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

About the Role

Responsibilities

New Logo Acquisition

• Own the entire sales cycle for employers in the 500–4,999 employee range.
• 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.

Activation & Launch Success

• Work with Customer Success to ensure strong activation and employee engagement at launch.
• Drive first-year success metrics, including adoption and program design quality.

Plan Design & Contract Optimization

• 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

Quota & Performance Expectations

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

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.

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