The Role

This is a growth role. Your job is to grow referral volume across a portfolio of Float's specialty pharmacy partners.

Specialty Pharmacies (SPs) are Float's aggregators of demand. SPs themselves sell into provider's offices, specialist groups, and health systems. Many of them are large orgs within very large orgs that also house payers (ie: United Health Group has Optum Specialty Pharmacy within it). SPs receive prescriptions for home infusion treatments (referrals) that they must attach nursing to in order to fill. SPs may have internal W2 nursing, or utilize various nursing sources (like Float) to satisfy their demand.

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. Whether you are implementing creative activation tactics to secure initial referrals within the first 30 days of a geo expansion launch or captaining cross-functional efforts to dismantle referral barriers, your focus remains squarely on compounding portfolio growth.

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 Like

Success 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 unfavorably
Design and execute growth strategies account by account: identify the barriers suppressing volume, implement solutions, and measure the referral impact of every play you run
Work 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 Portal
Develop Float Champions inside each account who advocate for Float internally and pull volume toward us
Onboard GTAs to drive fast time-to-value: first referrals within 30 days of launching a new geo
Analyze patterns across your portfolio to identify root causes affecting multiple branches, then turn winning plays into repeatable success motions applied across accounts
Measure and understand the health of each account in depth: staffing rate, active SP Operators, Portal referral share, patient churn, and partnership maturity progression
Maintain accurate and current account records in our CRM (HubSpot) so portfolio health, referral trends, and relationship history are always visible to you and to leadership

Relationship Management

Build and maintain trusted relationships with specialty pharmacy User Buyers across your portfolio
Run the Partnership Experience Meeting (PEM) cadence: performance review, growth opportunities, product updates, and strategic alignment, with every PEM oriented toward expansion
Maintain comprehensive Partnership Profiles with clear goals, growth initiatives, health metrics, and relationship maps
Run the Partnership Kick-off Meetings cadence for all GTAs
Travel to meet pharmacy partners for in-person meetings, problem discovery, demos, user feedback sessions, and relationship-building activities

Cross-Functional Impact and Quality

Captain 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 strong
Serve as the voice of the partner in product roadmap discussions, channeling pharmacy problems, insights, and usage patterns in order to increase adoption and utilization

Partner Success Motion

Own and evolve our Partner Success playbooks alongside leadership, turning learnings into repeatable growth levers and engagement tactics that drive partner engagement and referral growth
Partner 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 prioritization
Keep partnership notes, account records, and deals current in HubSpot so portfolio health is always visible across teams and is both human- and agent-readable

What you'll bring:

5+ years of experience in account management, customer success, partner success, or sales roles in B2B healthcare, SaaS, or healthcare services
A 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 drove
Demonstrated ability to design growth-driven strategies: diagnosing why an account is underperforming, building a play to fix it, and measuring the result
Ability to zoom out from individual accounts to spot patterns and opportunities across a portfolio
Experience onboarding and training users on products with demonstrated impact on usage metrics
Strong relationship-building and communication skills; equally effective presenting to leadership or troubleshooting with frontline teams
Comfortable 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 story
Comfortable learning technical products and explaining them to diverse audiences
Cross-functional collaborator with a consultative mindset focused on outcomes and partner challenges
Startup experience or comfort with ambiguity, rapid change, and building from scratch
Self-directed and proactive; you identify and address challenges before they show up in the numbers
Experience carrying a quota or variable compensation tied to growth outcomes
Experience as an early team member on a customer success or account management team where you helped build and scale the function

Preferred skills:

Experience with specialty pharmacy, home infusion, or complex clinical services
Experience working with clinical or operational healthcare stakeholders
Familiarity with HubSpot CRM and analytics platforms such as Omni; experience building or maintaining account dashboards that surface health metrics and growth trends

Cultural Fit

You 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, vision
401k matching
Generous option grants with equity refresh plan
Unlimited PTO with minimum days
Paid parental leave
Phone & internet monthly stipend
Annual Learning Stipend
HSA & FSA
Voluntary Life, Accident, Hospital, and Critical Illness Insurance
Zero 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) for this role is expected to range from $105,000 to $115,200.

Base salary is expected to range from $87,500 to $96,000 per year, commensurate with the candidate's experience and location.

Quarterly variable compensation is targeted at 20% of base and tied directly to your portfolio's referral growth goals. Overperformance above target is rewarded with an accelerator up to 150% of quarterly variable.

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

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