Commercial Payer & ASO Account Executive

About this role

Blueberry's Mission:

Our mission is to turn every family’s living room into their own personal pediatric urgent care. We combine home exam kits, concierge-like access, and AI-enabled Pediatricians to provide affordable and near-instant clinic-level care, 24/7. We believe every child deserves access to top-quality healthcare.

We’ve proven that by drastically improving access and turning healthcare into a consumer-grade experience, we drive better health outcomes for children and families while dramatically reducing medical costs for parents and health plans (up to 50% reduction in ED costs).

We are a mission and values driven company. You can learn more about our values HERE https://drive.google.com/file/d/1WbORoU9L17875Re3r0psjPcALDGUvDMa/view. 🫐 💙

Note: Beware of Scammers. Blueberry will NEVER ask you to download software/apps or request sensitive personal information like bank accounts or social security numbers. If you received an email requesting this information it is likely a scam. We are only accepting candidates through our job board.

THE OPPORTUNITY

Blueberry has built a strong track record in the Medicaid payer market. We are now expanding that success into commercial health plans and administrative services only (ASO) business, creating a new growth market for the company. We are looking for an experienced Commercial Payer & ASO Account Executive who can help build that market while delivering against an aggressive bookings target.

This is a senior, pure-hunter and market-building role. You will not inherit a mature commercial sales motion, a fully developed value proposition, or a calendar full of qualified meetings. You will help determine how Blueberry's proven pediatric care model and Medicaid experience translate to commercial and ASO buyers, then use that insight to create opportunities and close business.

We are looking for someone with a command of the commercial and ASO markets, relationships that can open doors, and the ability to develop messaging that resonates with those buyers. The right person can listen to the market, sharpen the value proposition, test and refine the story, and translate what they learn into a repeatable go-to-market approach. They are equally comfortable developing strategy for a national payer, writing the outreach, building the deck, creating the business case, and doing the persistent follow-up required to win.

WHAT YOU'LL OWN

- Own a $3.5M annual ARR bookings quota focused on net-new commercial health plan and ASO business.

- Build and manage a high-quality pipeline through your existing payer relationships, direct prospecting, strategic account development, referrals, industry events, advisors, and marketing-generated opportunities.

- Open doors with senior executives and decision-makers across commercial health plans, including CEOs, presidents, CMOs, CFOs, commercial and national account leaders, population health, care management, clinical, network, finance, innovation, procurement, and other stakeholders who influence purchasing decisions.

- Develop account-by-account penetration strategies, map stakeholders and decision processes, identify multiple paths into complex organizations, and create clear plans to advance each opportunity.

- Understand and sell into both fully insured and ASO environments, including how health plans evaluate solutions for self-funded employer clients and how payer, employer, consultant, and distribution dynamics can affect adoption.

- Use customer discovery and live selling conversations to identify the commercial and ASO problems Blueberry is best positioned to solve, the buyers who care most, and the proof points required to create urgency.

- Own opportunities end to end, from first conversation through discovery, business case development, executive sponsorship, financial alignment, procurement, contracting, and signature.

- Help build the commercial and ASO value proposition, not just deliver an existing pitch. Translate Blueberry's Medicaid experience, clinical outcomes, member experience, access model, utilization impact, and economics into differentiated messages for commercial payer and ASO buyers, while recognizing that what resonates in Medicaid will not automatically translate to this market.

- Build and adapt presentations, proposals, executive communications, and business cases when needed. You will have support, but you should not need a marketing team to tell you what to say or create every sales asset for you.

- Lead value-based, outcomes-based, and risk-aligned commercial discussions in partnership with Blueberry's leadership, analytics, finance, clinical, implementation, and legal teams.

- Maintain rigorous opportunity management, next steps, account plans, pipeline hygiene, and accurate forecasting in HubSpot.

- Represent Blueberry at relevant payer, benefits, and healthcare industry meetings and events, using those settings to create relationships and advance specific opportunities.

- Act as a voice of the commercial and ASO market inside Blueberry. Capture what buyers respond to, where the story falls short, what objections recur, and what market needs emerge, then use those insights with leadership to refine positioning, messaging, pricing, product priorities, and the go-to-market playbook.

WHAT YOU'LL BRING

- 7+ years of enterprise healthcare sales experience, with significant direct experience selling to commercial health plans.

- A demonstrated record of exceeding quota and closing large, complex, net-new payer or healthcare enterprise deals.

- A current, usable network of senior commercial payer relationships. We are looking for someone who can identify executives they know, explain the strength of those relationships, and demonstrate how they have converted relationships into access, pipeline, and closed business.

- Meaningful experience with the ASO market and a working understanding of how health plans serve and sell to…