Float Health is building the marketplace for specialty pharmacy. Our mission is to make healthcare safer, easier, and more efficient by moving all care that doesn't need a hospital to the home.Float connects nurses with patients so they can get treatments for their chronic conditions in the home rather than going into the overcrowded hospital. The model is unique in that all stakeholders benefit. Patients get more convenient care, nurses get access to flexible work for better pay on their days off, pharmacies fill more prescriptions, impacted hospitals reduce admissions for loss-leading low reimbursement patients, and payors enjoy 12x reduced costs when care is delivered at home.Over the past 5 years, we’ve successfully demonstrated multi-state expansion, validated strong unit economics, and boast remarkable retention of patients, nurses, and pharmacies. We’ve facilitated over 92,000 patient visits and are scaling our platform, team, and operations to serve more geographies and patients.The RoleThis is a growth role. Your job is to grow referral volume across a portfolio of Float's specialty pharmacy partners.You will take full ownership of a portfolio of specialty pharmacy accounts, driving growth through deep relationship-building with User and Detailed Buyers, including branch managers, Directors of Nursing, and coordination teams. Success is defined by establishing Float as the preferred partner to compound referral volume quarter over quarter. Your impact is measured by referral growth within your assigned portfolio.You will own quarterly referral benchmarks for Existing Target Accounts (ETAs) and Geo Expansion Target Accounts (GTAs). Your mission is to architect and execute referral-driven growth strategies, pivoting rapidly whenever account metrics fall short of objectives. You move seamlessly between providing onboarding demos for our Pharmacy Portal, facilitating influential Partnership Experience Meetings with Detailed and User Buyers, and reporting out the growth and health of your accounts to leadership.You will have autonomy in deciding how to engage your accounts, which growth tactics to run, and where to spend your time to maximize portfolio growth.This is a fully remote position with expected travel to partner sites for in-person discovery, relationship building, and product demos.What Success Looks LikeSuccess in this role is defined by compounding growth: referral volume increasing quarter over quarter across a tiered portfolio of specialty pharmacy partners, and new geos activating within 30 days of launch. You own hard targets and strong relationships, not just activities. You’re accountable for the referral output of your accounts and for the quality and speed of new branches launching.What you’ll do:Account Growth (primary)Own quarterly referral targets for your accounts and take initiative to course-correct when metrics trend unfavorablyDesign and execute growth strategies account by account: identify the barriers suppressing volume, implement solutions, and measure the referral impact of every play you runWork directly with User Buyers and Detailed Buyers (branch managers, Directors of Nursing, patient care coordinators, and nursing coordinators) to make Float the preferred home infusion partner, optimize referral workflows, and drive utilization of the Float Pharmacy PortalDevelop Float Champions inside each account who advocate for Float internally and pull volume toward usOnboard GTAs to drive fast time-to-value: first referrals within 30 days of launching a new geoAnalyze patterns across your portfolio to identify root causes affecting multiple branches, then turn winning plays into repeatable success motions applied across accountsMeasure and understand the health of each account in depth: staffing rate, active SP Operators, Portal referral share, patient churn, and partnership maturity progressionMaintain accurate and current account records in our CRM (HubSpot) so portfolio health, referral trends, and relationship history are always visible to you and to leadershipRelationship ManagementBuild and maintain trusted relationships with specialty pharmacy User Buyers across your portfolioRun the Partnership Experience Meeting (PEM) cadence: performance review, growth opportunities, product updates, and strategic alignment, with every PEM oriented toward expansionMaintain comprehensive Partnership Profiles with clear goals, growth initiatives, health metrics, and relationship mapsRun the Partnership Kick-off Meetings cadence for all GTAsTravel to meet pharmacy partners for in-person meetings, problem discovery, demos, user feedback sessions, and relationship-building activitiesCross-Functional Impact and QualityCaptain cross-functional initiatives for your accounts, coordinating with Clinical Operations, Enterprise BD, Scheduling, Intake, Billing, and Technology so that issues affecting growth are resolved quickly and relationships stay strongServe as the voice of the partner in product roadmap discussions, channeling