Account Executive (Healthcare Revenue Recovery)

## Why This Role Exists Hospitals and insurers underpay out-of-network doctors every day. The No Surprises Act created a federal arbitration process (IDR) where those claims get re-priced, and providers win the overwhelming majority of the time. Most practices have no idea this exists, and the ones that do can't run it themselves: the deadlines are brutal, the filing rules are technical, and the big vendors won't touch claims under $5K. We built the software that runs the whole process (eligibility, pricing, filing, collections) on top of the largest verified database of arbitration outcomes in the country. Doctors pay us only when money lands in their account. Win rate on filed disputes is 90%+. Typical awards run from a few thousand dollars to six figures per claim. Sales so far has been founder-led: cold calls, lunch-and-learns, and referrals built a signed base of specialty practices and a seven-figure pipeline of claims in flight. The motion works. Now it needs a full-time closer so it stops competing with everything else the founder does. You'll be the first dedicated AE, working directly with the Head of Sales, with a junior seller ramping behind you. ## Who You'll Work With Clearest was founded by **Nicolas Raga**, who previously built LLM systems at Amazon. He started the company after watching specialty practices leave out-of-network money on the table: claims expire on a 30-business-day clock, billers write them off, and the federal arbitration process that recovers them (IDR) is too technical and deadline-driven for most practices to run alone. Clearest exists so that recovery is software, not heroic admin. You'll report to **Will**, our Head of Sales, who built the current direct motion from cold call to activated claim feed. Nicolas stays in the loop on product and hard deals. Small team, high trust: you hunt, Will coaches, ops activates what you close, and nobody is waiting on a committee. ## What You'll Sell A contingency revenue-recovery service. The pitch to a surgeon is one sentence: _"Your out-of-network claims are being paid at a fraction of what arbitration awards. We file them, you pay nothing unless we collect."_ There is no software license to sell and no budget line to fight for. The hard parts are different: earning a practice owner's trust with their billing data, creating urgency (claims expire on a 30-business-day clock, so delay literally burns money), and getting the practice activated after signature, because a signed agreement with no claim flow is worth zero. **In this company, closed-won means claims flowing, not ink.** You own the deal through activation: agreement signed, BAA executed, data access live, first claims in our pipeline. ## Who You'll Sell To Owners and decision-makers at independent specialty practices: spine and orthopedic surgeons, plastic/reconstructive surgeons, neuromonitoring companies, anesthesia groups, surgical assistants, emergency physician groups, freestanding ERs. Office managers and billers as gatekeepers and influencers (never enemies; their biller keeps their job, we only touch what the biller writes off). You will not be guessing who to call. We generate target lists from federal dispute data, so we can see which providers have eligible claims and aren't filing them. Your prospects have money sitting on the table; most of them just don't know it. ## What You'll Do * **Run full-cycle outbound.** Cold calls and emails into practices from our data-generated lists, discovery, demo/economics walkthrough, proposal, close. Cycles run 2 weeks to 3 months. Deals often start as a proof-of-concept batch of claims and convert on results. * **Own activation as part of the close.** Chase the BAA, the billing-system access, the first claim batch. Hand off to ops only when claims are flowing. * **Keep an honest pipeline.** HubSpot hygiene, forecast you'd bet on, next step and date on every deal. * **Work the whole buying committee.** Win the owner on economics, the office manager on workload, the biller on "we make you look good." * **Feed the machine.** What objections repeat, which specialties convert, what marketing material would help. You're the field sensor for a company that automates everything it learns. ## First 90 Days **First 30: become dangerous on the product.** Ride-alongs and live dials with Will and Nicolas. Read an EOB well enough to show a surgeon the gap between paid and owed. Explain the No Surprises Act filing clock without notes. Take over live deals from the founder's pipeline. Book your first self-sourced meetings from our data lists. **First 60: own the full cycle.** Running your own discovery, demos, and POC proposals end-to-end. First closed-and-activated account: BAA signed, data access live, first claims in our pipeline. You can talk contingency math and out-of-network claims credibly without backup on the call. **First 90: at full ramp.** Consistent self-sourced meetings every week. Multiple activated practices behind you (signatures without claim flow do not count). A forecast Will and ops can staff against. You are the field sensor for what objections repeat and which specialties convert. We will share the exact pass bars in week one. The only number that matters at day 90 is activated claim volume in flight, not meetings booked. ## Requirements * **3+ years full-cycle B2B sales with receipts:** quota numbers, attainment, deal sizes you can walk through in detail * **Sold into physician practices or healthcare providers.** You've gotten past a front desk, you know what an office manager cares about, you've sold to a doctor who owns the P&L * **Outbound-native.