Senior Mid-Market Sales Executive (Northeast)

Calm.com

4h•Remote

About The Position

Calm is a leading consumer mental health company on a mission to support everyone on every step of their mental health journey. Known for its flagship consumer app—ranked #1 in its category with over 180 million downloads and availability in seven languages across 190 countries—Calm helps people sleep better, stress less, and live more mindfully through content and tools from experts and beloved celebrity voices. Building on this foundation, Calm has created a broader portfolio including evidence-based solutions like Calm Health, offered through employers, health plans and providers, designed to expand access to mental health and sleep support, boost benefits engagement, and drive positive health outcomes. Today, Calm supports more than 3,500 organizations and reaches over 17 million covered lives through Calm Health. Calm has been recognized as a TIME100 Most Influential Company and one of Fast Company’s Brands That Matter. Learn more at calm.com. Calm’s B2B team is committed to expanding access to mental health resources by building products for enterprises and the healthcare industry that drive positive health and business outcomes. Our suite of solutions include HIPAA-compliant resources, clinical programs, data and analytics tools, leadership and development workshops and more. What makes us unique? We take our award-winning approach to better sleep, mental resilience, and relaxation and combine it with scientifically backed techniques to create comfort and engagement throughout the mental health journey. Organizations rely on our expertise to fill the care gap created by stigma and life’s daily stressors, allowing them to take an active role in making effective mental health support possible for the people they serve. As the Senior Mid-Market Sales Executive, you will play a pivotal role in expanding Calm’s market presence by selling our digital solution to employer groups as a benefit offering. You will leverage your expertise in B2B sales, particularly within digital health, to engage with decision-makers, build strategic partnerships, and drive revenue growth.

Requirements

Experience: 5+ years of experience in healthcare sales, with a proven track record of selling PEPM-based digital health or related solutions to employer groups
Industry Knowledge: Strong understanding of employee benefits programs and strategies, and the self-funded healthcare landscape
Skills: Exceptional communication and interpersonal skills, with the ability to build rapport and trust with clients. Strong negotiation and closing skills, with a results-oriented mindset. Ability to analyze data and market trends to inform sales strategies
Adaptability: Able and willing to revise, try and execute on new approaches and strategies to adapt to an evolving business and industry landscape
5+ years in a quota carrying, closing sales experience
3+ years of experience in Mid-Market selling

Nice To Haves

Digital Health experience strongly preferred

Responsibilities

Sales Strategy Development: Create and execute a robust sales strategy to penetrate the employer benefits market, focusing on large organizations and employer groups within your territory
Relationship Building: Establish and nurture trusted relationships with key stakeholders, including HR leaders, benefits managers, and executive decision-makers at target organizations
Consultative Selling: Utilize a consultative sales approach to identify client needs, articulate the value proposition of Calm, and tailor solutions to meet specific organizational requirements
Market Research: Conduct thorough market analysis to identify trends, competitive landscape, and potential business opportunities within the digital well-being space
Pipeline Development: Build and manage a pipeline of opportunities, ensuring timely follow-up and progression through all stages of the sales process
Cross-Functional Collaboration: Work closely with marketing, product, customer success, consultant relations, and revenue operations teams to align sales strategies with product offerings and client expectations
Sales Forecasting: Strong full-funnel skillset, with stage-based acumen to deliver reliable projections for sales targets
Industry Representation: Represent Calm at industry events, conferences, and networking opportunities to enhance brand visibility and establish thought leadership in the wellness sector