Enterprise Account Executive

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

📋 Description

• Manage the complete sales process targeting HR, Benefits, and People leaders within large organizations, from initial discovery through negotiation and closing.

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

• Connect with target accounts prior to formal RFP procedures and establish multi-threaded relationships across decision-making committees.

• Focus on key accounts in the territory based on the go-to-market strategy.

• Create ROI-supported business cases tailored for VP- and C-level decision-makers.

• Anticipate objections from procurement and legal teams, reframing stalled negotiations into new business opportunities.

• Oversee pricing, proposal, and contract negotiations until closure.

• Maintain an in-depth understanding of the organizational structures, incentives, and purchasing processes of accounts.

• Cultivate relationships with health insurance brokers and benefits consultants to drive Sales Qualified Opportunities (SQOs).

• Collaborate with Business Development Representatives (BDRs) on account strategy and execution.

• Identify and escalate risks early with proposed solutions.

• Represent Spring Health at industry events as required.

• Leverage AI for tasks such as account research, competitive analysis, personalized outreach, account strategies, objection handling, business case development, call summaries, and ensuring Salesforce CRM accuracy.

• Achieve targets for quota attainment, SQOs generated, and introductory meetings scheduled.

⛳️ Requirements

• 8+ years of experience in quota-carrying enterprise sales.

• Proven history of closing deals worth 6 to 7 figures against sales targets.

• Capability to independently generate a sales pipeline and manage complex sales processes from start to finish.

• Ability to independently construct and defend ROI-based business cases.

• Familiarity with daily use of AI tools.

• Proficient in communicating directly and tailoring messages for CFOs, CHROs, and brokers.

• Comfort with ambiguity and the ability to create structure.

• Willingness to travel approximately 20% for closing activities and industry events.

• Experience in benefits, health insurance, or healthcare sales (preferred).

• Established relationships with brokers or benefits consultants (preferred).

• Background in selling to HR or People leadership (preferred).

🏝️ Benefits

• Health, Dental, and Vision benefits commencing on the first day.

• One Medical accounts available for employees and their dependents.

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

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

• Annual allocation 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 6 months: 18 weeks for birthing parents and 16 weeks for non-birthing parents.

• Noom weight management program.

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

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

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

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

• $200 annual donation matching.

• Equity opportunities.

• Performance-based bonuses.

• Uncapped commission with accelerators for performance exceeding 100% of quota.

• Fully remote work setup.

• Approximately 20% travel required.