Key skills
LeadershipCommunicationNegotiationCustomer SuccessSales
About this role
Role Overview
- Create and execute a robust sales strategy to penetrate the employer benefits market, focusing on large organizations and employer groups within your territory
- Establish and nurture trusted relationships with key stakeholders, including HR leaders, benefits managers, and executive decision-makers at target organizations
- Utilize a consultative sales approach to identify client needs, articulate the value proposition of Calm, and tailor solutions to meet specific organizational requirements
- Conduct thorough market analysis to identify trends, competitive landscape, and potential business opportunities within the digital well-being space
- Build and manage a pipeline of opportunities, ensuring timely follow-up and progression through all stages of the sales process
- Work closely with marketing, product, customer success, consultant relations, and revenue operations teams to align sales strategies with product offerings and client expectations
- Strong full-funnel skillset, with stage-based acumen to deliver reliable projections for sales targets
- Represent Calm at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the wellness sector
- Up to 25% travel required
Requirements
- 5+ years of experience in healthcare sales, with a proven track record of selling PEPM-based digital health or related solutions to employer groups
- Strong understanding of employee benefits programs and strategies, and the self-funded healthcare landscape
- Exceptional communication and interpersonal skills, with the ability to build rapport and trust with clients
- Strong negotiation and closing skills, with a results-oriented mindset
- Ability to analyze data and market trends to inform sales strategies
- Able and willing to revise, try and execute on new approaches and strategies to adapt to an evolving business and industry landscape
- Digital Health experience strongly preferred
- 5+ years in a quota carrying, closing sales experience
- 3+ years of experience in Mid-Market selling
Benefits
- equity + comprehensive benefits + 401k + flexible time off