Segments Covered: Employers with
500-4,999 employeesRole Type: Individual Contributor (IC)
About the RoleThe
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.
ResponsibilitiesNew 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.
