Regional Vice President of Enterprise Sales, Included Health
$128.1-235.3k
Salary is variable and dependent on location. + Equity
Digital healthcare provider
Open for applications
Digital healthcare provider
1001+ employees
Open for applications
$128.1-235.3k
Salary is variable and dependent on location. + Equity
1001+ employees
Company mission
To raise the standard of healthcare for everyone.
Role
Who you are
- Experience: 7+ years of enterprise sales experience, with at least 3 years focused on complex sales cycles with multiple internal and external stakeholders
- Regional Track Record: Proven success selling to large employers in the Northeast U.S. market, with deep familiarity with regional business, consultant, and benefits ecosystems
- Enterprise Sales Expertise: Demonstrated ability to manage and close long, complex sales cycles (6–18 months) involving multiple executive stakeholders
- Consultative Selling: Skilled at uncovering client pain points, quantifying business impact, and designing tailored solutions that align with strategic benefit and cost-containment goals
- Consultant & Channel Relationships: Established network and credibility with leading Northeast benefits consultants and brokers who influence enterprise purchasing decisions
- Performance Excellence: Consistent achievement of or surpassing multimillion-dollar annual quotas in the enterprise space
- Executive Communication: Exceptional presence, negotiation, and storytelling ability with C-suite audiences
- CRM Discipline: Proficiency with Salesforce (or similar) and disciplined pipeline and forecast management
What the job involves
- Included Health is seeking a seasoned Enterprise Sales Executive to lead growth across the Northeast region who will help us further our mission by selling the Included Health suite of products to enterprise customers (1,000-10,000 employee population). As an Enterprise Sales RVP, your role will be to identify, pursue and close business with self-funded employers, within your territory. Through a consultative approach, you will work both directly with senior Compensation & Benefits / Total Rewards leadership as well as with their trusted advisors and consultants
- Territory Growth Leadership: Own and expand the Northeast enterprise territory by developing and executing a regional go-to-market strategy focused on large employers and Fortune 1000 companies
- Strategic Account Development: Build and manage executive-level relationships with HR, Total Rewards, and Benefits leaders to position Included Health as a trusted partner in improving employee healthcare experiences and outcomes
- Complex Enterprise Sales Management: Lead multi-threaded, consultative sales cycles with multiple internal and external stakeholders—C-suite, Procurement, Finance, and third-party consultants—to drive consensus and close strategic, long-term contracts
- Regional Consultant Engagement: Develop and maintain strong relationships with Northeast-based benefits consultants, brokers, and advisory firms to influence employer purchasing decisions and strengthen Included Health’s market position
- Client Expansion: Identify and pursue opportunities to expand Included Health’s service portfolio within existing enterprise clients, driving additional revenue and deeper customer partnerships
- Sales Process Optimization: Contribute to continuous improvement of sales frameworks, tools, and playbooks that shorten the sales cycle and enhance team effectiveness in complex deal environments
- Operational Excellence: Maintain meticulous CRM documentation, pipeline management, and forecasting accuracy to ensure transparency and accountability across all stages of the sales process
- Brand Representation: Serve as a regional ambassador for Included Health’s mission to enable better, more equitable healthcare experiences for employees and their families
- Travel: Regularly within the Northeast region to meet with prospects, clients, and consultants; attend industry events and conferences as needed
- During your first 30 days, you will:
- Onboard with the Included Health team, attend GTM training and engage in internal learning
- Quickly develop an understanding of our products and become highly knowledgeable with our offerings
- Partner with appropriate Included Health DVP to come up to speed quickly on respective market dynamics, targets and opportunities
- Begin developing Year 1 Sales plan
- Tap your strong network of buyers or influencers to identify major sales opportunities
- Ride along with DVP and other sales reps on sales calls for learning purposes
- During your first 60 days, you will:
- Establish your sales territory and familiarize yourself with potential local enterprise customers
- Make introductions to your network and future customers regarding Included Health
- Work with Included Health DVP to secure meetings with target enterprise organizations and to conduct joint Sales meetings with DVP and/or other senior Sales professionals
- During your first 90 days, you will:
Our take
As the name suggests, Included Health is on a mission to raise the standard of healthcare for everyone, offering inclusive, integrated virtual care and navigation.
It differentiates itself from competitors with its emphasis on improving health outcomes and challenges faced by communities including LGBTQ+ and BIPOC. The negative healthcare experiences faced by these marginalized groups means they often avoid care at a rate that is around 3x greater than the broader US population, putting their health at risk.
With healthcare still fragmented and focused on one-size-fits-all solutions, Included Health is disrupting the market by using technology to match patients quickly with the best care, no matter where they live. And it currently counts retail behemoths Walmart and Home Depot as customers.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Sep 2020
$175m
GROWTH EQUITY VC
May 2018
$66m
SERIES D
Total funding: $347m
Company benefits
- Comprehensive medical, dental and vision plans
- All employees, their spouses, and children have free access to Included Health services
- Need time to recharge? Exempt employees enjoy flexible, unaccrued discretionary time off — take it when you need it
Company HQ
Financial District, San Francisco, CA
Leadership
Owen Tripp
(Co-Founder & CEO)Previously served as a Senior Consultant at Accenture before joining eBay as the Manager and Founder of User Behaviour Intelligence in 2004. Co-founded Reputation.com in 2006, and served as its COO from 2008 to 2012. Was an Advisor at Pathbrite and Life360.
Lawrence "Rusty" Hofmann
(Co-Founder)Studied Medicine at Ohio State, Johns Hopkins and Stanford. Was Assistant Professor at Johns Hopkins from 2000 to 2005, and is now Professor of Interventional Radiology at Stanford. Co-founded Grand Rounds, rebranded to Included Health, in 2012. Is Medical Director at Stanford Health Care.
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