Public & Labor Sales, Regional Vice President

About the role

Included Health is seeking a seasoned Public Sector Sales Executive to lead growth across public sector, labor, and multi-employer markets. The ideal candidate will sell the Included Health suite of products to public sector organizations, labor unions, multi-employer groups, school districts, public sector risk pools, quasi-government entities, and joint powers authorities, with a focus on organizations serving 5,000+ employees or members.

Responsibilities

• Territory Growth Leadership: Own and expand the public sector and labor territory by developing and executing a regional go-to-market strategy focused on high-priority public entities, labor organizations, and multi-employer groups.
• Strategic Account Development: Build and manage executive-level relationships with benefits leaders, trustees, union leadership, procurement stakeholders, and other decision-makers to position Included Health as a trusted strategic partner.
• Complex Enterprise Sales Management: Lead complex, multi-threaded sales cycles involving internal and external stakeholders, including consultants, channel partners, finance, procurement, and executive leadership, to drive consensus and close strategic long-term contracts.
• Regional Consultant Engagement: Develop and maintain strong relationships with consultants, brokers, TPAs, carriers, and health plan partners that influence public sector and labor purchasing decisions and strengthen Included Health’s market position.
• Client Expansion: Identify and pursue opportunities to expand Included Health’s service portfolio within existing clients, driving additional revenue and deeper customer partnerships.
• Sales Process Optimization: Contribute to continuous improvement of sales frameworks, tools, and playbooks that shorten the sales cycle and improve effectiveness in complex deal environments, including RFP-driven opportunities.
• Operational Excellence: Maintain disciplined CRM documentation, pipeline management, and forecast accuracy to ensure transparency and accountability across all stages of the sales process.
• Brand Representation: Serve as a regional ambassador for Included Health’s mission and culture in all external interactions and at relevant industry events and conferences.
• Travel: Travel as needed to meet with prospects, clients, consultants, partners, and industry stakeholders across the territory.

Qualifications

• 7+ years of sales experience, with significant experience in selling to public sector & labor buyers in the healthcare benefits, wellness, or adjacent complex solution sales environments.
• Proven success managing and closing long, complex sales cycles involving multiple internal and external stakeholders.
• Strong track record of consistently meeting or exceeding large annual or multimillion-dollar quotas.
• Deep understanding of the healthcare benefits landscape and its evolution, particularly as it relates to public sector and labor purchasers.
• Demonstrated consultative selling skills, including uncovering client pain points, quantifying business impact, and aligning solutions to strategic benefits and cost-management goals.
• Established credibility and relationship-building ability with consultants, brokers, TPAs, carriers, clients, and other influencers in the public sector and labor ecosystem.
• Exceptional executive communication, negotiation, and storytelling skills with senior stakeholders and decision-makers.
• Strong references from clients, partners, and influencers you have worked with in the past.
• Proficiency with Salesforce or similar CRM systems, with disciplined pipeline and forecast management.
• Willingness to travel domestically as needed to fulfill job responsibilities.