Original listing text, shown exactly as published by the company.
The role
We are looking for a Senior Account Executive with deep expertise in Medicaid, Medicaid policy, and selling to organizations that serve Medicaid clients. You will lead our go-to-market strategy for Medicaid. This is not a typical sales role — it is a builder's role. You will define the playbook, prospect your own leads, forge the relationships, and close the complex, high-value deals that will shape CookUnity's presence in the Medicaid ecosystem.
Your primary focus will be on Medicaid Managed Care Organizations (MMCOs), Community Health Centers/provider organizations serving Medicaid clients, and state/local government agencies administering the Medicaid program. You will leverage CookUnity's unique position at the intersection of food access, nutrition, and health outcomes to win partnerships that drive both revenue and mission impact.
Responsibilities
- Own and drive the full Medicaid sales motion — from pipeline development through contract negotiation and close.
- Build the go-to-market playbook for selling into Medicaid and related entities
- Develop and maintain senior-level relationships with CMOs, VPs of Care Management,Chief Health Equity Officers, Medicaid Directors, and other key decision-makers within target organizations.
- Identify and prioritize high-value Medicaid opportunities, crafting tailored proposals that speak to outcomes, member engagement, and compliance requirements.
- Manage complex, multi-stakeholder enterprise sales cycles with long lead times, multiple decision-makers, and regulatory considerations.
- Collaborate cross-functionally with product, operations, and marketing to ensure CookUnity's solutions are positioned compellingly and delivered seamlessly.
- Serve as CookUnity's internal subject matter expert on the Medicaid ecosystem — regulatory landscape, funding structures, procurement processes, and key stakeholders.
- Represent CookUnity at relevant conferences, industry events, and state-level forums to build brand presence and pipeline within the Medicaid space.
- Maintain accurate forecasting and pipeline hygiene in Salesforce, and provide regular reporting to leadership on Medicaid segment performance.
- Partner with Bruno and the leadership team to refine our Medicaid ICP strategy and prioritize the accounts with the highest potential impact.
Minimum Requirements
- 8–10+ years of enterprise sales experience, with a significant portion focused on Medicaid, managed care, or government-funded healthcare programs.
- Demonstrated success closing high-value deals with Medicaid MCOs, or state/county agencies.
- Deep working knowledge of the Medicaid ecosystem: funding structures, managed care contracting, SDOH initiatives, and value-based care frameworks.
- Proven ability to navigate long, complex sales cycles with multiple stakeholders and regulatory considerations.
- Experience with competitive procurements and RFP strategy.
- Exceptional communication and executive presence — comfortable presenting to C-suite and state agency leadership.
- Proficiency in Salesforce and structured pipeline management.
- Track record of consistently meeting or exceeding quota on enterprise deals exceeding $250K–$500K+ in contract value
Preferred requirements
- Established network within Medicaid MCOsor related state and federal agencies.
- Experience working directly within a Medicaid health plan, FQHC, an agency administering the Medicaid programs, or a Medicaid-focused vendor.
- Experience selling to or launching new programs for MMCOs or state/local government serving Medicaid clients.
- Passion for food as medicine, health equity, or the role of food access in improving health outcomes for underserved populations.
- Experience in a high-growth startup or scale-up environment — you are comfortable building without a full playbook.
- Solid understanding of the Medicaid program, funding authorities, and mechanisms for advocating new services or enhanced reimbursement at the state and federal level.
🌟 Eligible for a bi-annual performance bonus
⛱ Unlimited PTO
🗓️ 5- year Sabbatical: After 5 years with CookUnity, you get a 4-week paid sabbatical
🐣 Paid Family leave
🕯 Compassionate Leave: 3-5 days each time the need arises
🥘 A generous amount of CookUnity credits to enjoy our amazing meals, added to your account, monthly
🤖 AI-forward workplace: enterprise access to ChatGPT and Claude to help you work smarter and grow faster.
