VP, Sales & Account Management

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

📋 Description

• Take ownership of the broker and consultant distribution sales strategy, with responsibility for achieving revenue targets across non-owned channels.

• Shift the sales organization from a reactive account management approach to a proactive hunter/farmer model.

• Recruit, onboard, and expand new relationships with brokers and FMOs to enhance Pivot's active distribution network.

• Drive business development initiatives with independent agents, general agents, and field marketing organizations (FMOs).

• Represent Pivot Health at industry gatherings, carrier partner meetings, and significant broker/consultant forums.

• Lead and nurture the Account Management team, ensuring that existing broker relationships are cultivated, productive, and expanding.

• Establish service level agreements (SLAs), performance metrics, and accountability frameworks for the Account Management team.

• Collaborate with internal operations and member services to address broker escalations and enhance the overall broker experience.

• Create and implement a tiered broker engagement model (key accounts versus general book).

• Hire, mentor, and develop a team of Business Development Managers (BDMs) and Account Managers, establishing clear roles, compensation structures, and performance expectations.

• Foster a winning team culture focused on accountability, collaboration, and results.

• Work collaboratively with marketing, operations, and product teams to align distribution strategies with company priorities.

• Contribute as a key member of the leadership team to the company's Growth Roadmap and quarterly operating plan (Rocks).

• Provide regular pipeline, forecasting, and performance updates to the President.

• Analyze market trends, competitive dynamics, and channel opportunities to guide product and pricing strategies.

⛳️ Requirements

• A minimum of 10 years of progressive sales and account management experience in the health insurance distribution sector.

• Established and deep relationships with brokers, general agents, and/or consultants in the individual and small group health market.

• Proven success in building and leading sales teams within a growth-stage or entrepreneurial environment.

• A strong track record of meeting and exceeding revenue targets in a quota-carrying or team leadership role.

• In-depth understanding of the U65/non-ACA insurance market, distribution economics, and broker compensation models.

• A self-starter who can hit the ground running—capable of operating effectively without an established infrastructure.

• Excellent communication, collaboration, and relationship-building skills with both internal and external stakeholders.

• Preferred / Strong Plus

• Experience with Short-Term Medical (STM) products and their distribution.

• Background in ancillary health products such as dental, vision, accident, critical illness, or fixed indemnity.

• Familiarity with FMO/IMO recruiting and management practices.

• Experience in managing or transitioning TPA/carrier partner relationships.

• Previous experience in a start-up, scale-up, or private equity-backed health business.

🏝️ Benefits

• Opportunity to work remotely from home.

• Excellent working environment.

• Comprehensive medical, dental, and vision insurance.

• Up to 15 days of paid time off.

• 11 company observed holidays.

• 8 weeks of paid parental leave.

• 401k plan with company matching.

• Life insurance coverage.

• Opportunities for professional growth.

• Most importantly, an inclusive company culture fostered by an incredible team!