[Hiring] Director of Employer Sales @ZERO

Role Description

We are looking for a Director of Employer Sales to plant our flag in Texas and continue the momentum we have been building. This is a market-building opportunity for a seller who combines deep self-funded employer knowledge with a desire to leverage cutting-edge AI tools to prospect smarter, close faster, and scale their impact.

• Own your territory, cultivate the broker channel, run a direct employer motion, and be a key voice in shaping how ZERO grows nationally.
• The deals you close here will fund the expansion that follows.

Responsibilities: What You'll Do

• Build and Own Your Pipeline:
  • Develop and manage a robust pipeline of mid-market, self-funded employers across Texas and surrounding states.
  • Run a disciplined outbound motion targeting HR leaders and CFOs, utilizing AI-driven intent data and generative tools to craft hyper-personalized, consultative outreach at scale.
  • Own the full sales cycle from first conversation through signed agreement and clean handoff to the implementation team.
• Build the Broker & Consultant Channel:
  • Cultivate and expand a network of active, producing benefits brokers and benefit consultants across your territory.
  • Educate partners on ZERO's model, train them to position it with confidence to their clients, and co-sell to accelerate deal velocity.
  • Prioritize broker/consultant relationships based on book size, employer profile match, and willingness to bring something genuinely different to market.
  • Serve as a trusted partner to brokers & consultants, not just a vendor: show up, follow through, and make them look good in front of their clients.
• Sell Consultatively to HR and Finance Leaders:
  • Lead discovery conversations that uncover real healthcare spend data, employee utilization patterns, and the cost of doing nothing.
  • Deliver compelling ROI analyses and presentations, leveraging AI to rapidly analyze complex healthcare spend data and build undeniable business cases tailored to each prospect.
  • Navigate multi-stakeholder sales cycles, typically 120-180 days, that require alignment across HR, Finance, and sometimes legal or executive leadership.
  • Handle objections with confidence.
• Represent ZERO in the Market:
  • Attend benefits conferences, broker events, and employer roundtables across your territory to build brand presence and source pipeline.
  • Act as a market intelligence resource for the growth team, bringing back insights on competitive positioning, objections, and emerging employer needs.
  • Maintain clean activity and deal records in HubSpot, embracing conversational intelligence and AI CRM assistants to automate administrative tasks.

Qualifications

• 5-8 years of field sales experience in employer benefits, health plan, or healthcare SaaS.
• Demonstrated track record of closing complex deals and consistently achieving quota.
• Established network of benefits broker and consultant relationships in Texas.
• Deep fluency in self-funded employer dynamics: plan design, point solutions, PEPM structures, and benefits decision cycles.
• Strong CRM discipline, preferably HubSpot, and comfort with data-driven pipeline management.
• Excellent presentation and communication skills with the ability to flex between a CFO conversation and an HR director conversation in the same meeting.
• Willingness to travel approximately 25-30% within territory.

Requirements

• Experience selling disruptive or non-traditional health benefit models (reference-based pricing, direct primary care, bundled payments, or similar).
• Demonstrated experience using, or a strong desire to master, modern AI sales technologies (e.g., advanced CRM copilots, conversational intelligence, AI-assisted prospecting).
• Startup or high-growth company experience where you have had to build process and pipeline without a large support infrastructure.
• Bachelor's degree or equivalent work experience.

Benefits

• Competitive base salary with an uncapped variable commission plan.
• Meaningful equity grant with a standard 4-year vesting schedule.
• Strong medical, dental, and vision coverage.
• Fully funded access to HubSpot, ZoomInfo, LinkedIn Sales Navigator, and premium AI tools.

To Apply

If you are passionate about transforming healthcare and ready to build something meaningful in Texas, we want to hear from you. Please visit zero.health/careers to submit your resume.