About Ash:

Ash is a B2B platform that empowers clients such as payors, digital health companies, and public health departments to initiate and oversee white-labeled at-home testing programs. Ash believes that by bringing testing to wherever is most convenient for patients, it helps eliminate social and structural barriers, thereby enhancing the inclusivity and accessibility of healthcare.

Ash is a venture-backed Series A company that has raised $15M to date, with a clear pathway to profitability. In the last fiscal year, Ash increased its revenue by over 100% and is now seeking new team members who have experience in developing and scaling startups. As a fast-paced tech startup, we value employees who can take ownership of projects, pivot easily, and iterate until they achieve success. As healthcare enthusiasts, our employee culture prioritizes assisting others—our clients, their patients, and each other!

About the Role:

The Account Executive for payor sales will be responsible for leading the sales efforts focused on payor clients at Ash Wellness. This role entails creating and implementing sales strategies tailored to payor clients, nurturing key payor accounts, and identifying avenues for expanding relationships in the payor sector. The AE will be accountable for building and sustaining solid partnerships with payor organizations, monitoring sales performance with payor clients, and driving revenue attainment. This position necessitates exceptional leadership skills, a comprehensive knowledge of payor dynamics, and a successful history in sales and business development tailored to payor markets.


  • You have closed seven-figure plus deals with health plans while selling complex savings-driving solutions; full-risk or capitation deal experience required
  • Demonstrable examples of consistently meeting or exceeding quotas throughout your career
  • 5+ years of experience in the healthcare industry or health-related field with experience in contracting, partnerships, and business development, particularly in risk-based healthcare, or similar roles as a strategy consultant
  • Demonstrated track record of exceeding quota; strong negotiation skills, ideally with 7+ figure deals
  • Strong working understanding of the national payer and risk-bearing provider landscape
  • Proven success in a startup environment: energetic, agile, and flexible
  • Charismatic with excellent organizational, communication and interpersonal skills
  • Experience in quantitative and qualitative market diligence and analysis, likely demonstrated through management consulting or operational business development roles
  • A team player that will drive towards exceeding their own quota and deliver outstanding results, but never do so at the expense of a colleague or company


  • Ash is looking for an experienced AE focused on engaging with Health Plans and At-Risk Provider Groups (ACOs) to bring our product and solution to market.
  • This role will report directly VP of sales and work closely with the Leadership Team, Board and advisors to build the business.
  • You will be focused on developing relationships with potential payor partners, negotiating contracts, and driving growth in Medicaid and Medicare plans
  • You are disciplined with your pipeline activity, action oriented, highly collaborative with an inspiring grit to secure the partnership
  • Sales Execution: lead-generation-to-close, securing contracts targeting Medicaid, Medicare, and Commercial lines of business
  • Quota Attainment: develop and nurture pipeline, track and analyze sales funnel/activity and, meet or exceed annual sales quota
  • Sales Strategy: payer sales targeting, collaborate in the deployment of Ash assets and resources throughout the sales cycle including financial modeling for rull-risk deals, optimal relationship navigation across multiple stakeholder groups within payers
  • Payor Expertise: understand evolving details and dynamics of payer contract models (such us full risk and delegation), near term trends, and maintain a clear view on how the market will evolve over time
  • Work with Product Marketing Manager for campaign execution: Build awareness with key decision-makers within payers – collaborate with Marketing to execute regional/state/payer awareness campaigns; payer-related conference execution
  • Voice of the Customer: provide prospect feedback to drive ongoing product innovation; field-level competitive intelligence gathering; trends impacting health plans

What We Offer:

  • The opportunity to join a mission driven team and play a crucial role in shaping the future of the company.
  • Inclusive and transparent social culture. Challenging work, fast learning cycles, practical training, and meaningful feedback. We want to learn from every member of the team and bring fresh ideas to the table every day.
  • Flexible working environment with unlimited vacation time and company provided team lunches.
  • Competitive pay, full health benefits (medical, dental, vision), stock options

Commitment to Diversity, Equity and Inclusion

Our company values diversity and believes diverse teams make innovation possible. We work on complex, difficult problems in making healthcare more accessible and inclusive. We need a diverse team that can bring different perspectives and approaches, and whose experiences reflect the full set of stakeholders we seek to serve. We encourage all qualified applicants from any race, color, religion, sex, gender identity, sexual orientation, national origin, disability status, protected veteran status, or other characteristics to apply.