• Own the end-to-end sales cycle for enterprise partnerships including prospecting, discovery, proposal development, negotiation, and close across health systems, virtual care providers, digital health platforms, medically tailored meal companies, and other social/care organizations serving overlapping Medicaid and Medicare populations • Build trusted, multi-level relationships with executive and operational stakeholders (C-suite, Chief Population Health Officers, CMOs, VPs of Operations) at target partner organizations • Self-source ~50% of your own pipeline through outbound outreach, referrals, conferences, and your existing network; work inbound leads sourced through executive and advisor warm introductions and marketing • Develop an annual GTM market plan and bottoms-up revenue plan for your territory, with a near-term focus on California Medicaid growth and national Medicare pipeline development • Contribute to building and refining sales playbooks, deal structures, and partner segmentation approaches as the team scales • Maintain disciplined CRM hygiene in HubSpot and deliver accurate, consistent pipeline forecasting • Surface market intelligence—partner needs, competitive dynamics, emerging trends—and bring insights back to leadership and product teams • Represent Pair Team at relevant industry conferences and events

• Conduct outbound calls to potential clients and decision-makers • Manage follow-ups through effective email communication • Identify business opportunities and schedule sales meetings • Maintain and update information in the CRM • Build strong relationships with prospects • Collaborate with the sales team to convert leads into opportunities • Use tools such as ZoomInfo for prospecting

• Manage all aspects of an assigned portfolio of accounts • Ensure the relationships meet corporate standards for risk, profitability, factoring and asset-based lending services • Responsible for ensuring all advances and loans comply with loan policy and approved structure • Attain an acceptable contribution to overhead and/or profit from each client arrangement • Document all relationships to ensure approved and required legal documentation • Resolve factoring and asset based lending service problems • Propose changes in policies and procedures to reduce costs • Develop and operate within individual budget to control expenses

• Be a self-sufficient, dynamic account partner for clients • Provide regular strategic counsel to help pharmaceutical marketers navigate the rapidly changing healthcare landscape • Drive brand growth • Establish and maintain senior client level contact • Lead to positive and effective client/agency relationships