[Hiring] Senior Mid-Market Sales Executive @Calm.com

Role Description

As the Senior Mid-Market Sales Executive, you will play a pivotal role in expanding Calm’s market presence by selling our digital solution to employer groups as a benefit offering. You will leverage your expertise in B2B sales, particularly within digital health, to engage with decision-makers, build strategic partnerships, and drive revenue growth.

What You’ll Do

• Sales Strategy Development: Create and execute a robust sales strategy to penetrate the employer benefits market, focusing on large organizations and employer groups within your territory.
• Relationship Building: Establish and nurture trusted relationships with key stakeholders, including HR leaders, benefits managers, and executive decision-makers at target organizations.
• Consultative Selling: Utilize a consultative sales approach to identify client needs, articulate the value proposition of Calm, and tailor solutions to meet specific organizational requirements.
• Market Research: Conduct thorough market analysis to identify trends, competitive landscape, and potential business opportunities within the digital well-being space.
• Pipeline Development: Build and manage a pipeline of opportunities, ensuring timely follow-up and progression through all stages of the sales process.
• Cross-Functional Collaboration: Work closely with marketing, product, customer success, consultant relations, and revenue operations teams to align sales strategies with product offerings and client expectations.
• Sales Forecasting: Strong full-funnel skillset, with stage-based acumen to deliver reliable projections for sales targets.
• Industry Representation: 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.

Qualifications

• 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.

Requirements

• 5+ years in a quota carrying, closing sales experience.
• 3+ years of experience in Mid-Market selling.

Benefits

• The on-target earnings for this role are $275,000 annualized with a 50/50 split between base pay and incentive compensation.
• This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.