Strategic Account Executive (Payer & RBO)

Description

OneStep is setting a new standard for proactive care, with a demonstrated 23–25% reduction in falls across the populations we serve. Following successful commercial validation and key payer agreements, we're formalizing our Payer and Risk-Bearing Organization (RBO) vertical as a core growth engine. As Strategic Partnerships Manager, you'll be the architect of that expansion - establishing OneStep, the only medical-grade gait analysis solution using only a smartphone with no wearables or hardware required, as the essential mobility partner for RBOs and Payers.

This foundational hire is tasked with building the "Pipeline Engine" and commercial momentum that will drive our next chapter of growth.

Reporting directly to the Chief Commercial Officer, you'll play a pivotal role in refining a repeatable commercial model as we transition this vertical into a scaled leadership model.

Core Outcomes & Impact

• Strategic Market Expansion: Build and manage a high-impact pipeline of 20 to 30 active opportunities across the Payer and RBO segments.
• Opportunity Qualification: Lead discovery to align OneStep’s mobility signals with the clinical and economic priorities of risk-bearing entities, specifically focusing on Star Ratings, VBP scores, and HEDIS measures.
• Deal Execution & Closing: Take primary ownership of the sales cycle, moving prospects from initial outreach through clinical validation and into final contract execution.
• Stakeholder Orchestration: Map and engage key stakeholders, from Chief Medical Officers to Actuarial leads, to demonstrate how objective mobility data controls post-acute costs and improves outcomes.
• Targeted Growth Velocity: Drive a consistent cadence of 3 to 5 new strategic discovery conversations per week, ensuring a steady flow of qualified deals toward Pilot Launch and Contract Conversion.
• Cross-Functional Collaboration: Work closely with the Senior Director of Business Development, Chief Medical Officer, and our Marketing, Clinical, Customer Success, and Product teams, with dedicated access to Clinical Strategy and Actuarial/ROI modeling support to validate the economic impact of every partnership.
• Travel: Up to 30–40% travel for onsite partner meetings, industry conferences, and internal strategy sessions.

Requirements

• Experience: 5 to 8 years of high-growth commercial experience, with a proven track record selling into Payers, ACOs, Health Systems or Risk-Bearing Organizations.
• Quota Achievement: A demonstrated history of meeting or exceeding individual sales targets in a B2B enterprise or healthcare environment.
• VBC Literacy: Deep fluency in value-based care, Medicare Advantage, and total cost of care (TCOC) models.
• Pipeline Discipline: Diligent approach to pipeline management with a "no stalled deals" mentality, ensuring every opportunity has a clear owner and next step.
• Clinical & Tech Aptitude: Ability to articulate the value of passive, smartphone-based gait analysis as the "sixth vital sign."
• Education: Bachelor’s degree in Business or Healthcare; advanced degree preferred.