales pipeline and drive opportunities forward to close while expanding into new markets nationwide • Self-source approximately 50% of your pipeline through outbound outreach, networking, referrals, and strategic prospecting • Convert inbound interest generated through marketing, webinars, content, events, and executive introductions into qualified opportunities and closed deals • Build and manage relationships with executive, operational, and clinical stakeholders across ACOs, provider practices, and other prospective partners • Navigate complex, multi-stakeholder sales cycles with strong follow-through, sound judgment, and attention to detail • Maintain strong CRM discipline in HubSpot, including pipeline updates, activity tracking, next steps, and forecasting • Develop a strong understanding of Pair Team’s ACCESS program and clearly communicate our value to external partners • Partner closely with senior leadership, external advisors, and BD support to shape market strategy, account prioritization, and outbound approach • Surface market feedback, buyer insights, and competitive intelligence to inform broader sales and partnerships strategy • Represent Pair Team in partner meetings, events, and other external forums as needed

• Maintain ongoing caseload of individuals through the utilization of evidence based approaches to promote engagement and achievement of health goals • Use relationship-based strategies to support members with social support navigation, understanding that many may have lived personal experiences causing them to be initially hesitant or distrusting of the health care system • Conducts periodic telephonic and SMS outreach to ensure timely follow-up to members • Work with members to identify health/wellness goals and incorporate goals into Health Action Plan/Shared Care Plan • Supports nurse care manager, behavioral health care manager, nurse practitioner and Community Engagement Specialist with delegated tasks • Collaborates on care issues with Enhanced Care Management team by participating in systematic case reviews and consulting with nurse care manager, behavioral health care manager, and nurse practitioner before taking clinical actions • Consistently meet monthly encounter metrics to ensure compliance with health plan regulations • Identify and break down barriers ensuring individuals’ continuation with the program • Assists individuals in securing connection to community supports by scheduling appointments, managing referrals, and ensuring timely follow-ups • Coordinate physical care management appointments through collaboration with external and internal providers • Utilize external and internal online platforms to collaborate with team members and carry out daily tasks

• Maintain ongoing caseload of individuals through the utilization of evidence based approaches to promote engagement and achievement of health goals • Use relationship-based strategies to support members with social support navigation, understanding that many may have lived personal experiences causing them to be initially hesitant or distrusting of the health care system • Conducts periodic telephonic and SMS outreach to ensure timely follow-up to members • Work with member to identify health/wellness goals and incorporate goals into Health Action Plan/Shared Care Plan • Supports nurse care manager, behavioral health care manager, nurse practitioner and Community Engagement Specialist with delegated tasks • Collaborates on care issues with Enhanced Care Management team by participating in systematic case reviews and consulting with nurse care manager, behavioral health care manager, and nurse practitioner before taking clinical actions • Consistently meet monthly encounter metrics to ensure compliance with health plan regulations • Identify and break down barriers ensuring individuals’ continuation with the program • Assists individuals in securing connection to community supports by scheduling appointments, managing referrals, and ensuring timely follow-ups • Coordinate physical care management appointments through collaboration with external and internal providers • Utilize external and internal online platforms to collaborate with team members and carry out daily tasks

