Vice President, Enterprise Sales

The Vice President, Enterprise Sales grows sales across the high-performing team of Regional Vice Presidents, with accounts consisting of a mix of current Included Health clients and new logo targets. You will be accountable for the growth, development, and mentorship of the team and partner with Client Success to develop and execute a plan to expand the relationship and grow our partnership. For your new logo targets, your team will oversee the entire sales lifecycle, from prospecting and driving initial discussions through solutioning, negotiating, and closing the contract. You will play a crucial role within the Growth & Business Excellence team, reporting directly to Senior Vice President, Growth.

Sales Leadership & Strategy:

• Set a vision and purpose; develop and implement a comprehensive sales strategy focused on driving revenue growth and market expansion for our enterprise solutions.
• Lead, coach, and mentor a high-performing team of sales professionals.
• Establish clear sales goals, measurements, and performance metrics.
• Complete and communicate progress against the sales strategy.
• Experience with the multiple partners involved in any purchasing decision for a large enterprise company and for ensuring that we navigate our targeted organizations to get the agreement and support necessary to grow our partnership goals.
• Provide candid feedback on the product suite, value proposition, and messaging resources at your disposal to drive improvement and refinement.

Leadership & Team Development:

• Scale the enterprise sales team as we grow, hiring top talent and ensuring the team is aligned with our goals.
• Provide hands-on leadership and professional development; ensure the team is motivated, aligned with our goals, and developing.
• Cultivate a strategic, results-driven sales organization with a focus on team collaboration across the business and personal growth.

Enterprise Sales Execution:

• Articulate and demonstrate the full range of Included Health's product offerings and services to large enterprise clients.
• Clearly communicate how these products can enhance employee well-being, reduce healthcare costs, and drive improved health outcomes for organizations.
• Drive measurable results by consistently exceeding high sales targets in a fast-paced digital health sales environment. Develop and execute tailored strategies that accelerate client adoption of Included Health's services, leading to improved healthcare outcomes for members and clients and achieving annual revenue goals.
• You have the gravitas and credibility to partner with internal and external executives, and play a meaningful role in our largest and most complex pursuits in partnership with your team members.

Collaboration & Influence:

• Be an internal conductor, tapping into and coordinating the right team members to progress an opportunity through the sales process. You partner closely with the product general managers, product marketing team, solutions consulting team, care teams, clinical teams, actuarial & analytics teams, proposals team, finance team, and legal team to get a deal across the finish line.
• You gain the confidence and trust of important collaborators across the organization, including the product general managers, marketing team, solutions consulting team, proposals team, and pricing team.
• You engage with Product/Engineering teams to share market feedback, understand the product roadmap, and provide input.
• You engage with Product General Managers to give feedback on packaging, market competitiveness, and future priorities.

Market Insights & Expertise:

• Stay informed on industry trends, customer needs, and the competitive landscape to inform sales strategy and positioning.
• Have an opinion and insight on our messaging approach and how it's landing.
• Represent Included Health externally, establishing and deepening relationships with potential clients and partners.

Qualifications:

• 10+ years of experience leading a team that sells to the HR suite at large enterprise companies, specifically in the digital health/healthcare technology space. Benefits expertise a plus.
• Strong track record of quota attainment and outperformance; an ability to close complex deals.
• Experience leading a team that has sold multi-product health-tech solutions with a high average deal size.A strong network of large enterprise executives / decision makers that you can tap into quickly to produce pipeline.
• Develops strong internal partnerships across teams, with the proven ability to gain alignment and influence decision-makingProficient at digging into the technical and operational details and collaborating with your partners to provide high-quality proposals and solutions.
• Experience with sales processes, CRM tools, and sales analytics to guide informed decision-making.
• Effective verbal and written communicator; ability to distill complex information and messages to a broad and diverse audience.

Physical/Cognitive Requirements

• Ability to thrive in a fast-paced, high-intensity work environment.
• Ability to remain seated in a stationary position for prolonged periods.
• Requires eye-hand coordination and manual dexterity sufficient to operate keyboard, computer and other office-related equipment.
• No heavy lifting is expected, though occasional exertion of about 20 lbs. of force (e.g., lifting a computer / laptop) may be required.
• Ability to interact with leadership, employees, and members in an appropriate manner.

The United States new hire base salary target ranges for this full-time position are:

Zone A: $203,330.00 - $287,210.00 + equity + benefits

Zone B: $233,830.00 - $330,292.00 + equity + benefits

Zone C: $254,163.00 - $359,013.00 + equity + benefits

Zone D: $264,329.00 - $373,373.00 + equity + benefits

This range reflects the minimum and maximum target for new hire salaries for candidates based on their respective Zone. Below is additional information on Included Health's commitment to maintaining transparent and equitable compensation practices across our distinct geographic zones.

Starting base salary for the successful candidate will depend on several job-related factors, unique to each candidate, which may include, but not limited to, education; training; skill set; years and depth of experience; certifications and licensure; business needs; internal peer equity; organizational considerations; and alignment with geographic and market data. Compensation structures and ranges are tailored to each zone's unique market conditions to ensure that all employees receive fair and competitive compensation based on their roles and locations. Your Recruiter can share your geographic zone alignment upon inquiry.

In addition to earning a base salary, this role is eligible for commission based on work performance and sales achievements. Details of the Commission Structure, including rates, targets, and potential earnings, will be discussed during the interview process.

Benefits & Perks:

In addition to receiving a competitive base salary, the compensation package may include, depending on the role, the following:

Remote-first culture401(k) savings plan through Fidelity

Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)

Full suite of Included Health telemedicine (e.g. behavioral health, urgent care, etc.) and health care navigation products and services offered at no cost for employees and dependents

Generous Paid Time Off ("PTO") and Discretionary Time Off ("DTO")

12 weeks of 100% Paid Parental leave

Family Building Benefit with fertility coverage and up to $25,000 for Surrogacy & Adoption financial assistance

Compassionate Leave (paid leave for employees who experience a failed pregnancy, surrogacy, adoption or fertility treatment)

11 Holidays Paid with one Floating Paid Holiday

Work-From-Home reimbursement to support team collaboration and effective home office work

24 hours of Paid Volunteer Time Off ("VTO") Per Year to Volunteer with Charitable Organizations

Your recruiter will share more about the specific salary range and benefits package for your role during the hiring process.

About Included Health

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.

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Included Health is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Included Health considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.