** Most of your pipeline has always been self-sourced. Cold calling doesn't require psyching yourself up * **Can get technical enough.** You don't need to be a biller, but you'll need to talk EOBs, out-of-network claims, and contingency math credibly within 60 days * **Startup-calibrated:** no SDR feeding you, no brand opening doors, no 6-person marketing team. You, a list, a phone, and a product that works ## Strongly Preferred * Sold **medical billing / RCM services priced as a percentage of collections.** You already know how to sell "we only make money when you do" * Sold to **surgical specialties** (spine, plastics, ortho, anesthesia) or for a medical device company calling on surgeons * Familiarity with **out-of-network billing or the No Surprises Act** * Early-stage experience. You've been employee #5-25 somewhere and liked it * Sold something where the close included **implementation or data access**, so "signed but not live" already offends you ## What This Role Is NOT * **Not enterprise health-system sales.** No 12-month cycles, no RFPs, no committees of ten. If your last three deals took a year, this will feel like a different sport. * **Not a farmer seat.** The signed base is managed by ops and the Head of Sales. You hunt. * **Not commission-only.** Much of this industry sells on 1099 residuals. We pay a real base, real equity, and W-2 benefits, and expect full-time intensity in return. * **Not a signature-counting job.** A deal that never activates retires nothing. ## Compensation $85-100K base · $170-200K OTE (50/50), uncapped · equity · health/dental/vision. Remote (US); NYC a plus. ## How to Apply Apply through this posting with: 1. Your resume 2. Your last two years of quota and attainment, stated plainly 3. The hardest cold-to-close deal you've ever won, in 5 sentences 4. Have you sold to doctors or into healthcare? Tell us what you sold and to whom.Why this role exists Insurers underpay out-of-network doctors every day. The No Surprises Act created a federal arbitration process (IDR) where those claims get re-priced, and providers win the majority of the time. Most practices have no idea this exists, and the ones that do can't run it themselves: the deadlines are brutal, the filing rules are technical, and the big vendors won't touch claims under $5K. Clearest built the software that runs the whole process (eligibility, pricing, filing, collections) on top of the largest verified database of arbitration outcomes in the country. Doctors pay us only when money lands in their account. Win rate on filed disputes is 90%+. Typical awards run from a few thousand dollars to six figures per claim. Sales so far has been founder-led: cold calls, lunch-and-learns, and referrals built a signed base of specialty practices and a seven-figure pipeline of claims in flight. The motion works. Now it needs a full-time closer. You'll be the first dedicated AE, working directly with the Head of Sales, with a junior seller ramping behind you. ## What you'll sell A contingency revenue-recovery service. The pitch to a surgeon is one sentence: "Your out-of-network claims are being paid at a fraction of what arbitration awards. We file them, you pay nothing unless we collect." There is no software license to sell and no budget line to fight for. The hard parts are different: earning a practice owner's trust with their billing data, creating urgency (claims expire on a 30-business-day clock, so delay literally burns money), and getting the practice activated after signature. In this company, closed-won means claims flowing, not ink. You own the deal through activation: agreement signed, BAA executed, data access live, first claims in our pipeline. ## What you'll do * Run full-cycle outbound into independent specialty practices (spine, ortho, plastics, anesthesia, neuromonitoring, emergency groups, freestanding ERs) from target lists we generate from federal dispute data. We can see which providers have eligible claims and aren't filing them. * Own activation as part of the close: chase the BAA, the billing-system access, the first claim batch. Hand off to ops only when claims are flowing. * Keep an honest pipeline in HubSpot: a forecast you'd bet on, next step and date on every deal. * Work the whole buying committee: the owner on economics, the office manager on workload, the biller on "we make you look good." ## What we're looking for * 3+ years full-cycle B2B sales with receipts: quota numbers, attainment, and deal sizes you can walk through in detail * Sold into physician practices or healthcare providers. You've gotten past a front desk and sold to a doctor who owns the P&L * Outbound-native: most of your pipeline has always been self-sourced * Technical enough to talk EOBs, out-of-network claims, and contingency math credibly within 60 days * Startup-calibrated: no SDR feeding you, no brand opening doors. You, a list, a phone, and a product that works **Strongly preferred:** sold medical billing or RCM services priced as a percentage of collections; sold to surgical specialties or medical devices calling on surgeons; familiarity with out-of-network billing or the No Surprises Act; early-stage experience. ## What this role is not * Not enterprise health-system sales. No 12-month cycles, no RFPs, no committees of ten. * Not a farmer seat. The signed base is managed by ops and the Head of Sales. You hunt. * Not commission-only. Much of this industry sells on 1099 residuals. We pay a real base, real equity, and W-2 benefits, and expect full-time intensity in return. * Not a signature-counting job. A deal that never activates retires nothing. ## Compensation $85-100K base. $170-200K OTE on a 50/50 split, uncapped. Equity. Health, dental, vision. Remote (US), NYC a plus. Visa sponsorship is not available for this role.