Director of Sales – Lower Mid-Market (East & West)

Function Health • Canada, KS

6h

About The Position

The Director of Sales for the Lower Mid-Market (LMM) segment is responsible for acquiring new employer customers and driving Function Health adoption across companies with 500–4,999 employees. This role is designed to mirror benefits-industry norms, signaling experience and credibility with HR and Total Rewards leaders. You will be responsible for full-cycle sales—from prospecting to contract execution to launch partnership—with clear incentives tied to new employer acquisition, strong activation, and high-quality plan design.

Requirements

• 5–8+ years of B2B sales experience, ideally in health benefits, digital health, or employee wellbeing.
• Track record of exceeding quota in mid-market sales.
• Strong consultative and solution-oriented sales skills.
• Ability to operate autonomously in a fast-scaling environment.

Nice To Haves

• Experience selling into HR, Total Rewards, and benefits consultants preferred.

Responsibilities

• New Logo Acquisition
• Own the entire sales cycle for employers in the 500–4,999 employee range.
• Prospect, qualify, and build pipeline through brokers, consultants, and direct channels.
• Deliver compelling consultative presentations to HR, Benefits, and Total Rewards leaders.
• Partner with sales engineering, product, clinical, and leadership resources to shape customer solutions.
• Activation & Launch Success
• Work with Customer Success to ensure strong activation and employee engagement at launch.
• Drive first-year success metrics, including adoption and program design quality.
• Plan Design & Contract Optimization
• Promote strong employer plan design, including:
• Full subsidy or first-dollar preventive coverage
• Multi-year agreements
• Eligibility expansion beyond initial pilots
• Leverage bonus kickers tied to subsidy decisions and contract structure.
• Expansion Ownership (Months 0–9)
• Earn expansion credit for:
• Adding new employee groups
• Converting pilots or executive-only programs to full population
• Moving from voluntary programs to subsidized programs
• Quota & Performance Expectations
• Quarterly quotas aligned to the annual target of 10–14 new logos per year.
• Ramp period:
• Q1: 50% quota
• Q2: 75% quota
• Q3+: Full quota

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed