DescriptionAbout the RoleWe are now building Sensi's payer channel, and PACE (Programs of All-Inclusive Care for the Elderly) is our first segment. We are looking for a Strategic Account Executive, PACE to be the first dedicated seller in this channel. You will own the PACE sales motion end to end: building the target list, running outbound, navigating clinical and procurement review, and closing the contracts that prove Sensi's value to payers. This is a build-from-scratch role for someone who already knows the PACE or payer world and wants to create a category rather than inherit one.
Key Responsibilities- Own the PACE Sales Cycle: Run PACE opportunities from first touch through clinical review, contracting, and close. Own your pipeline independently while partnering with the VP, Payer on the most strategic accounts.
- Self-Sourced Outbound: Build and work the PACE target list yourself. Turn existing segmentation and contacts into a disciplined outbound motion, and generate the majority of your own pipeline.
- Clinical and Value Translation: Partner with Sensi's clinical lead to carry the product through each organization's clinical review, and frame Sensi's value in the payer's currency: avoided hospitalizations, delayed nursing-home placement, and lower total cost of care.
- Build the Playbook: Create the repeatable PACE sales motion (account plans, messaging, sequencing, objection handling) that the payer team will scale behind you.
- Cross-Functional Collaboration: Work closely with Product, Operations, and Marketing to bring market signal back into the roadmap, shape collateral, and keep early pilots running cleanly.
Requirements- PACE or Payer Sales Experience: 7+ years selling into PACE organizations strongly preferred. Absent direct PACE experience, deep experience selling into Medicare, Medicaid, or other payers. You already speak the language of value-based care and reimbursement; this is not a role where we teach it.
- New-Logo Hunter: A track record of self-sourced pipeline and new-logo wins. You are comfortable starting from a name and a thesis, not an inbound lead.
- Builder Mindset: You have operated zero-to-one, with the seniority and judgment to build process from the ground up and the ownership to move before a playbook exists.
- Navigates Complexity: Skilled at mapping multi-stakeholder healthcare organizations, reaching the economic buyer, and moving through clinical review and procurement gates.
- Exceptional Communicator: Strong executive storytelling and presentation skills, with the ability to turn clinical and operational data into a clear business case.
- Startup Mindset: Thrives in a fast-moving environment with evolving processes, and brings resilience, adaptability, and ownership.