About Pair Team At Pair Team, we're an innovative, mission-driven company reimagining how Medicaid and Medicare serves the most underserved populations. As a tech-enabled medical group, we deliver whole-person care - clinical, behavioral, and social - by partnering with organizations deeply connected to the communities we serve. We’re building a care model that empowers clinicians and care teams to do what they do best: provide compassionate, high-impact care. At Pair Team, we leverage AI and automation to reduce administrative burden, streamline coordination, and ensure patients receive timely, personalized support. Our work is powered by a deeply collaborative team of nurses, social workers, community health workers, and medical professionals working alongside product, technology, and operations to close care gaps and improve outcomes for high-need patients. We’re one of the largest Enhanced Care Management providers in California and are on track to build the nation’s largest clinically integrated network supporting high-need patients. Our model has demonstrated real impact, including a 58% reduction in emergency department visits and a 29% reduction in hospital admissions. At Pair Team, were not just delivering care - we're building the future of more equitable, community-driven healthcare. Our Values - 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. In the News - 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 - Axios: Pair Team collects $9M for Medicaid-based care About the Opportunity Pair Team is looking for an Account Executive to join our Partnerships team and own the full sales cycle for California health system partnerships, with a primary focus on expanding our Enhanced Care Management program. This is a highly strategic, high-priority role that will help unlock a critical growth channel for Pair Team as we scale access to whole-person care for Medicaid members across California. This is a true end-to-end individual contributor sales role focused on building relationships with California hospitals and health systems, managing long and complex deal cycles, and navigating executive-level conversations through contract close. We’re looking for someone who understands how California health systems buy, contract, and evaluate partners, and who can operate credibly with VP and C-suite stakeholders. You’ll report directly to our SVP, Networks and partner closely with our Director of Partner Engagement, with support from executive introductions and a Business Development Advisor to help accelerate pipeline generation and strategic account development. What You’ll Do - Own the full sales cycle for California health system partnerships, from prospecting and outreach through discovery, proposal development, negotiation, and close - Drive growth of Pair Team’s Enhanced Care Management program through strategic hospital and health system partnerships across California - Self-source approximately 50% of your pipeline through outbound outreach, networking, referrals, and strategic prospecting - Partner closely with senior leadership, external advisors, and BD support to develop and advance high-value partnership opportunities - Build and manage relationships with executive, operational, and clinical stakeholders, including VP and C-suite leaders within California health systems - Navigate complex, multi-stakeholder sales cycles with strong follow-through, sound judgment, and attention to detail - Maintain strong CRM discipline in HubSpot, including pipeline updates, activity tracking, next steps, and forecasting - Develop a strong understanding of Pair Team’s ECM model and clearly communicate our value to external partners - Help shape territory strategy, partner segmentation, and go-to-market priorities as the team continues to evolve - Surface market feedback, buyer insights, and competitive intelligence to inform broader sales and partnerships strategy - Represent Pair Team in partner meetings, industry conversations, conferences, and other external forums as needed What You’ll Need - 5+ years of experience in account executive, business development, or full-cycle sales roles - Direct experience selling into California hospitals or health systems is required - Strong track record of owning deals end to end, including prospecting, managing pipeline, negotiating, and closing - Experience navigating long, complex sales cycles with executive stakeholders and multiple decision-makers - Ability to build credibility quickly with clinical, operational, and executive leaders - Demonstrated ability to self-source pipeline and independently create opportunities rather than relying entirely on inbound demand - Experience selling healthcare services, tech-enabled services, care models, workflow solutions, or other solutions into provider organizations strongly preferred - Familiarity with California healthcare market dynamics and how health systems evaluate and contract with partners - Experience using HubSpot, Salesforce, or another CRM with a high level of consistency and organization - Strong operational rigor and comfort working in a metrics-driven, process-oriented sales environment - Strong written and verbal communication skills, with the ability to tailor messaging to executive and clinical audiences - Comfortable working in a fast-moving environment where some structure exists and some is still being built - Must be based in California Because We Value You - Base salary of $115,000-$125,000 base salary with on-target earnings of $220,000 - Equity compensation package - Flexible vacation policy – take the time you need to recharge - Comprehensive medical, dental, and vision coverage - 401(k) through Guideline - 100% company-sponsored short and long-term disability and life insurance - Subsidized backup childcare and caregiver supports through Wellthy - Work from the comfort of your own home - Monthly $100 work from home expense stipend - We provide the equipment needed for the role - Opportunity for rapid career progression with plenty of room for personal growth! - Travel reimbursements for your on-site engagement days Pair Team is an Equal Opportunity Employer. At Pair Team, we value diversity and strive to provide an inclusive environment for all applicants and employees. All applicants will be considered without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, marital status, age, disability, political affiliation, military service, genetic information, or any other characteristic covered by federal, state, or local law. Pair Team participates in E-Verify to verify employment eligibility for new hires. Any offer of employment at Pair Team is conditioned upon passing a pre-employment background check. Following a conditional job offer, candidates will undergo comprehensive employment background checks, including; criminal history, reference checks, and driving records if a role requires vehicle use. We do not conduct any TA business outside of our @pairteam.com emails. If you’re ever concerned about spam or fraudulent activity, please reach out to recruiting@pairteam.com. Note: Please be aware that while we sincerely appreciate your interest, due to the high volume of requests, we're unable to respond to general position inquiries via email. To apply for a position with us, please submit your application for the role you are interested in. Our team regularly reviews applications and will reach out to candidates whose qualifications align with our current openings listed below. Thank you!

