VP, Employer Sales
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Job Description
VP of Employer Sales at Hike Medical, driving B2B sales in musculoskeletal care. Leading enterprise sales and channel development for innovative AI-vision platform.
Responsibilities:
- Direct Enterprise Sales: Own a personal pipeline and carry quota for employer deals — from initial outreach through contract execution across multiple concurrent opportunities.
- Channel Development — Brokers & Consultants: Build and deepen relationships with national and regional brokers and benefits consultants who influence mid-market and enterprise employer purchasing decisions.
- Channel Development — Platforms & Networks: Identify and activate distribution through benefits platforms, PEOs, captives, and other intermediary channels to drive scalable top-of-funnel volume.
- Multi-Stakeholder Deal Leadership: Navigate complex buying committees across HR, Benefits, Finance, Legal, and Clinical stakeholders — both directly and in support of channel partners.
- Partner Enablement: Equip brokers, consultants, and platform partners with the tools, training, and materials they need to position and sell Hike effectively.
- Pipeline Generation & Management: Build and maintain a healthy pipeline through outbound efforts, inbound leads, partner referrals, and direct employer relationships.
- Value-Driven Selling: Clearly articulate Hike's differentiated value proposition, outcomes, and ROI to senior decision-makers — directly and through partners.
- Forecasting & Deal Discipline: Maintain accurate pipeline reporting and forecasts; proactively manage deal risks, partner commitments, and next steps.
- Cross-Functional Collaboration: Partner closely with Customer Success to ensure smooth handoffs post-sale and strong program launches.
- Market Feedback Loop: Share insights from prospects, partners, and closed-won/lost deals with Product, Operations, and Leadership to shape roadmap and GTM strategy.
Requirements:
- 10–15+ years of B2B sales experience, including senior individual contributor or leadership roles in employer benefits, healthcare, or adjacent enterprise markets
- Proven success selling directly to self-insured employers, large health systems, or Fortune 1000 buyers — with a track record of closing complex, multi-stakeholder deals
- Deep experience building and managing channel relationships through brokers, benefits consultants, and platforms (e.g., Gallagher, Lockton, Mercer, AON, WTW, NFP)
- Healthcare, employer benefits, MSK, occupational health, or med-device background
- Fluency in the HR/benefits buyer landscape — understanding how consultants influence, how platforms distribute, and how employers ultimately decide
- Ability to carry a personal quota while simultaneously developing partner channels — comfortable as both a player and a builder
- Proven ability to manage long sales cycles with multiple stakeholders across HR, Benefits, Finance, Legal, and Clinical
- Track record of consistently hitting or exceeding quota — as an IC and/or through the teams or channels you've built
- Exceptionally strong relationship-building and communication skills, from operators to C-suite
- Highly organized with a strong system for pipeline management, forecasting, and follow-through
- Experience partnering closely with Customer Success, Operations, and Product
Benefits:
- Competitive cash compensation + equity
- Full medical, dental, and vision coverage
- $15K relocation bonus if needed
- Daily collaboration with the founding team and senior leadership
- Free custom insoles (of course…)
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