Partner Success Manager

About the role

This is a growth role. Your job is to grow referral volume across a portfolio of Float's specialty pharmacy partners. Specialty Pharmacies (SPs) are Float's aggregators of demand. SPs sell into provider's offices, specialist groups, and health systems. They receive prescriptions for home infusion treatments (referrals) that they must attach nursing to in order to fill. SPs may have internal W2 nursing, or utilize various nursing sources (like Float) to satisfy their demand.

Responsibilities

• Take full ownership of a portfolio of specialty pharmacy accounts, driving growth through deep relationship-building with User and Detailed Buyers, including branch managers, Directors of Nursing, and coordination teams.
• Establish Float as the preferred partner to compound referral volume quarter over quarter.
• Own quarterly referral benchmarks for Existing Target Accounts (ETAs) and Geo Expansion Target Accounts (GTAs).
• Architect and execute referral-driven growth strategies, pivoting rapidly whenever account metrics fall short of objectives.
• Maintain autonomy in deciding how to engage your accounts, which growth tactics to run, and where to spend your time to maximize portfolio growth.
• Move seamlessly between providing onboarding demos for our Pharmacy Portal, facilitating influential Partnership Experience Meetings with Detailed and User Buyers, and reporting out the growth and health of your accounts to leadership.
• Implement creative activation tactics to secure initial referrals within the first 30 days of a geo expansion launch or coordinate cross-functional efforts to dismantle referral barriers.

Requirements

• 5+ years of experience in account management, customer success, partner success, or sales roles in B2B healthcare, SaaS, or healthcare services.
• Experience with specialty pharmacy, home infusion, or complex clinical services.
• A track record of owning and hitting volume, revenue, or GMV growth targets across a portfolio of 20+ accounts; you talk naturally about the outcomes you drove.
• Demonstrated ability to design growth-driven strategies: diagnosing why an account is underperforming, building a play to fix it, and measuring the result.
• Experience onboarding and training users on products with demonstrated impact on usage metrics.
• Strong relationship-building and communication skills; equally effective presenting to leadership or troubleshooting with frontline teams.
• Comfortable pulling and interpreting account-level data to identify performance gaps, track portfolio health, and support decisions; you are at ease in analytics dashboards and can translate numbers into a clear story.
• Comfortable learning technical products and explaining them to diverse audiences.
• Cross-functional collaborator with a consultative mindset focused on outcomes and partner challenges.
• Experience carrying a quota or variable compensation tied to growth outcomes.
• Experience as an early team member on a customer success or account management team where you helped build and scale the function.

Qualifications

• Familiarity with HubSpot CRM and analytics platforms such as Omni; experience building or maintaining account dashboards that surface health metrics and growth trends.
• Preferable skills: Experience working with clinical or operational healthcare stakeholders.

Skills

• Consultative mindset focused on outcomes and partner challenges.
• Investigative spirit, love setting ambitious goals and finding creative ways to attain them.
• Comfortable with change and ambiguity, and able to adapt to a fast-paced, ever-changing work environment.
• Curious about how products work and excited to become a power user who can both advocate for partner needs in product decisions and help partners extract maximum value from partnering closely with Float.
• Strong cultural fit: energized by growth targets and building relationships in service of them.

Benefits

• Pay: Medical, dental, vision
• Perks: 401k matching, Generous option grants with equity refresh plan, Unlimted PTO with minimum days, Paid parental leave, Phone & internet monthly stipend, Annual Learning Stipend, HSA & FSA, Voluntary Life, Accident, Hospital, and Critical Illness Insurance

Pay

The total annual on-target earnings (OTE) is expected to range from $120,000 to $138,000. Quarterly variable compensation is 30% of OTE and tied directly to your portfolio's referral growth goals with no cap on variable earnings for performance above target.

Schedule

This is a fully remote position based in the US. While candidates all over the US are invited to apply. Float operates in the PST time zone.