Enterprise Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage the complete enterprise sales process targeting HR, Benefits, and People leaders, from initial discovery to negotiation and closing.

• Proactively generate a sales pipeline through brokers, consultants, referrals, and previously inactive accounts.

• Engage prospective accounts prior to the initiation of formal RFP processes.

• Prioritize accounts based on territory and go-to-market strategy.

• Navigate multiple stakeholders within the buying committee across accounts.

• Develop ROI-driven business cases aimed at VP- and C-level buyers.

• Customize business cases to address the unique challenges faced by each buyer.

• Anticipate and address procurement and legal objections to reframe stalled negotiations.

• Lead negotiations regarding pricing, proposals, and contracts.

• Oversee account organizational structures, incentives, and purchasing processes.

• Cultivate relationships with health insurance brokers and benefits consultants to drive SQOs.

• Adapt messaging and language for CFOs, CHROs, and consultants.

• Collaborate with BDRs on account strategy and execution.

• Proactively identify risks and suggest solutions early in the process.

• Provide market and client insights to Product and Marketing teams.

• Represent Spring Health at industry events and travel as required to secure deals.

• Maintain prompt response times with prospects, consultants, and internal stakeholders.

• Achieve KPIs including quota attainment, SQOs generated, and introductory meetings scheduled.

• Utilize AI for account research, competitive analysis, personalized outreach, Salesforce call summaries, and CRM maintenance while ensuring confidentiality and reviewing outputs.

⛳️ Requirements

• A minimum of 5 years of experience in quota-carrying enterprise sales.

• Proven history of closing six- and seven-figure deals successfully.

• Capability to independently generate pipeline and resolve stalled deals.

• Ability to engage constructively with feedback and adapt plans based on new insights.

• Proactive in seeking feedback to improve performance.

• Competence in independently constructing and defending business cases.

• A sharp, resourceful, and solution-focused mindset.

• Daily utilization of AI tools.

• Strong communication skills with the ability to adjust messaging for CFOs, CHROs, and brokers.

• Comfort with ambiguity and the ability to create order in complex situations.

• Commitment to ongoing learning and analyzing lost deals for improvement.

• Preferred: experience in benefits, health insurance, or healthcare sales.

• Preferred: existing relationships with brokers or benefits consultants.

• Preferred: experience selling to HR or People leadership.

• Eligibility to work in the U.S. is required on the application form.

🏝️ Benefits

• Comprehensive health, dental, and vision benefits starting from day one.

• Access to One Medical accounts.

• HSA and FSA plans, with Spring contributing up to $1,000 to HSAs based on the plan type.

• Employer-sponsored 401(k) matching up to 2%.

• Annual allotment of no-cost visits to Spring Health therapists, coaches, and medication management providers for employees and their dependents.

• Paid vacation, sick leave, and company holidays.

• Parental leave after six months: 18 weeks for birthing parents and 16 weeks for non-birthing parents.

• Noom weight management program.

• Carrot fertility care support and reimbursement of up to $4,000 for related fertility expenses.

• Wellhub subscription covering fitness, mindfulness, nutrition, and sleep.

• BrightHorizons sponsored childcare, backup care, and elder care services.

• Up to $1,000 reimbursement for annual professional development.

• Annual donation matching of $200.

• Uncapped commission structure with accelerators commencing above 100% of quota.

• Fully remote work opportunity.