Strategic Account Executive, Value-Based Care

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 continuing to expand, health systems now share Payers’ and RBOs’ accountability for episode cost and 30-day outcomes, making objective mobility data a critical clinical and financial signal.

As Strategic Account Executive, you’ll be the architect of OneStep’s expansion across Payers, RBOs, and health systems managing bundled and value-based episodes. Reporting to the Chief Commercial Officer, this foundational hire will build the pipeline engine and refine a repeatable commercial model as we scale the vertical.

Core Outcomes & Impact

• Strategic Market Expansion: Build and manage a high-impact pipeline of 20 to 30 active opportunities across Payer, RBO, and health system (TEAM/CJR-X) and other bundled episode) segments.
• Opportunity Qualification: Lead discovery to align OneStep’s mobility signals with the clinical and economic priorities of risk-bearing entities—for Payers and RBOs: Star Ratings, VBP scores, and HEDIS measures; for health systems: episode target price performance, 30-day readmission rates, SNF length of stay and discharge disposition, TEAM/CJR reconciliation outcomes, and RTM reimbursement capture across orthopedic and post-acute workflows.
• 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 across both sides of the market—from Chief Medical Officers, VP/Medical Directors, and Actuarial leads on the payer side to VPs of Orthopedic and Musculoskeletal Service Lines, Bundled Payment / Episode Program Directors, Population Health and Post-Acute Network leaders, and CFOs accountable for episode margin on the health system side—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 all buyer types, 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, Risk-Bearing Organizations, or health systems with bundled payment / episode-of-care accountability.
• 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, Medicare Advantage, and total cost of care (TCOC) models, 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.