Mid-Market Sales Executive

Summary

Join Calm as a Mid-Market Sales Executive and play a pivotal role in expanding our market presence by selling our digital solution to employer groups. You will leverage your B2B sales expertise in digital health to engage with decision-makers, build strategic partnerships, and drive revenue growth. Develop and execute sales strategies, build relationships with key stakeholders, and utilize a consultative sales approach to meet client needs. Conduct market analysis, manage sales pipelines, and collaborate with cross-functional teams. Represent Calm at industry events and deliver reliable sales projections. This role requires up to 15% travel.

Requirements

• 3+ years of experience in mid-market sales, with a proven track record of selling digital health or related solutions to employer groups
• Strong understanding of employee benefits, wellness programs, and the self-funded healthcare landscape
• 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
• 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

Responsibilities

• Create and execute a robust sales strategy to penetrate the employer benefits market, focusing on large organizations and employer groups within your territory
• Establish and nurture trusted relationships with key stakeholders, including HR leaders, benefits managers, and executive decision-makers at target organizations
• Utilize a consultative sales approach to identify client needs, articulate the value proposition of Calm, and tailor solutions to meet specific organizational requirements
• Conduct thorough market analysis to identify trends, competitive landscape, and potential business opportunities within the digital well-being space
• Build and manage a pipeline of opportunities, ensuring timely follow-up and progression through all stages of the sales process
• Work closely with marketing, product, customer success, consultant relations, and revenue operations teams to align sales strategies with product offerings and client expectations
• Strong full-funnel skillset, with stage-based acumen to deliver reliable projections for sales targets
• 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

Benefits

• The on-target earnings for this role are $200,000 annualized with a 50/50 split between base pay and incentive compensation
• Equity
• Comprehensive benefits
• 401k
• Flexible time off