Job description

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 drive.google.com. 🫐 💙 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 self-funded employers. Experience navigating national accounts, commercial product leadership, employer solutions, or related ASO channels is strongly preferred. - Deep understanding of how commercial health plans evaluate new solutions, provider strategies, and value-based arrangements, including the financial, clinical, competitive, and member experience priorities that compel them to act. - Experience navigating complex payer organizations and creating alignment across clinical, financial, operational, product, procurement, legal, and executive stakeholders. - Strong executive presence and the ability to communicate credibly with senior payer leaders while also doing the detailed work required to advance a deal. - Strong business-case skills, including the ability to connect clinical outcomes and utilization changes to healthcare cost, ROI, member experience, and strategic payer priorities. - Experience selling value-based, risk-aligned, outcomes-based, digital health, care delivery, or healthcare cost-reduction solutions is strongly preferred. - A proven ability to create pipeline yourself. You know how to use relationships, research, thoughtful outreach, referrals, events, and persistence to create conversations where none existed. - Demonstrated ability to create and refine market-facing value propositions and sales messaging based on buyer insight, not simply execute a message developed by marketing or sales enablement. - Excellent written and verbal communication skills. You can create concise executive messaging and tailor the story to the person across the table. - High ownership and urgency. You follow up, drive next steps, surface obstacles early, and do not wait for someone else to tell you what needs to happen. - Discipline around account strategy, CRM management, pipeline inspection, and forecasting. - A builder mentality and evidence that you have successfully sold into a new market, launched a new sales motion, or helped develop positioning and messaging where the playbook was not already established. You are resourceful, curious, persistent, comfortable with ambiguity, and energized by creating the playbook while executing it. THE REALITY OF THE ROLE Blueberry has meaningful payer traction, demonstrated outcomes, and a strong track record in Medicaid. Commercial and ASO, however, are a new growth market for us. This person will be helping build the sales motion while selling. This is not a role for someone whose success depends on a BDR team consistently putting qualified meetings on their calendar, a large sales enablement organization building every asset, or an established territory and message producing inbound opportunities. You will own your business and help build the market. That means leveraging your network, creating new relationships, determining which elements of Blueberry's value proposition matter most to commercial and ASO buyers, developing and refining the message, building account strategies, finding alternate paths when a door closes, and maintaining momentum through long and complicated sales cycles. You will have direct access to Blueberry leadership and strong cross-functional support, but accountability for creating and advancing opportunities sits with you. We care less about whether you can describe a sophisticated sales process than whether you have repeatedly used one to win. We will expect you to know who you want to call, why they should care, what you will say, and what you will do next if the first approach does not work. WHAT SUCCESS LOOKS LIKE - You quickly build a credible, prioritized commercial payer target list and can articulate the relationship and access strategy for each account. - You create meaningful executive conversations from both existing relationships and new outreach rather than waiting for inbound demand. - Your pipeline is sufficient, real, and accurately staged, with clear next steps and multiple stakeholder relationships inside priority accounts. - You help establish a differentiated commercial and ASO value proposition, continually refine the message based on market feedback, and build business cases that can survive clinical, financial, procurement, and executive scrutiny. - You consistently move complex opportunities forward, know when a deal is real, know when it is stalled, and take action rather than allowing opportunities to drift. - You meet or exceed a $3.5M annual ARR bookings target while helping establish a repeatable commercial and ASO sales playbook that Blueberry can scale. WHAT WE OFFER - $175,000 base salary with $350,000 OTE and uncapped commissions. - Meaningful equity ownership so you participate directly in the value you help create. - Comprehensive benefits, remote flexibility, and travel as needed. - The opportunity to materially influence Blueberry's commercial payer strategy and help scale a model designed to improve pediatric access, experience, and healthcare economics. WHY NOW Blueberry has demonstrated that our model can create meaningful value for Medicaid health plans and the families they serve. Our next opportunity is to expand that success into commercial and ASO business. We are early in that journey, which means this person will have unusual influence over how Blueberry positions itself, what messages resonate, which opportunities we pursue, and how we build a repeatable commercial go-to-market motion. This is an opportunity to create a market, not simply inherit one. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Requirements

Must-haves

We are a mission and values driven company. You can learn more about our values HERE https://drive.google.com/file/d/1WbORoU9L17875Re3r0psjPcALDGUvDMa/view. 🫐 💙
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.
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.
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.
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.
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.
Experience navigating complex payer organizations and creating alignment across clinical, financial, operational, product, procurement, legal, and executive stakeholders.
Strong executive presence and the ability to communicate credibly with senior payer leaders while also doing the detailed work required to advance a deal.
Strong business-case skills, including the ability to connect clinical outcomes and utilization changes to healthcare cost, ROI, member experience, and strategic payer priorities.
A proven ability to create pipeline yourself. You know how to use relationships, research, thoughtful outreach, referrals, events, and persistence to create conversations where none existed.
Demonstrated ability to create and refine market-facing value propositions and sales messaging based on buyer insight, not simply execute a message developed by marketing or sales enablement.
Excellent written and verbal communication skills. You can create concise executive messaging and tailor the story to the person across the table.
High ownership and urgency. You follow up, drive next steps, surface obstacles early, and do not wait for someone else to tell you what needs to happen.
Discipline around account strategy, CRM management, pipeline inspection, and forecasting.
You quickly build a credible, prioritized commercial payer target list and can articulate the relationship and access strategy for each account.
You create meaningful executive conversations from both existing relationships and new outreach rather than waiting for inbound demand.
Your pipeline is sufficient, real, and accurately staged, with clear next steps and multiple stakeholder relationships inside priority accounts.
You consistently move complex opportunities forward, know when a deal is real, know when it is stalled, and take action rather than allowing opportunities to drift.

Nice-to-haves

Experience selling value-based, risk-aligned, outcomes-based, digital health, care delivery, or healthcare cost-reduction solutions is strongly preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick