[Hiring] Senior Sales Executive @b.well

Role Description

The Senior Sales Executive is a quota-carrying individual contributor who owns new business sales with payers, health technology companies, and providers, along with any inbound leads assigned to them outside that book. This role owns the go-get on its territory — building the account plan, opening doors from a cold start, and turning first conversations into pipeline — and owns closing across both, running multi-stakeholder discovery, building the business case, and controlling the process through signature.

Buyers in this market are sophisticated and busy, so this role sells consultatively. The right candidate earns trust by understanding the buyer's business, the regulations shaping it, and the competitive landscape, and can carry themselves in an executive meeting as an industry expert. This is a growth-stage role where little is cookie-cutter: the ideal candidate has proven themselves in a startup, moves fast, figures things out without waiting to be told, and knows how to use AI to move faster.

What You'll Do:

• Own your book — own a named book of roughly 60 to 75 target accounts across payers, health technology companies, and providers, plus assigned inbound leads. Self-generate most pipeline through outbound, and hold 15 to 20 active deals at any time with a nurture bench behind them.
• Build account plans — build a plan for every target account naming who to reach, how to get to them, the ask, and the timing, and own all forward motion from there.
• Sell consultatively — know the buyer's business, the regulations moving through it, and the choices in front of it, and teach before positioning a b.well solution.
• Run disciplined discovery — use MEDDICC or a comparable framework to map stakeholders, budget, decision process, and urgency, and disqualify early when the fit or economics are wrong.
• Build and defend the business case — translate buyer needs or regulatory mandates into economic value and urgency.
• Lead executive meetings — prepare every meeting, present and hold the room, ask the right questions, and sell outcomes rather than features.
• Control the process — keep a mutual action plan on every deal and deliver a forecast with no surprises.
• Lead negotiation to signature — own the relationship and negotiating strategy, partnering with Legal and company executives to close deals that work for both sides.
• Know every b.well solution well enough to spot the need for it in conversation, and pull in Solutions Consulting and SMEs to go deeper.
• Achieve and exceed assigned annual quota, maintaining qualified pipeline coverage of roughly 5x remaining quota.
• Document and hand off signed accounts to Client Success and the account owner per the rules of engagement.
• Keep pipeline management current in HubSpot — every deal, stage, close date, and next step — reviewed weekly with same-day meeting notes.
• Represent b.well at industry events, driving pre-booked meetings and working event-sourced leads on named accounts.
• Participate in win/loss reviews, deal autopsies, and whitespace reviews, sharing what you learn with the team.

Qualifications

• 6+ years of quota-carrying B2B sales experience in healthcare, health data, or health technology, with a record of self-sourcing and closing complex deals end to end from a cold first touch.
• At least 2 years selling into payers or health technology companies, with relationships to show for it.
• Startup or growth-stage experience — comfortable rolling up your sleeves, figuring it out, and driving it home without everything handed to you.
• Bachelor's degree, or an equivalent combination of education and experience.

Desired Experience

• Executive presence and a consultative approach, with good judgment about what to share and with whom.
• Solid, current command of the regulatory mandates and tailwinds affecting target segments, and the ability to explain why they create budget and value.
• Understanding of healthcare interoperability, permitted pathways and use cases for data exchange, and the opportunities and challenges of the current state.
• A rapid, independent learner who keeps current on a market that changes quarterly.
• Uses AI for velocity — builds their own prompts and workflows for research, meeting prep, first drafts, and account analysis; fluent in Google Workspace and HubSpot.
• An existing network in one or more of b.well's target segments.
• Fluency with a structured qualification framework and prior experience selling a multi-module platform or a regulatory-driven product.

Compensation & Benefits

• The target salary range for this position is $130,000–$150,000 base, plus uncapped variable/commission.
• Benefits include medical, dental, and vision insurance; prescription coverage and telehealth services; short- and long-term disability and life insurance; a 401(k) retirement savings plan; FSA and Dependent Care FSA; an Employee Assistance Program; a company-paid comprehensive lab testing benefit; voluntary benefits including pet insurance and legal services; and paid time off and company holidays.