[Hiring] Mid-Market Division Lead @TJM Labs

Role Description

We're hiring a Mid-Market Division Lead to own the commercial health of our Mid-Market segment end to end: revenue, headcount, and every resourcing and pricing call that shapes how the segment grows.

TJM Labs is in hyper-growth, building out a widening portfolio of AI products live across pharmacies nationwide. Running a business at this pace means someone needs to own the full picture for each major piece of it, not just a function within it. This role owns that picture for Mid-Market: what to charge, where headcount goes, which accounts get resourced, and how the segment expands.

You will report to the COO, with real latitude to run the segment as your own. There is no finished playbook. Part of the job is building the judgment calls and the process that don't exist yet, while you are already running the business.

Key Responsibilities

• Segment Ownership and Resourcing
  • Own revenue and headcount decisions for the Mid-Market segment, and the resourcing and prioritization tradeoffs across the pods that serve it.
  • Evaluate every staffing request against its actual revenue impact. The default question is always whether the segment needs a person, or better process and tooling.
  • Prioritize across accounts and pods when resources are scarce. This call belongs to you within the quarter, not something that has to go back up the chain each time.
  • Identify and prioritize expansion opportunities across existing Mid-Market accounts, and resource them alongside new implementations.
• Efficiency and Automation Ownership
  • Own the efficiency outcome for the segment: how much of Mid-Market runs without added headcount. You will drive this through Product, Engineering, and Operations, not build the fix yourself.
  • Identify automation opportunities within the segment that would meaningfully improve growth or margin.
  • When the cause is how the delivery org operates, raise it to the team that owns fixing it. When the cause is what the product requires a human to do, raise it to Product and Engineering.
• Revenue Quality and Expansion
  • Be accountable for account health and expansion outcomes across Mid-Market, prioritizing where that effort goes and partnering with Customer Success, who execute the account relationship day to day.
  • Partner with Finance on pricing and packaging strategy for the tier, grounded in what the segment can deliver at strong margin.
  • Partner with Sales during late-stage deal review so new business is scoped and priced for profitable delivery from day one.
• Escalation and Relationships
  • Own escalation for at-risk or strategic Mid-Market accounts beyond what a Customer Success Manager (CSM) can resolve alone.
  • Hold the relationships that matter most for this segment's retention and growth, including periodic onsite visits for key accounts.
• Customer Signal to Product and Engineering
  • Aggregate patterns across Mid-Market accounts, not individual anecdotes, into segment-level input for the product and pricing roadmap.

Qualifications

• Experience owning revenue, headcount, or resourcing decisions for a business unit, book of accounts, or segment, not just executing a plan someone else set.
• Comfortable evaluating a staffing request, a pricing decision, or a deal against its actual economic impact before approving it.
• Track record of driving outcomes and holding a line with people and teams outside a direct reporting line.
• Experience partnering with Sales, Product, and Engineering as equals, including holding a peer function accountable without a formal tie-breaker to fall back on.
• Comfortable enforcing standardization and process discipline in some accounts while building custom, relationship-driven solutions in others, and knowing which one a given situation calls for.
• History of building process or infrastructure that didn't exist yet, rather than executing an established playbook.
• Comfortable reading unit economics, margin, cost-to-serve, and ROI, and using them to judge whether a specific deal, hire, or exception is a good idea.
• 4 to 6 years of professional experience, including prior ownership of a P&L, book of business, or revenue-accountable function, or equivalent ownership experience such as running a location, a territory, or a function at a startup with direct revenue accountability.
• Bachelor's degree or equivalent experience.

Nice to have

• Experience with U.S. healthcare, pharmacy, or another regulated or technical buying environment.

Benefits

• Remote-first collaborative work environment.
• Paid time off.
• 401K with company match.
• Health Plan.
• The opportunity to work at the intersection of healthcare, pharmacy, and AI.
• Meaningful ownership and opportunity to grow as TJM Labs continues to scale.

Equal Employment Opportunity

TJM Labs is an equal opportunity employer. We welcome applicants of every background and don't discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information or any other characteristic protected by law. If you need an accommodation at any point in the hiring process, email [email protected].

Disclaimer

This job description is intended to describe the general nature and level of work performed in this position. It is not intended to be an exhaustive list of all responsibilities, duties, qualifications, or requirements. Responsibilities and requirements may change based on business needs.