deaa6ad2-d184-436b-b69e-17f761da1d94 - Enterprise Account Executive
Requirements
• 5+ years of quota-carrying enterprise sales experience, with a track record of closing 6- and 7-figure deals against target. • You build your own pipeline. When a deal stalls, you treat it as a problem to solve, not a reason to wait for direction. • You engage with pushback instead of defending your original read. When new information contradicts your plan, you update it. • You seek out feedback proactively. • You can independently build and defend a business case, not just explain product features. • Sharp and resourceful. You bring solutions, not just problems, and you can articulate the counter-argument to your own deal strategy before it’s raised • You use AI tools daily to work more efficiently • Direct communicator who adjusts to the audience in the room, whether that's a CFO, a CHRO, or a broker. • Comfortable with ambiguity and building structure where none exists yet. • You are always learning - staying close to what the top reps across the team are doing, reviewing lost deals for what to do differently next time, etc. • Benefits, health insurance, or healthcare sales experience. • Existing relationships with brokers or benefits consultants. • Experience selling into HR or People leadership specifically. • Note: We have even more benefits than listed here https://www.springhealth.com/careers#:~:text=Our%20perks%20%26%20benefits and below, your recruiter will provide more in-depth information as you continue in the interview process. Benefits are subject to individual plan requirements and eligibility criteria. • Health, Dental, Vision benefits start on your first day at Spring. You and your dependents also receive access to One Medical https://www.onemedical.com/membership/ accounts HSA and FSA plans are also available, with Spring contributing up to $1K for HSAs, depending on your plan type. • Employer sponsored 401(k) match of up to 2% for retirement planning • A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents. • We offer competitive paid time off policies including vacation, sick leave and company holidays. • At 6 months tenure with Spring, we offer parental leave of 18 weeks for birthing parents and 16 weeks for non-birthing parents. • Access to Noom https://www.noom.com/, a weight management program—based in psychology, that’s tailored to your unique needs and goals. • Access to fertility care support through Carrot https://springhealth.link/jd-2023-07-carrotbenefit, in addition to $4,000 reimbursement for related fertility expenses. • Access to Wellhub https://springhealth.link/jd-2023-07-gympassbenefit, which connects employees to the best options for fitness, mindfulness, nutrition, and sleep in one subscription • Access to BrightHorizons https://www.brighthorizons.com/, which provides sponsored child care, back-up care, and elder care • Up to $1,000 Professional Development Reimbursement a year. • $200 per year donation matching to support your favorite causes. • Not sure if you meet every requirement? Research shows https://pubsonline.informs.org/doi/10.1287/mnsc.2023.4907 that women and people from historically underrepresented communities often hesitate to apply for roles unless they meet every qualification compared to other similarly-qualified candidates. At Spring Health, we are committed to fostering a workplace where everyone feels valued, empowered, and supported to Thrive https://www.springhealth.com/careers. If this role excites you, we encourage you to apply. • Our privacy policy: https://springhealth.com/privacy-policy/
Responsibilities
• Run the full sales cycle into HR, Benefits, and People leaders at large enterprises in your assigned territory, from discovery through negotiation to close. • Self-generate pipeline through brokers, consultants, referrals, and dormant accounts, not just BDR handoff. If a deal thread breaks, you build the next one. • Engage target accounts before a formal RFP process begins. • Prioritize the accounts that matter most in your territory, aligned to the GTM strategy. • Multi-thread accounts, building relationships across the buying committee. • Build ROI-backed business cases for VP and C-level buyers, translating outcomes data into numbers a CFO can take to their board. • Identify the specific business problem(s) each buyer is solving for and tailor the business case accordingly. • Anticipate procurement and Legal objections before they surface, and reframe a stalled deal into a new business case without being told to. • Run pricing, proposal, and contract negotiations to close. • Own your book to the point of obsession: understand each account's org structure, incentives, and buying process well enough to navigate it without a map. • Develop and grow relationships with health insurance brokers and benefits consultants who influence your territory. Drive SQOs from these relationships. • Read the room. Adjust your language and framing for a CFO, a CHRO, and a consultant, all in the same week, without a different deck for each. • Partner closely with your BDR on account strategy and execution. • Escalate risk early, with a recommended path attached, not just the problem. • Bring market and client feedback back to Product and Marketing. • Represent Spring Health at industry events and travel as needed to close (~20%). • Maintain fast response times with prospects, consultants, and internal partners. • This role is held to clear KPIs including: • Quota attainment • SQOs generated, • Intro meetings booked • AI-assisted preparation. You leverage tools like Claude and ChatGPT use AI to build account research briefs, map the competition and get ready for every high-stakes call. You come in already knowing the org’s priorities, recent news and likely objections. • Personalized outreach at scale. You draft outreach with AI that’s tailored to the person: different for a CHRO, a CFO and a benefits consultant, and never generic. • Clean CRM hygiene. You use AI to summarize calls and log notes in Salesforce, so your deal record is complete and leadership can see the real story without asking. • Judgment and data discipline. You know what doesn’t belong in an AI tool. We sell into a sensitive category, so you protect client and prospect confidentiality and check what AI gives you before it reaches a buyer.
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