Strategic Account Executive, Health Systems

Description

OneStep is building the longitudinal mobility infrastructure for value-based care, medical-grade, smartphone-based gait analysis with a demonstrated 23-25% reduction in falls. With CMS's TEAM model live and CJR-X continuing to expand, health systems, small and large, regional and national, integrated delivery networks alike, now carry direct accountability for 30-day post-surgical outcomes and total episode cost, making objective mobility data a critical clinical and financial signal inside every orthopedic and post-acute service line.

As Strategic Account Executive, Health Systems, you will play a key role in OneStep's expansion specifically across health system accounts managing bundled and value-based episodes. This role is one of two dedicated Strategic Account Executive positions on our Value-Based Care team, with a counterpart focused on Payers and Risk-Bearing Organizations; this position calls exclusively on health systems. Reporting to the Chief Commercial Officer, this foundational hire will build the pipeline engine and refine a repeatable commercial model as we scale this vertical.

Core Outcomes & Impact

• Strategic Market Expansion: Build and manage a high-impact pipeline of 20 to 30 active opportunities across health system accounts of every size and structure, small independent systems, large multi-hospital systems, regional networks, and national integrated delivery networks (IDNs), operating under TEAM, CJR-X, or other bundled and episode-based payment models.
• Opportunity Qualification: Lead discovery to align OneStep's mobility signals with the clinical and financial priorities of health system buyers, episode target price performance, 30-day readmission rates, SNF length of stay and discharge disposition, TEAM/CJR-X reconciliation outcomes, and RTM reimbursement capture across orthopedic and post-acute workflows.
• Deal Execution & Closing: Take primary ownership of the sales cycle within health system accounts, moving prospects from initial outreach through clinical validation and into final contract execution.
• Stakeholder Orchestration: Map and engage the full buying committee inside health system accounts, VPs of Orthopedic and Musculoskeletal Service Lines and other service line leaders, Bundled Payment / Episode Program Directors, Population Health leaders, and CFOs and other financial buyers accountable for episode margin, to demonstrate how objective mobility data controls post-acute costs, reduces readmissions, and improves episode-level outcomes.
• Targeted Growth Velocity: Drive a consistent cadence of 3 to 5 new strategic discovery conversations per week across health system accounts, 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 health system meetings, industry conferences, and internal strategy sessions.

Responsibilities

Requirements

• Experience: 5 to 8 years of high-growth commercial experience calling specifically on health systems, small and large, regional and national, including integrated delivery networks (IDNs), with a proven track record selling into service line leadership, population health, and financial or administrative buyers.
• Enterprise Selling: Demonstrated experience navigating complex, multi-stakeholder sales cycles inside large health systems, comfortable calling above and below the service line, from department-level clinical champions to C-suite financial sponsors.
• Quota Achievement: A demonstrated history of meeting or exceeding individual sales targets in a B2B enterprise or healthcare environment.
• VBC & APM Literacy: Deep fluency in value-based care and CMS alternative payment models, including bundled payment programs (TEAM, CJR-X, BPCI-A) and the operational levers health systems use to manage 30-day episode risk.
• 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 both a clinical and financial signal, the “sixth vital sign,” particularly within post-surgical recovery, fall prevention, and orthopedic rehabilitation pathways.
• Operating Style: Comfortable operating in ambiguity and helping shape emerging market opportunities; strong commercial instincts and the ability to move fluently between strategy and execution.
• Education: Bachelor's degree in Business or Healthcare; advanced degree preferred