Mid Market Sales Executive

Summary

Join Calm, a leading mental health platform, as a Mid-Market Sales Executive and contribute to expanding access to mental health resources. You will be responsible for selling Calm's digital solution to employer groups, building relationships with key stakeholders, and driving revenue growth. This role requires 3+ years of experience in mid-market sales, a strong understanding of employee benefits and wellness programs, and exceptional communication and interpersonal skills. You will also need to be adaptable and willing to revise strategies to adapt to an evolving business landscape. Calm offers competitive compensation, equity, comprehensive benefits, 401k, and flexible time off.

Requirements

• Experience: 3+ years of experience in mid-market sales, with a proven track record of selling digital health or related solutions to employer groups
• Industry Knowledge: Strong understanding of employee benefits, wellness programs, 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
• Minimum Requirements
• 5+ years in a quota carrying, closing sales experience
• 3+ years of experience in Mid-Market selling

Responsibilities

• As the 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
• 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

Preferred Qualifications

Digital Health experience strongly preferred

Benefits

• The on-target earnings for this role are $195,000 annualized with a 50/50 split between base pay and incentive compensation
• Exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications
• This role is also eligible for equity + comprehensive benefits + 401k + flexible time off