• Lead and Develop Your Team: Build trust and strong relationships with Lead Care Managers. Provide 1:1 coaching, support, and management to ensure high performance and team cohesion. • Ensure Quality of Care: Conduct bi-weekly audits of LCM work to maintain high-quality patient care, including timely and clear documentation, up-to-date tasks, and tailored care plans. • Monitor Performance Metrics: Utilize dashboards to track key metrics and ensure they are trending positively. Be the first point of contact for escalations and troubleshooting. • Training and Onboarding: Assist with the development and implementation of new hire and ongoing training programs. Support the LCM interview process and own the upkeep of Standard Operating Procedures (SOPs). • Foster Collaboration: Serve as the primary liaison between LCMs, their assigned clinics, their care plans (including community supports), and cross-functional stakeholders. Promote effective communication across internal teams, clinic partners, and external healthcare providers. • Drive Process Improvement: Identify opportunities to enhance care management and coordination efforts, ensuring recommendations are communicated effectively across the healthcare team.

• Partner closely with Clinical and Operations leaders to drive people strategy that supports business growth, team effectiveness, and organizational health • Coach managers through performance management, employee relations, team development, engagement, retention, and other day-to-day people matters • Support and strengthen core people infrastructure, with ownership or partnership on programs like performance reviews, talent assessments, succession planning, and organizational planning • Lead and support cross-functional projects that improve how the business operates, including policy updates, job description work, organizational design, team planning, and process improvements • Partner with leaders to translate company and team OKRs into people strategies that drive execution and business outcomes • Identify organizational risks, talent gaps, and manager support needs, and proactively recommend solutions • Partner with leaders through change management efforts as teams evolve, scale, or reorganize • Partner with the Employee Relations Specialist to identify employee relations trends, surface risks, and recommend solutions that improve manager support and team effectiveness • Use data, trends, and business context to guide recommendations and solve complex people challenges • Ensure compliance with applicable employment laws, policies, and people practices across a distributed workforce

• Own formal employee relations matters from intake through resolution, including documentation, risk assessment, process execution, and case closure • Lead and execute workplace investigations related to harassment, discrimination, retaliation, misconduct, and other significant policy concerns • Draft, issue, and track formal disciplinary actions, including written warnings, final warnings, suspensions, and termination documentation • Manage the formal performance improvement plan process from creation through completion, ensuring consistency in documentation, timelines, and follow-up • Lead the interactive process for employee accommodation requests, including matters related to ADA, PWFA, medical restrictions, and related leave considerations • Support leave-related and broader compliance-sensitive employee matters, including FMLA, non-FMLA leave, and workers’ compensation touchpoints as applicable • Manage tracking, reporting, and intervention processes for attendance issues involving non-exempt employees • Partner with PBPs, who serve as the primary manager-facing point of contact, to receive escalated ER matters and determine the appropriate next steps • Provide PBPs with compliant, finalized documentation and procedural guidance for formal employee conversations, including performance, discipline, and separation-related meetings • Attend manager or employee meetings when needed to provide guidance on compliance, process, or high-risk employee relations matters • Maintain complete, organized, and audit-ready records across investigations, disciplinary actions, accommodations, attendance matters, and other ER cases • Build and maintain trackers and dashboards to monitor case volume, timeliness, trends, and key employee relations metrics • Report on metrics such as investigation SLA, performance process completion, and case throughput to improve visibility and accountability across the People team • Identify recurring themes, policy gaps, or manager capability issues and share proactive recommendations with PBPs and People leadership • Help strengthen scalable ER processes, templates, and documentation standards as the organization grows