Account Executive – Lower Mid-Market (East & West)
Segments Covered: Employers with 500–4,999 employeesRole Type: Individual Contributor (IC)
About the Role
The Director of Sales, Lower Mid-Market (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.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 coverageMulti-year agreementsEligibility expansion beyond initial pilotsLeverage bonus kickers tied to subsidy decisions and contract structure.
Expansion Ownership (Months 0–9)
- Earn expansion credit for:
- Adding new employee groupsConverting pilots or executive-only programs to full populationMoving 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% quotaQ2: 75% quotaQ3+: 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.