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

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<div><strong style="background-color: transparent; color: rgb(0, 0, 0);">Segments Covered:</strong><span style="background-color: transparent; color: rgb(0, 0, 0);"> Employers with </span><strong style="background-color: transparent; color: rgb(0, 0, 0);">500–4,999 employees</strong></div><div><strong>Role Type:</strong><span style="background-color: transparent; color: rgb(0, 0, 0);"> Individual Contributor (IC)</span></div><h2><br></h2><h2><strong style="background-color: transparent; color: rgb(0, 0, 0);">About the Role</strong></h2><div><br></div><div><span style="background-color: transparent; color: rgb(0, 0, 0);">The </span><strong style="background-color: transparent; color: rgb(0, 0, 0);">Director of Sales, Lower Mid-Market </strong><span style="background-color: transparent; color: rgb(0, 0, 0);">(LMM) segment is responsible for acquiring new employer customers and driving Function Health adoption across companies with 500–4,999 employees. This role is designed to mirror benefits-industry norms, signaling experience and credibility with HR and Total Rewards leaders. You will be responsible for full-cycle sales—from prospecting to contract execution to launch partnership—with clear incentives tied to new employer acquisition, strong activation, and high-quality plan design.</span></div><h2><br></h2><h2><strong style="background-color: transparent; color: rgb(0, 0, 0);">Responsibilities</strong></h2><div><br></div><h3><strong style="background-color: transparent; color: rgb(0, 0, 0);">New Logo Acquisition</strong></h3><ul><li class=""><span style="background-color: transparent;">Own the entire sales cycle for employers in the 500–4,999 employee range.</span></li><li class=""><span style="background-color: transparent;">Prospect, qualify, and build pipeline through brokers, consultants, and direct channels.</span></li><li class=""><span style="background-color: transparent;">Deliver compelling consultative presentations to HR, Benefits, and Total Rewards leaders.</span></li><li class=""><span style="background-color: transparent;">Partner with sales engineering, product, clinical, and leadership resources to shape customer solutions.</span></li></ul><h3><br></h3><h3><strong style="background-color: transparent; color: rgb(0, 0, 0);">Activation & Launch Success</strong></h3><ul><li class=""><span style="background-color: transparent;">Work with Customer Success to ensure strong activation and employee engagement at launch.</span></li><li class=""><span style="background-color: transparent;">Drive first-year success metrics, including adoption and program design quality.</span></li></ul><h3><br></h3><h3><strong style="background-color: transparent; color: rgb(0, 0, 0);">Plan Design & Contract Optimization</strong></h3><ul><li class=""><span style="background-color: transparent;">Promote strong employer plan design, including:</span><ul><li class=""><span style="background-color: transparent;">Full subsidy or first-dollar preventive coverage</span></li><li class=""><span style="background-color: transparent;">Multi-year agreements</span></li><li class=""><span style="background-color: transparent;">Eligibility expansion beyond initial pilots</span></li><li class=""><span style="background-color: transparent;">Leverage bonus kickers tied to subsidy decisions and contract structure.</span></li></ul></li></ul><h3><br></h3><h3><strong style="background-color: transparent; color: rgb(0, 0, 0);">Expansion Ownership (Months 0–9)</strong></h3><ul><li class=""><span style="background-color: transparent;">Earn expansion credit for:</span><ul><li class=""><span style="background-color: transparent;">Adding new employee groups</span></li><li class=""><span style="background-color: transparent;">Converting pilots or executive-only programs to full population</span></li><li class=""><span style="background-color: transparent;">Moving from voluntary programs to subsidized programs</span></li></ul></li></ul><h3><br></h3><h3><strong style="background-color: transparent; color: rgb(0, 0, 0);">Quota & Performance Expectations</strong></h3><ul><li class=""><span style="background-color: transparent;">Quarterly quotas aligned to the annual target of </span><strong style="background-color: transparent;">10–14 new logos per year</strong><span style="background-color: transparent;">.</span></li><li class=""><span style="background-color: transparent;">Ramp period:</span><ul><li class=""><span style="background-color: transparent;">Q1: 50% quota</span></li><li class=""><span style="background-color: transparent;">Q2: 75% quota</span></li><li class=""><span style="background-color: transparent;">Q3+: Full quota</span></li></ul></li></ul><h2><br></h2><h2><strong style="background-color: transparent; color: rgb(0, 0, 0);">Qualifications</strong></h2><ul><li class=""><span style="background-color: transparent;">5–8+ years of B2B sales experience, ideally in health benefits, digital health, or employee wellbeing.</span></li><li class=""><span style="background-color: transparent;">Track record of exceeding quota in mid-market sales.</span></li><li class=""><span style="background-color: transparent;">Experience selling into HR, Total Rewards, and benefits consultants preferred.</span></li><li class=""><span style="background-color: transparent;">Strong consultative and solution-oriented sales skills.</span></li><li class=""><span style="background-color: transparent;">Ability to operate autonomously in a fast-scaling environment.</span></li></ul><div><br></div><h2><strong style="background-color: transparent;">Our commitment to diversity and inclusion</strong></h2><div><span style="background-color: transparent;">We're aiming to build a diverse team and an inclusive company culture. We are an equal opportunity employer and do not discriminate based on race, ethnicity, nationality, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status, or any legally protected status.</span></div><div><br></div><div><strong style="background-color: transparent;"><em>Important Notice: </em></strong><em style="background-color: transparent;">Legitimate communication from the Function Health team will always come from an email address ending in </em><a href="http://functionhealth.com/" rel="noopener noreferrer" target="_blank" style="color: rgb(17, 85, 204);"><em>@functionhealth.com</em></a><em style="background-color: transparent;">. Function Health will never request personal information such as banking details or payment during the hiring process. Please be cautious of communications or job offers that come from other email domains, instant messaging platforms, or unsolicited calls. If you ever have doubts about the legitimacy of a communication, please reach out to us directly at </em><a href="mailto:[email protected]" rel="noopener noreferrer" target="_blank" style="color: rgb(17, 85, 204);"><em>[email protected]</em></a><em style="background-color: transparent;">.</em></div><div><br></div>