Account Executive - Strategic Health Partnerships

Founded by Arianna Huffington in 2016, Thrive Global is a leading behavior change technology company with the mission to improve productivity and health outcomes – one Microstep at a time. Thrive helps individuals and organizations improve well-being, performance and mental resilience with its AI-powered behavior change technology platform. Thrive’s Microsteps – small, science-backed steps to improve health and productivity – have been adopted by employees at more than 230 organizations in over 160 countries, from frontline and call center workers to executives at multinational companies. For more information, visitwww.thriveglobal.com.

The Account Executive, Strategic Health Partnerships is a quota-carrying, fully sales-focused role responsible for winning new pharmaceutical, life sciences, and healthcare customers.Thrive Global helps pharma partners combine breakthrough medicines and Thrive’s science-backed behavior change methodology to support patients across their health journey, whether managing a disease state, participating in a clinical trial, or simply trying to increase longevity and quality of life. The role owns the sales cycle from first conversation to close, with a primary focus on new logos and additional responsibility for expansion in signed accounts.

This is a builder role. The Account Executive works opportunities from senior leadership and assigned accounts, and also generates new pipeline through their own network and market intelligence. Reporting to the VP, Sales & Partnerships, and supported by the GTM Strategy team, the Account Executive works closely with Product, Content, Legal, and Executive Leadership. After close, the Account Executive ensures a smooth and effective hand-off to Customer Success ensuring optimal customer experience.

How You'll Contribute

• Turn opportunities from senior leadership into qualified deals, and create new pipeline through your network, outreach, and market intelligence (such as loss of exclusivity, launches, and competitive pressure).
• Research and prioritize target companies by therapeutic area, portfolio, and market dynamics.
• Position patient engagement, patient support, clinical trial engagement and retention, and communications solutions, along with the broader Thrive platform.
• Build relationships across pharma prospects, from patient engagement, clinical, commercial, and direct-to-consumer site leaders up to the C-suite, and identify the economic buyer and champion early.
• Identify and close projects and expansion opportunities in signed accounts, working alongside Customer Success.
• Develop proposals, pilots, and commercial structures with Product, Content, and Finance, tied to outcomes such as adherence, engagement, retention, and brand trust.
• Work with Legal and the customer’s MLR, compliance, privacy, and procurement teams through contracting and review.
• Use AI tools to prepare account research, tailor outreach to each buyer, and keep Salesforce current, applying your own judgment and never putting patient or sensitive data into tools that aren’t approved for it.
• Raise deal risks early with a recommended path forward, and represent Thrive at industry events and customer meetings
• Therapeutic areas Thrive supports today include oncology, obesity, diabetes, migraine, sleep apnea, schizophrenia, women’s health, chronic pain, autoimmune conditions, cardiovascular, dermatology, and brain health.
• Travel is expected to be approximately 25%.

Qualifications & Skills

• 5+ years of B2B sales experience in pharma, life sciences, or health technology, with a track record of meeting or exceeding quota in long, multi-stakeholder sales cycles.
• Pharma experience is ideal, but strong health tech backgrounds are welcome.
• A proven ability to generate your own pipeline, with an existing network in pharma, life sciences, or health tech.
• Experience selling to senior stakeholders; C-suite experience is a plus but not required.
• Familiarity with patient engagement, patient support, clinical trial, or direct-to-consumer functions at pharma companies.
• Working knowledge of pharma compliance and regulatory review (such as MLR and privacy).
• Strong research and structured-thinking skills, with the ability to turn market insight into a clear business case.
• Proficiency with Salesforce, G-Suite, and Microsoft products.
• Demonstrated ability to automate and optimize sales processes using leading AI tools, principally Claude AI.
• Passion for Thrive’s mission of science-backed behavior change.

✨ What We Offer:

• 🌍 Mission-Driven Impact: Be part of a company that’s truly making a difference in people’s lives around the world.
• 🚀 Career Growth: Develop within the company and help shape our growth strategy.
• 💙 Human-Centric Culture: Thrive in a supportive environment with a range of wellness perks and benefits.
• 💰 Competitive Compensation: Enjoy a comprehensive and rewarding total compensation package.
• 🩺 Health & Financial Benefits: Medical, dental, and vision coverage plus a 401(k) program with company match.
• 🌴 Time to Recharge: Generous paid time-off programs designed to help you rest, reset, and recharge — including Thrive Time, a benefit unique to Thrive that gives employees additional paid time off after major projects or intense periods of work to truly recharge and recover.

Compensation:

On target total earnings for this role will likely fall in the $300,000-$400,000 range.

• Please note: We provide a competitive mix of salary, performance bonus, and equity. The final offer amount will depend on factors like experience, expertise, and may differ from the range above. This range also excludes additional benefits, such as 401(k), and medical, dental, or vision insurance.

Thrive is deeply committed to creating a safe and welcoming work environment free of discrimination and harassment so that all employees can bring their whole selves to work.

Thrive is proud to ensure equal employment opportunity (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, disability, genetics, gender, gender identity, gender expression, sexual orientation, age, marital status, family or parental status, veteran status, or any other characteristic protected by applicable federal, state or local law.

Thrive is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Thrive’s Recruiting team if you need any assistance completing any forms or to otherwise participate in the application process.