The Role
Own and scale Bridge's enterprise sales motion: convert inbound enterprise pipeline and build self-sourced outbound into strategic virtual care accounts. Run full-cycle, consultative sales with C-suite buyers, co-sell early deals with Head of Growth, document the enterprise playbook, and feed market intelligence to product and GTM teams.
Summary Generated by Built In
About Bridge
The Role
What You'll Own
Who You Are
What We're Not Looking For
Why Bridge
Pay Transparency
Location
Bridge is the fastest, most compliant way to scale insurance billing nationwide. We enable virtual care companies to go in-network nationally in as little as 30 days — without the operational lift. Our platform handles payer contracting, credentialing, real-time benefit verification, medical coding, claim submission, denial management, and compliance in a single integrated solution. Backed by leading investors including General Catalyst, Andreessen Horowitz, Thrive Capital, Khosla Ventures, Greenoaks, and Mischief, we're scaling rapidly.
We're hiring an Account Executive, Enterprise Virtual Care to build Bridge's enterprise sales motion from early traction into a repeatable, scalable channel. You'll report directly to the Head of Growth and become Bridge's first dedicated enterprise seller, taking an inbound-only channel that the Head of Growth currently runs personally and turning it into a defined, full-cycle GTM motion you own.
We'll teach you how to close Bridge's specific deal. What you bring is the enterprise sales architecture: how to prospect into large, strategic accounts, how to run a complex multi-stakeholder cycle, how to build inbound-led outbound pipeline, and how to document it all so it scales beyond you.
This is not a transactional role. You'll be selling to founders, CEOs, and senior operators at virtual care companies who deeply understand their problem and will quickly assess whether you understand it too. The right person has sold into this audience before, knows how to run a consultative cycle, and gets energy from refining a sales motion that's still being built.
- Full-cycle ownership of strategic enterprise accounts (ideally virtual care delivery companies)
- Trusted-advisor conversations on reimbursement strategy, payer dynamics, and billing models. Your prospects know healthcare; your job is to teach them what's different about Bridge's model and how adding insurance coverage can enable their growth.
- Inheriting and converting Bridge's active inbound enterprise pipeline while building self-sourced outbound on top.
- Building Bridge's enterprise outbound motion from scratch — account selection criteria, target list, messaging, sequencing, channels — with light marketing support and no SDR.
- Co-selling closely with the Head of Growth on early deals; transitioning to running cycles independently with the Head of Growth in a supporting role over the year.
- Documenting the enterprise playbook — ICP qualification, discovery, multi-stakeholder navigation, validation, proposal/pricing, close — so Bridge can hire more AEs and scale enterprise into a sustainable channel.
- Feeding market intelligence back internally on what enterprise buyers need that Bridge doesn't do yet.
Who You Are
- 5-8 years of full-cycle B2B sales experience with meaningful time in enterprise or strategic accounts roles. You've consistently exceeded quota in complex selling environments.
- You've sold to our ICP — and understand them deeply. Direct experience selling to founders, CEOs, and C-Suite leaders at digital health, telehealth, or virtual care companies. You've sat across the table from these buyers enough times that you can predict their objections before they raise them. This is non-negotiable. They're sophisticated buyers who'll immediately assess whether you understand their world. Pharma, health systems, and payer sales backgrounds do not count.
- Has been an early AE, first sales hire, or operated in undefined territory before. You've built process, not just followed it. You're comfortable with ambiguity and know how to make progress without a polished playbook.
- Track record of self-sourced pipeline. You've prospected into enterprise accounts, not just worked inbound. You can describe your outbound system — tools, research, sequencing, conversion rates — in detail.
- Multi-stakeholder deal experience. You've managed buying committees with 4+ stakeholders, navigated champions and blockers, and closed deals involving procurement and legal. You can show specific examples of $500K+ deals you've closed.
- AI-fluent operator. You've integrated AI tools into your daily sales process, such as account research, call prep, email personalization, deal analysis, proposal drafting. You can demo your actual workflow, not just name the tools.
- Builder mindset. You get energy from defining the "how," not just executing an existing playbook. You want to be the person who figures out enterprise sales at Bridge, not the person who runs a motion someone else designed.
- Exceptional executive presence and writing. You can hold a room of senior operators and craft a written narrative that travels through a buying committee.
What We're Not Looking For
- Pure closers who've never built pipeline or process. We need a builder, not someone who inherits a machine.
- AEs who only function with full SDR + SE + marketing air cover. This person will be self-sufficient with light support.
- Pharma, health system, or payer sales backgrounds as the personas are fundamentally different.
- Enterprise sellers who need a polished playbook on day one. This is early-stage, and the playbook is what you're building.
- Transactional or SMB sellers without complex, multi-stakeholder deal experience.
- People who treat AI as a novelty they mention in interviews but don't actually use daily.
Why Bridge
- Become Bridge's first dedicated enterprise AE and define how we sell to strategic accounts where your work shapes the channel for the next decade.
- Carry a bag with real upside. Enterprise deals at Bridge generate meaningful 1st year revenues.
- Sell a product with genuine differentiation and rapid sales cycles (often <90 days for enterprise)
- Work directly alongside the Head of Growth as a co-builder.
- Help expand patient access to affordable, insurance-covered care nationwide. The work matters.
- Competitive comp, meaningful equity, and benefits.
Pay Transparency
The estimated base salary for this role is $162,000 – $174,000 USD annually, with OTE of $270,000 — $325,000 USD annually.
The listed range is a guideline from Pave data, and the actual base salary may be modified based on factors including job-related skills, experience/qualifications, interview performance, and market data. Total compensation for this position may also include equity, sales incentives, and employee benefits.
Our preference is towards individuals that can join us in-person in Boulder, CO. Our ideal weekly schedule is 3 days in-office and 2 days working remotely. Relocation expenses considered for exceptional candidates.
We're open to exceptional candidates in SF, LA, NYC, Chicago, or other major metros with easy access to Denver.
Skills Required
- 5-8 years of full-cycle B2B sales experience in enterprise or strategic accounts
- Direct experience selling to founders, CEOs, and C-suite at digital health, telehealth, or virtual care companies (pharma, health systems, payer backgrounds do not count)
- Track record of self-sourced pipeline and experience prospecting into enterprise accounts; able to describe outbound system and metrics
- Experience as an early AE or first sales hire, comfortable building process in undefined territory
- Multi-stakeholder deal experience managing buying committees of 4+ stakeholders and closing deals of $500K+
- AI-fluent operator who integrates AI tools into daily sales workflows (research, call prep, personalization, proposals)
- Ability to build enterprise outbound motion from scratch (ICP, account selection, messaging, sequencing) with light marketing support
- Exceptional executive presence and strong written communication skills for C-suite stakeholder engagement
- Proven quota attainment in complex selling environments
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