Job Description
We are seeking a motivated, enterprise-minded Health Systems Account Manager to own and grow Kivo Health's most important partnerships. As our first hire in this function, you'll take over relationships with some of the largest and most respected health systems and payors in the country - including Stanford Health, UCLA, Corewell, Mercy, UNC, and Optum - and be responsible for strengthening them through consistent in-person and virtual engagement.
Your core responsibility is driving incremental new patient referrals from these partners into Kivo's virtual pulmonary rehab program, while continuously refining how we support them. This role is key in deepening trust with clinical and administrative stakeholders, removing friction from the referral process, and maximizing program impact across every partner account.
Key Responsibilities
- Account Ownership: Take full ownership of Kivo's current health system and payor partnerships as the named account manager and main point of contact.
- Referral Growth: Serve as the primary driver of incremental new patient referral volume from each partner back into Kivo's virtual pulmonary rehab program - the core metric of success in this role.
- In-Person Engagement: Travel regularly for in-person visits with pulmonologists, care coordinators, referral teams, and administrative stakeholders, supplemented by consistent virtual check-ins and QBRs.
- Workflow Optimization: Work closely with clinical and operational stakeholders at each health system to identify friction points in the referral process - EHR integration, order sets, care coordinator workflows, provider awareness - and drive solutions that make referring to Kivo easy and automatic.
- Relationship Building: Build trusted, multi-threaded relationships across pulmonology, primary care, care management, digital health/innovation, and value-based care teams to protect and expand each partnership.
- Collaborative Communication: Act as the voice of the partner internally, bringing feedback, needs, and market intelligence back to Kivo's clinical, product, and leadership teams.
- Account Lifecycle Management: Lead onboarding for newly signed sites, ensure smooth implementation, and manage ongoing account health, renewals, and expansion opportunities.
- CRM and Reporting: Maintain accurate records in CRM, track referral volume and account health by partner, and provide regular reporting to the VP of Sales on performance and growth opportunities.
- Problem Solving: Identify and address barriers to referral growth, including workflow, technical, or relationship challenges.
Requirements
Education
Bachelor's degree in Business Administration, Healthcare, or a related field (preferred).
Experience
- 5+ years of enterprise account management, partnerships, or sales experience, with a track record of managing complex, multi-stakeholder relationships.
- Health system experience is required — direct experience working with or selling into hospital systems, IDNs, or academic medical centers.
- Demonstrated ability to drive referral or utilization growth, ideally within digital health, telehealth, medical device, pharma, or another clinically-oriented business.
- Payor relationship experience is a plus, given Kivo's partnership with Optum and other health plans.
Skills
- Excellent relationship-building and executive presence, with the ability to earn credibility with both clinicians and administrative/operational leaders.
- Strong communication, interpersonal, and organizational skills.
- Comfort operating with significant autonomy and building process from scratch as the first hire in this function.
- Strong CRM discipline — comfortable owning forecasting, account plans, and referral metric reporting.
- Willingness and ability to travel regularly (estimated 30–50%) for in-person partner engagement.
- Genuine passion for expanding access to care for underserved patient populations with chronic disease.
Benefits
- Competitive base salary and performance-based commission structure.
- Health, dental, and vision insurance.
- Equity in a high-growth startup.
- 401(k).
- Unlimited PTO.
- Opportunities for career growth and professional development.
- Hybrid or remote work flexibility.
Join a high-growth company with a mission to transform healthcare!
About Kivo Health
Kivo Health provides telehealth lung therapy to people with chronic lung disease.
Lung therapy is similar to physical therapy. It includes guided exercise and live education. Our 9-week, insurance-billed program connects patients to our therapists in real-time. We help patients feel better, get back to everyday activities and stay out of the hospital. Because we reduce hospitalizations, we save payers an average of $8k per patient.
We're working directly with UCLA, Stanford and other major health systems across 9 states. We're making money, growing quickly and are looking for engineers to scale our service to all 50 states.
Some more about us:
- We're working directly with UCLA, Stanford and other health systems in 9 states.
- We're well capitalized and have advisors from YCombinator, Cricket, Virta, and the COPD Foundation.
- Vaughn (CTO) is a serial YC tech founder with an exit to Trulia, and Victor (CEO) is a Stanford-trained physician.
- Our patients love us: "Kivo is a miracle to me... I could never have attended any other way."
If you want to work at a high-growth startup, and have a direct impact on patients' lives, come work with us! We're growing quickly, so this is a great opportunity to join early. Some similar companies that became unicorns are Virta, Somatus, Cricket, and Hinge Health (IPO May 2025).
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