Hybrid Senior Account Executive

at Stellar Health

• Job title: Senior Account Executive
• Job type: Full Time
• Experience level: Senior
• Salary: $130,000 - $150,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, New York City, United States

About the role

• Senior Account Executive driving sales for Stellar Health's value-based care platform. Executing enterprise sales strategies and collaborating with internal teams to foster provider relationships.

Responsibilities

• Support enterprise sales efforts to large health systems, including market analysis, understanding value-based approach, creating compelling business cases, and building relationships with provider leadership.
• Conduct full-cycle acquisition: Initiate cold outreach, own preparation for provider acquisition meetings, gather competitive intelligence, and conduct compelling product demonstrations. Some outreach will be supported by a team BDR.
• Lead the persuasion efforts to convert providers to utilize the Stellar platform and participate in our VBC rewards programs.
• Derive insights from VBC team structure and provide recommendations for how Stellar can drive value for the provider and the Payor partner based on configuration.
• Lead the full scoping and contracting process (Who, What, When, Where) to establish a framework for best practices for Stellar workflows.
• Contribute to Growth’s OKRs by achieving quotas for contracted and onboarded patient lives.
• Support the initial onboarding of Providers onto the Stellar platform, in collaboration with Provider Implementation.
• Identify challenges facing live Providers and develop solutions or mitigation strategies.
• Establish and support relationship management with key Provider stakeholders to leverage expansion opportunities.
• Collaborate with Provider Success for ongoing relationship support for future expansion conversations.
• Refine and iterate compelling pitch materials, lead and present at external meetings, and demonstrate Stellar’s platform with proficiency to support ongoing management of Stellar’s national network.
• Develop a deep understanding of our value-based care solution, features, benefits, and competitive advantages to effectively tailor presentations to potential clients.
• Identify opportunities for awareness to support growth in a given market.
• Maintain accurate and up-to-date records of sales activities, opportunities, and customer interactions in the CRM system.

Requirements

• 5-7+ years of work experience in sales and/or network development build is required.
• Previous experience in a technology organization or in a sales organization is preferred.
• Proven track record of success in healthcare sales, with a focus on value-based care solutions. In-depth knowledge of VBC concepts and payment models (e.g., shared savings, quality metrics, risk adjustment).
• Strong consultative selling skills with a customer-centric approach. Excellent communication and presentation skills, with the ability to translate complex concepts into clear, concise, and persuasive business cases.
• Genuine interest in health-tech and Stellar’s mission.
• You are proficient in Google Workplace + Excel and PowerPoint, and have used both tools in previous roles.
• Self-motivated, results-oriented, and able to balance multiple priorities, communicate roadblocks, and work effectively within a small and nimble team.

Benefits

• Medical, Dental and Vision Benefits
• Flexible PTO
• Universal Paid Family Leave
• Company sponsored One Medical memberships and Citibike memberships
• Medical Travel Benefits
• A monthly wellness stipend that gives employees the freedom to choose where they spend their cash, whether it be on wellness, pet care, childcare, WFH items, or charitable donations
• Stock Options & a 401k matching program
• Career development opportunities like Manager Training, coaching, and an internal mobility program
• A broad calendar of company sponsored social events that for our in-office and remote employees