Strategic Account Executive, Large Employers

The Role

The Strategic Account Executive will report to the Chief Revenue Officer and be responsible for winning new business with medium to large self-insured employers and related risk-bearing customers. This is a senior individual contributor role with meaningful visibility and growth potential.

The right person will have experience managing employer relationships within a regional or national health plan, be a disciplined seller who can leverage existing employer relationships, navigate complex buying processes, build executive relationships, and close large, multi-stakeholder deals. This person must be comfortable selling a value-based story grounded in clinical outcomes, healthcare economics, and measurable ROI.

What You Will Do

• Own a defined bookings target within the large employer segment
• Actively drive patient acquisition at target employee sites growth
• Build and manage strategic accounts of large self-insured employers and other risk-bearing buyers
• Leverage existing employer relationships
• Introduce innovative MSK solution to existing client base
• Influence benefit strategy
• Operate consultatively
• Engage employer accounts through existing health plan and benefits ecosystem relationships
• Navigate health plan/employer dynamics and benefit structures
• Collaborate with brokers, consultants, and employer stakeholders to position the solution
• Identify opportunities within existing covered populations and regional employer relationships
• Lead the full sales cycle from outreach through contract execution
• Deliver a compelling ROI-driven sales story rooted in value-based care, surgery avoidance, and total cost reduction
• Partner closely with the CRO and cross-functional teams to move deals efficiently and position the company effectively in market
• Maintain strong pipeline discipline, forecasting accuracy, and account planning
• Share market feedback and competitive intelligence to inform go-to-market strategy
• Work with new employers to set up wellness events featuring MSK solution
• Work with new employers and their insurance carriers / consultants to identify potential employees who may benefit from MSK solutions using claims data

What Success Looks Like

• Actively drive patient acquisition
• Leverage existing employer relationships
• Builds a qualified pipeline within a defined set of accounts
• Closes complex enterprise deals with large employers and related buyers
• Establishes credibility with senior decision-makers
• Maintains disciplined forecasting and strong sales process management
• Contributes market insight that strengthens the company’s commercial strategy

What We Are Looking For

• Existing relationships with self-insured employers, consultants, brokers, or regional payor stakeholders strongly preferred
• Existing relationships at jumbo self-insured clients like hospitals, schools, police, retail, etc.
• Experience supporting self-insured employer accounts on behalf of a payor
• Experience closing complex, multi-stakeholder deals with executive buyers
• Strong ability to prospect, develop, and close net-new business
• Comfort selling value-based, outcomes-based, or ROI-driven healthcare solutions
• Strong executive presence, communication skills, and commercial judgment
• High urgency, accountability, resilience, and ability to operate independently
• Ability to work effectively in a growing company where strategy is evolving and speed matters

Strongly Preferred

• Background working with employer groups, brokers, consultants, or labor accounts through a health plan environment
• Background in healthcare consulting with relationships at major self-insured accounts with demonstrated history of sales
• Strong familiarity with employer healthcare markets in Massachusetts, New York, Pennsylvania, Delaware, New Jersey
• Experience in musculoskeletal care, orthopedic solutions, pain management, virtual care, digital health, specialty benefits, or related categories
• 7–12+ years in healthcare sales, employer account management, payor partnerships, or strategic client management
• Proven success selling into employers with 20,000+ employees
• Existing relationships with employer, benefits, payer, consultant, or labor decision-makers
• Familiarity with self-insured employer economics and buying cycles
• Strong pipeline management and forecasting discipline