Account Executive – Lower Mid-Market (East & West)

Acquire new mid-market employer customers (500-4,999 employees) through full-cycle sales, including prospecting, consultative presentations to HR leaders, and driving activation/expansion. Requires 5-8+ years B2B sales experience with quota attainment in health benefits or digital health.

Salary not listed

Remote5+ YOEAccount Executive

About the role

Responsibilities

Own the entire sales cycle for employers with 500–4,999 employees.
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, and eligibility expansion.
Earn expansion credit for adding new employee groups, converting pilots to full population, and moving from voluntary 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.

Quota & Performance Expectations

Quarterly quotas aligned to annual target of 10–14 new logos.
Ramp period: Q1: 50% quota, Q2: 75% quota, Q3+: Full quota.

Skills

B2B SalesConsultative SellingHr SalesBenefits SalesQuota AttainmentPipeline ManagementProspectingSales EngineeringCustomer ActivationPlan Design

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