Founding Account Executive

Develop Health is on a mission to use AI to radically accelerate access to life-saving medications. By automating complex, manual healthcare processes—like benefit verification and prior authorization—we’ve grown from $0 to $7M in annual recurring revenue in just over a year, and currently help more than 200,000 new patients every month.

We’re partnering with some of the largest pharmacy benefit managers and payers in the nation, revolutionizing how healthcare interactions occur by eliminating human delays and inefficiencies. Our small, elite team of founders and engineers have previously launched and exited successful healthcare startups including Rupa Health and Canvas Medical. We are now scaling rapidly following a major funding round.

About the Role: Founding Account Executive (Providers)

We’re looking for a high-impact Founding Account Executive to take our proven sales playbook and expand it across the digital-first provider landscape (virtual and hybrid clinics, telehealth platforms, at-home care models, and specialty digital practices). You'll be our first sales hire and own ➡️ ICP prospecting ➡️ multithreaded closing ➡️ post-close usage expansion. You’ll also own sales messaging and collateral, partnering with our design agency to produce standout decks, one-pagers, and ROI calculators.

What You’ll Do: Impact in Your First 3-6 Months

• Close Foundational Deals: Use our refined playbook to land 4–6 net-new digital-provider logos, generating ≥ $2 M in new ARR.

• Build & Refine Pipeline: Source qualified opportunities through outbound campaigns, events, and partner referrals; keep a healthy 3× coverage pipeline.

• Own Sales Collateral: Craft and iterate customer-facing materials with our design agency to engage operational and revenue leaders at digital-health companies.

• Stand Up Forecast Hygiene: Establish clear CRM stages (we use Attio), deal-inspection rhythms, and win-rate tracking.

• Tight Feedback Loop: Channel market insights back to product and engineering to sharpen our competitive edge.

What You’ll Own: Driving Growth Beyond 12 Months

• Segment Strategy: Expand into adjacent verticals (e.g., virtual behavioral health, remote infusion, value-based primary care) and refine ICP criteria as markets evolve.

• Sales Process at Scale: Document and iterate the end-to-end sales motion, paving the way to onboard future AEs and SDRs.

• Channel Programs: Develop partnerships with EHR vendors, revenue-cycle consultancies, and telehealth infrastructure platforms.

• Revenue Forecasting: Collaborate with Finance on quota plans, commission models, and multi-year ARR projections.

• Thought Leadership: Represent Develop Health at conferences, webinars, and industry panels to cement our category leadership.

What You’ll Bring on Day 1

• Quota-Crushing Track Record: 3–5 years of full-cycle SaaS sales with consistent 100 %+ attainment.

• Founder’s Mindset: Comfortable running lean, iterating quickly, and owning results end-to-end.

• Pipeline Generation Muscle: Proven success in outbound prospecting, multithreaded deal orchestration, and creative account strategies.

• Storytelling & Collateral Skills: Adept at translating complex product capabilities into crisp, visually compelling messaging while coordinating directly with a design agency.

What You’ll Need to Learn Quickly

• Healthcare Workflow Basics: Absorb the nuances of benefit verification, prior auth, and digital-provider operations to connect product value to real-world ROI.

• AI-Powered Automation Narrative: Master how our tech works to articulate clear, outcome-driven solutions to prospects.

• Multi-Stakeholder Selling: Navigate clinical, operational, and financial buyers within fast-growing digital-health organizations.

Bonus Points

• Early-stage startup or “first sales hire” experience.

• Familiarity with MEDDICC, Command of the Message, or another value-based sales framework.

• Network inside telehealth or hybrid-care companies.

• Understanding of healthcare insurance landscape.