Director of Sales - Lower Mid-Market (East & West)

Responsibilities

• New Logo Acquisition
• Possess the full sales cycle for employers in the 500–4,999 employee range.
• Possess the ability to prospect, qualify, and build pipeline through brokers, consultants, and direct channels.
• Deliver compelling consultative presentations to HR, Benefits, and Total Rewards leaders.
• Partner with sales engineering, product, clinical, and leadership resources to shape customer solutions.
• Work with Customer Success to ensure strong activation and employee engagement at launch.
• Drive first-year success metrics, including adoption and program design quality.
• Promote strong employer plan design, including:
• Full subsidy or first-dollar preventive coverage
• Multi-year agreements
• Eligibility expansion beyond initial pilots
• Leverage bonus kickers tied to subsidy decisions and contract structure.
• Expansion Ownership (Months 0–9)
• Earn expansion credit for:
• Adding new employee groups
• Converting pilots or executive-only programs to full population
• Moving from voluntary programs to subsidized programs

Qualifications

• 5–8+ years of B2B sales experience, ideally in health benefits, digital health, or employee wellbeing.
• Track record of exceeding quota in mid-market sales.
• Experience selling into HR, Total Rewards, and benefits consultants preferred.
• Strong consultative and solution-oriented sales skills.
• Ability to operate autonomously in a fast-scaling environment.