Account executive – lower mid-market (east & west)

Segments Covered:

Employers with 500–4,999 employees

Role Type:

Individual Contributor (IC)

About the Role

The Director of Sales, 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.

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

Qualifications

• 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.
• Experience selling into HR, Total Rewards, and benefits consultants preferred.
• Strong consultative and solution-oriented sales skills.
• Ability to operate autonomously in a fast-scaling environment.

Our commitment to diversity and inclusion

We're aiming to build a diverse team and an inclusive company culture. We are an equal opportunity employer and do not discriminate based on race, ethnicity, nationality, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status, or any legally protected status.

Important Notice:

Legitimate communication from the Function Health team will always come from an email address ending in @functionhealth.com. Function Health will never request personal information such as banking details or payment during the hiring process. Please be cautious of communications or job offers that come from other email domains, instant messaging platforms, or unsolicited calls. If you ever have doubts about the legitimacy of a communication, please reach out to us directly at talent@functionhealth.com.