pharmacy problems, insights, and usage patterns in order to increase adoption and utilizationPartner Success MotionOwn and evolve our Partner Success playbooks alongside leadership, turning learnings into repeatable growth levers and engagement tactics that drive partner engagement and referral growthPartner with leadership to translate Partner Success Lodestars (the capabilities that makes our “How to win” possible) into portfolio-level strategies and quarterly plans, including account tiering logic, target-setting methodology, and account prioritizationKeep partnership notes, account records, and deals current in HubSpot so portfolio health is always visible across teams and is both human- and agent-readableWhat you’ll bring:5+ years of experience in account management, customer success, partner success, or sales roles in B2B healthcare, SaaS, or healthcare servicesExperience with specialty pharmacy, home infusion, or complex clinical servicesA track record of owning and hitting volume, revenue, or GMV growth targets across a portfolio of 20+ accounts; you talk naturally about the outcomes you droveDemonstrated ability to design growth-driven strategies: diagnosing why an account is underperforming, building a play to fix it, and measuring the resultAbility to zoom out from individual accounts to spot patterns and opportunities across a portfolioExperience onboarding and training users on products with demonstrated impact on usage metricsStrong relationship-building and communication skills; equally effective presenting to leadership or troubleshooting with frontline teamsComfortable pulling and interpreting account-level data to identify performance gaps, track portfolio health, and support decisions; you are at ease in analytics dashboards and can translate numbers into a clear storyComfortable learning technical products and explaining them to diverse audiencesCross-functional collaborator with a consultative mindset focused on outcomes and partner challengesStartup experience or comfort with ambiguity, rapid change, and building from scratchSelf-directed and proactive; you identify and address challenges before they show up in the numbersExperience carrying a quota or variable compensation tied to growth outcomesExperience as an early team member on a customer success or account management team where you helped build and scale the functionPreferred skills:Experience working with clinical or operational healthcare stakeholdersFamiliarity with HubSpot CRM and analytics platforms such as Omni; experience building or maintaining account dashboards that surface health metrics and growth trendsCultural FitYou are a strong fit for this role if you are energized by growth targets and building relationships in service of them. You have an investigative spirit, love setting ambitious goals and finding creative ways to attain them, and are very comfortable with change.You shift seamlessly between conversations with Detail Buyer Leadership and tactical problem-solving with frontline User Buyers. You bring a consultative, partner-first mindset: you genuinely care about your partners' success and know that the fastest way to grow referral volume, thus Float's GMV, is to solve their problems.You are curious about how products work and excited to become a power user who can both advocate for partner needs in product decisions and help partners extract maximum value from partnering closely with Float. You are mission-driven and excited about improving how patients receive care at home.Pay, perks and such:Medical, dental, vision401k matchingGenerous option grants with equity refresh planUnlimited PTO with minimum daysPaid parental leavePhone & internet monthly stipendAnnual Learning StipendHSA & FSAVoluntary Life, Accident, Hospital, and Critical Illness InsuranceZero commute. Work wherever you are (on or around US hours)Compensation for this role consists of base salary, quarterly variable compensation and a generous options grant. Total annual on-target earnings (OTE) is expected to range from $120,000 to $138,000.Quarterly variable compensation is 30% of OTE and tied directly to your portfolio's referral growth goals with no cap on variable earnings for performance above target.This is a fully remote position based in the US. While candidates all over the US are invited to apply. Float operates in the PST time zone.Culture:We’re a Series A startup looking for individuals who will grow with the team and adapt to our fast-paced, ever changing work environment.At Float, we #WorkfortheSuperNurse. We believe that making the best nurses the heroes attracts the best talent, and in turn delivers the best patient experience. As our nurses boldly do what’s right for our patients, we boldly do what’s right for them. If this is a purpose that inspires you, we’d love to talk!Float Health is an equal opportunity employer. We celebrate the diversity of the team that builds for diverse users. We are committed to creating an inclusive environment for all employees.
18 days ago